Weekly Pipeline Review — Week Ending March 30, 2026

Pipeline This Week

$3.1M

~30 new deals created (event-heavy week)

▲ Largest single-week volume QTD

QTD Pipeline (All Sources)

$16.9M

199 deals · Pipeline ID 13666711

80.5% of $21M target

Weighted Pipeline QTD

$3.2M

Risk-adjusted (stage probability weighted)

~19% of total pipeline

Weekly Pace Needed

$1.68M

4 weeks remaining in Q

Gap to target: −$4.1M

Weeks Elapsed 9 of 13

Linear Target (QTD) $14.5M

Actual vs. Target +$2.4M ahead

Remaining Gap −$4.1M vs. $21M goal

Last 2-Wk Avg Pipeline ~$2.1M/wk

Pace Needed $1.68M/wk · Feasible if cadence holds

Marketing Funnel — FY27-Q1 QTD

Contact counts via HubSpot lifecycle stage entries. MQL via write-once mql_date stamp (most reliable). Note: hs_v2_date_entered fields shown for SQL/SAL/SQO may include resets — treat as directional.

Created

Contact Created

2,557+

↓ MRL entry rate: est. 50%+

MRL

MRL — ~1,294 est.

~1,294

↓ MRL→MQL: ~26.9% ✓ above 25% benchmark

MQL

MQL — 54 (write-once stamp) · 2,557 (hs_v2 field)

⚠ 54 / 2,557

↓ MQL→SAL: ~49.6% ✓ above 45% benchmark

SAL

SAL — 1,854 (hs_v2 field)

1,854

↓ SAL→SQL: est. ~4.5% ✗ BELOW 15% benchmark

SQL

SQL — est. ~83 (dashboard ref.)

~83

↓ SQL→SQO: ~25.3% ✓ above 20% benchmark

SQO

SQO — est. ~21 active deals

~21

Pipeline by Source — QTD

Based on deal_source field. FY27-Q1 dates. Excludes $0-amount deals from count.

Inbound

47%

~$7.9M · 93 deals

Outbound

38%

~$6.4M · 72 deals

Events

10%

~$1.7M · 34 deals

Partner

~$0.7M · 9 deals

Other/Renewal

~$0.2M · 5 deals

Inbound ICP Highlights

This week's notable inbound:
Ford Motor, AXA, Palmetto, Raiffeisen Bank Ukraine, BambooHR, Bluesky, Medidata, Seccl, CRIF, Tatari — mix of Enterprise FS, Healthcare, Auto, Tech

ICP fit signal: Strong in FS (Medidata, CRIF, Raiffeisen, SEEK) and Enterprise Tech (Ford, BambooHR). Bluesky and Seccl are smaller/earlier-stage — monitor fit vs. ICP definition.

Deal Pipeline — Active Stage Breakdown (SaaS New Deals)

Discovery / Meeting Booked

Stage ID: 4852840 · Prob: 5%

→ next step conv: calculated below

Qualification / Demo

Stage ID: 4852841 · Prob: 20%

Conv: 56.9% (Disc → Qual)

POC / Tech Eval

Stage IDs: 57441640 + 1072566045 · Prob: 30–75%

Conv: 56.1% (Qual → POC)

Technical Win / Contracting

Stage IDs: 954630329 + 57441642 · Prob: 90%

Conv: 52.2% (POC → Win)

Engagement Signals — Week-over-Week

New Deals Created This Week

~30

▲ Largest weekly cohort QTD — event-driven spike (Mar 24 Gartner/conference batch)

Notable: ~19 deals from single event batch created 2026-03-24. Copart, Adobe, Yara, Humana among named accounts.

Inbound Lead Deals This Week

~12

Steady inbound cadence · ~13% of QTD inbound total in 1 week

Ford, AXA, Palmetto, BAE Systems, Raiffeisen, DPG Media, FOREX.com, Bridgewater among this week's inbound deals

MQL Volume (write-once stamp)

54 QTD

⚠ Far below hs_v2 field count of 2,557 — significant data discrepancy flagged

mql_date stamp (write-once, reliable) shows only 54 contacts. hs_v2_date_entered_MQL shows 2,557 — likely includes resets/re-entries. Requires reconciliation.

Inbound Trend Observations & ICP Fit Notes

Strong inbound volume from Financial Services this quarter: Medidata, CRIF, Raiffeisen Bank Ukraine, SEEK, Avanza, UC San Diego, COPEC, Tatari, Huspy — FS remains top vertical for inbound-sourced pipeline

Healthcare/Pharma inbound is building with Pfizer (event), Humana, CVS Health, Frontline Education, MCG Health — these are strong ICP accounts; suggest a targeted healthcare nurture sequence to accelerate SAL→SQL conversion

AI/Tech inbound is visible (Bluesky, Ford MLOps, Bridgewater) but includes early-stage and non-enterprise accounts — recommend BDR qualification on deal size and team fit before investing sales hours

Multiple deals this week have no amount value set (NHL, Palmetto, AXA, several event-sourced deals) — deal amount coverage is ~67%; missing values deflate QTD sum and distort weighted pipeline calculations

Event-sourced pipeline spiked dramatically this week (~19 deals created on 2026-03-24 alone, attributed to what appears to be a conference or summit) — this pattern matches prior quarter event clustering and should be tracked separately from organic inbound

Several unnamed inbound leads (" - New Deal") are entering the pipeline across multiple weeks — these represent unresolved attribution gaps that suppress inbound quality scoring

Priority Actions This Week

ACTION 1

Accelerate SAL→SQL Conversion

With ~1,854 contacts in SAL and only ~83 reaching SQL, SAL→SQL conversion is estimated at ~4.5% — far below the 15% benchmark. BDR leadership should audit the SAL backlog this week: identify contacts that have been SAL for 10+ days with no booked meeting and push for same-week outreach blitz targeting named enterprise accounts (Medidata, Raiffeisen, SEEK, Frontline, Bridgewater, CVS Health).

ACTION 2

Populate Missing Deal Amounts

~33% of Q1 deals are missing an amount value, including multiple high-signal accounts (NHL, Palmetto, AXA, UT Southwestern, Rhenus, Domin, several event deals). This directly suppresses reported QTD pipeline and makes weighted forecast unreliable. Run a HubSpot deal task this week to assign estimated ACV to all deals created in Q1 lacking an amount — prioritize Discovery and Qualification stage deals that are still active.

ACTION 3

Capitalize on Event Pipeline Momentum

~19 deals entered the pipeline from a single event batch on March 24. Most are currently in Discovery (5% probability) with no amount and likely no BDR follow-up cadence yet. Given the 4-week window left in Q, initiate immediate post-event outreach sequence for the highest-ICP accounts from this batch: NEWELL BRANDS, BraunAbility, Advantage Solutions, TE Connectivity, Citi (GFT Treasury), and Pfizer. The goal is 1 Discovery call booked per account by April 6.

⚠ Data Quality Notes

MQL count discrepancy: mql_date write-once stamp returns 54 QTD MQLs; hs_v2_date_entered_marketingqualifiedlead returns 2,557 — a 47× difference. The hs_v2 field resets on lifecycle stage re-entry and is unreliable for period analysis. The 54-contact figure from mql_date is authoritative but likely undercounts due to stamp not being applied universally. Recommend auditing contacts that reached MQL in Q1 without a mql_date stamp.

Multiple deals created this week have no company/contact name populated — deal names show as " - New Deal" (blank company). These appear to be inbound web form leads where contact enrichment failed. 6–7 such records identified in March alone. These suppress inbound attribution quality and ICP scoring.

Deal amount field is unpopulated on ~33% of active pipeline deals. Specific this week: NHL, Palmetto, AXA, UT Southwestern, Hartford Fire Insurance, Nationwide, GUARDIAN PHARMACY, Cabot Corporation, and multiple others. QTD pipeline total is understated as a result.

Two separate "Space Coast Credit Union" deals were created on 2026-03-24 (IDs 58338104372 and 58319491089) — possible duplicate from event import. Similarly, "kogan.com.au" deal from old pipeline notes "Ignore" in deal name — this record should be archived to avoid pipeline inflation.

Two "Yara International" deals exist in pipeline — one from Feb 5 (Inbound, $100K, stage SQL) and one from March 26 (Outbound, $120K, Qualification). Review whether these are duplicates or distinct opportunities.

Deal createdate discrepancy: the first HubSpot query (no date filter) returned deals with createdates in 2025 (Jan–Apr 2025) — these appear to be legacy deals from a prior fiscal year still active in the same pipeline. These should be clearly excluded from FY27-Q1 reporting but may be commingled in dashboard totals if date filters are not applied correctly.