PAccex Supply Chain Private LimitedExecutive Cockpit
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Sales / Pipeline 360

The front of the funnel — pipeline by stage, forecast vs plan, win/loss, and the deals that decide the quarter.

Accex Supply Chain Private Limited · FY26 (modeled)
Top 10 Indian logistics solution providers (modeled)
420 employees · 0+ US sites · 1 countries
▲ Executive read· the answer, then the moves

Q3 FY26 commit $8M sits $1M below the $9M plan — $3M of best-case upside must convert to make the number. Coverage is 5.2x on $47M of pipeline; the call is winnable but only if the at-risk upside is forced to close.

3 of 3 headline metrics improving vs prior · still off target: Bookings $34M vs $38M, Book-to-Bill Ratio 1.2x vs 1.2x, Backlog $9M vs $10M

Do now — ranked by urgency
  1. 1
    Convert $3M of best-case upside to close the $1M plan gapAct now
    Why it matters

    Commit $8M is $1M short of the $9M Q3 FY26 plan — the gap that decides whether the quarter lands.

    What's driving it
    • Q3 FY26 commit $8M vs $9M plan
    • $3M best-case upside above commit
    FYI
    • Pipeline $47M (5.2x coverage), $21M weighted
    • Owner: CRO
    Open forecast →
  2. 2
    Attack the top loss reason: Price ($4M lost)Watch
    Why it matters

    $-win-rate is 67% ($16M won vs $8M lost); Price is the single largest leak at $4M.

    What's driving it
    • $-win-rate 67%
    • Top loss Price $4M across 70 deals
    FYI
    • Top win driver: Superior platform / one-stop $8M
    • Tighten discount discipline via Quote 360
    Discount discipline →
  3. 3
    $0.23M ARR at risk — Q3 FY26Watch
    Why it matters

    Each churn point on the base ≈ recurring revenue lost.

    What's driving it
    • renewal window Q3 FY26
    • Signal: Renewal risk
    FYI
    • Of $1.58M due in Q3 FY26, $0.23M is churn-flagged.
    • Owner: Chief Customer Officer
    Act →▤ open the at-risk contracts
  4. 4
    $0.3M ARR at risk — Q4 FY26Watch
    Why it matters

    Each churn point on the base ≈ recurring revenue lost.

    What's driving it
    • renewal window Q4 FY26
    • Signal: Renewal risk
    FYI
    • Of $1.92M due in Q4 FY26, $0.3M is churn-flagged.
    • Owner: Chief Customer Officer
    Act →▤ open the at-risk contracts
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↗ Where this connects — act / drill across
👥Customer 360· whose accounts the deals sit in🧾Quote / CPQ 360· the quotes behind the funnel🛰Market Intel & M&A· signals driving the pipeline💰Finance 360· forecast vs plan
● LiveBuilt forCRO / Sales VPs· coverage & forecast callSales Ops· stage velocity & hygieneCEO / Board· will we make the quarter

Pavion is pursuing $47M across the funnel ($21M weighted). This view answers the CRO's two questions — will we make the quarter (forecast vs plan) and why we win or lose — and points at the deals that move the number.

Data backing: pipeline_stage · forecast · winloss · opportunity · kpi
$47M
Qualified pipeline
1080 opps
$21M
Weighted pipeline
value × win-prob
67%
$-Win-rate
won ÷ (won+lost) $
$34M
Bookings
book-to-bill 1.16x
$9M
Backlog
signed, not delivered
Coverage

Pipeline by stage

Value and win-probability rise toward the close — weighted value is what to bank on.

Qualify · 520 opps · 20% win$15M
Develop · 310 opps · 40% win$14M
Proposal · 180 opps · 60% win$11M
Negotiation · 70 opps · 80% win$7M

Dark fill = win-probability within each stage's value. Weighted pipeline totals $21M.

The forecast call

Q3 FY26 — $8M commit vs $9M plan

Commit, best-case and closed-to-date against the plan line.

Q1 FY26 · actualclosed $8M vs plan $8M
Q2 FY26 · actualclosed $8M vs plan $8M
Q3 FY26 · currentcommit $8M · best $11M
Q4 FY26 · forecastcommit $6M · best $11M

Q3 FY26: commit $8M is $1M below the $9M plan; $3M of best-case upside must convert to close the gap. Black line = plan.

Why we win & lose

$-win-rate 67% · $16M won vs $8M lost

Clone the win reasons into low-win families; attack the top loss reason first.

Why we win
Superior platform / one-stop$8M · 142
Incumbent / relationship$5M · 96
Service & monitoring attach$3M · 61
Why we lose
Price$4M · 70
Timing / budget pulled$3M · 38
Product / scope gap$2M · 24

Read it: the platform / one-stop story wins the most ($8M); Price is the top loss ($4M) — tighten discount discipline (see Quote 360) before chasing new demand.

Move the number

Named deals in play

Signal-sourced deals convert higher — prioritize them.

OpportunityCustomerSolutionValueStageWin %Source
Tata Cliq — multi-region DC security + Contract Compliance DashboardTata CliqSecurity + Monitoring$0.5MProposal60%signal
Reliance Retail — hub perimeter + video analyticsReliance RetailSecurity$0.3MQualify45%signal
Kaiser — nurse call + RTLS refreshAmazon IndiaIntegration$0.2MProposal50%outbound
UPS — fire + mass notification bundleUPSFire Safety$0.2MQualify40%outbound
Align — mfg expansion AV + accessPharmeasyIntegration + Security$0.1MDevelop48%signal
Flipkart — Security cross-sell (11 sites)FlipkartSecurity + Contract Compliance Dashboard$0.1MDevelop55%signal