The front of the funnel — pipeline by stage, forecast vs plan, win/loss, and the deals that decide the quarter.
Q3 FY26 commit $120M sits $21M below the $141M plan — $47M of best-case upside must convert to make the number. Coverage is 5.2x on $727M 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: Net Inflows $1.80B vs $2.20B, Book-to-Bill Ratio 0.5x vs 0.6x, Pipeline (Product Launch) 6 vs 8
Commit $120M is $21M short of the $141M Q3 FY26 plan — the gap that decides whether the quarter lands.
$-win-rate is 67% ($251M won vs $123M lost); Price is the single largest leak at $56M.
Each churn point on the base ≈ recurring revenue lost.
Each churn point on the base ≈ recurring revenue lost.
Pavion is pursuing $727M across the funnel ($319M 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.
Value and win-probability rise toward the close — weighted value is what to bank on.
Dark fill = win-probability within each stage's value. Weighted pipeline totals $319M.
Commit, best-case and closed-to-date against the plan line.
Q3 FY26: commit $120M is $21M below the $141M plan; $47M of best-case upside must convert to close the gap. Black line = plan.
Clone the win reasons into low-win families; attack the top loss reason first.
Read it: the platform / one-stop story wins the most ($123M); Price is the top loss ($56M) — tighten discount discipline (see Quote 360) before chasing new demand.
Signal-sourced deals convert higher — prioritize them.
| Opportunity | Customer | Solution | Value | Stage | Win % | Source |
|---|---|---|---|---|---|---|
| State Bank of India Employees Pension Fund — multi-region DC security + Fund Admin System | State Bank of India Employees Pension Fund | Security + Monitoring | $7.3M | Proposal | 60% | signal |
| Bharat Insurance — hub perimeter + video analytics | Bharat Insurance | Security | $4.9M | Qualify | 45% | signal |
| Kaiser — nurse call + RTLS refresh | Brookfield Corporation | Integration | $3.6M | Proposal | 50% | outbound |
| UPS — fire + mass notification bundle | UPS | Fire Safety | $2.8M | Qualify | 40% | outbound |
| Align — mfg expansion AV + access | ICICI Prudential Life | Integration + Security | $1.8M | Develop | 48% | signal |
| Rajiv Mehra — Security cross-sell (11 sites) | Rajiv Mehra | Security + Fund Admin System | $0.8M | Develop | 55% | signal |