The front of the funnel — pipeline by stage, forecast vs plan, win/loss, and the deals that decide the quarter.
Q3 FY26 commit $6M sits $1M below the $7M plan — $2M of best-case upside must convert to make the number. Coverage is 5.2x on $38M 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: New Bookings ₹32Cr vs ₹40Cr, Book-to-Bill Ratio 1.1x vs 1.1x, Backlog ₹18Cr vs ₹22Cr
Commit $6M is $1M short of the $7M Q3 FY26 plan — the gap that decides whether the quarter lands.
$-win-rate is 67% ($13M won vs $6M lost); Price is the single largest leak at $3M.
Each churn point on the base ≈ recurring revenue lost.
Each churn point on the base ≈ recurring revenue lost.
Client Associates is pursuing $38M across the funnel ($17M 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 $17M.
Commit, best-case and closed-to-date against the plan line.
Q3 FY26: commit $6M is $1M below the $7M plan; $2M 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 ($6M); Price is the top loss ($3M) — tighten discount discipline (see Quote 360) before chasing new demand.
Signal-sourced deals convert higher — prioritize them.
| Opportunity | Customer | Solution | Value | Stage | Win % | Source |
|---|---|---|---|---|---|---|
| Gupta Enterprises — multi-region DC security + Miles PMS | Gupta Enterprises | Security + Monitoring | $0.4M | Proposal | 60% | signal |
| Sinha & Co. — hub perimeter + video analytics | Sinha & Co. | Security | $0.3M | Qualify | 45% | signal |
| Kaiser — nurse call + RTLS refresh | Sharma Group | Integration | $0.2M | Proposal | 50% | outbound |
| UPS — fire + mass notification bundle | UPS | Fire Safety | $0.1M | Qualify | 40% | outbound |
| Align — mfg expansion AV + access | Bajaj Institutional Fund | Integration + Security | $0.1M | Develop | 48% | signal |
| Arora Family Office — Security cross-sell (11 sites) | Arora Family Office | Security + Miles PMS | $0.0M | Develop | 55% | signal |