The front of the funnel — pipeline by stage, forecast vs plan, win/loss, and the deals that decide the quarter.
Q3 FY26 commit $16M sits $3M below the $18M plan — $6M of best-case upside must convert to make the number. Coverage is 5.2x on $95M of pipeline; the call is winnable but only if the at-risk upside is forced to close.
2 of 3 headline metrics improving vs prior · still off target: Net Inflows $1.12B vs $1.30B, Book-to-Bill Ratio 1.1x vs 1.2x
Commit $16M is $3M short of the $18M Q3 FY26 plan — the gap that decides whether the quarter lands.
$-win-rate is 67% ($33M won vs $16M lost); Price is the single largest leak at $7M.
Each churn point on the base ≈ recurring revenue lost.
Each churn point on the base ≈ recurring revenue lost.
Pavion is pursuing $95M across the funnel ($42M 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 $42M.
Commit, best-case and closed-to-date against the plan line.
Q3 FY26: commit $16M is $3M below the $18M plan; $6M 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 ($16M); Price is the top loss ($7M) — tighten discount discipline (see Quote 360) before chasing new demand.
Signal-sourced deals convert higher — prioritize them.
| Opportunity | Customer | Solution | Value | Stage | Win % | Source |
|---|---|---|---|---|---|---|
| Corporate Treasury: Tata Group — multi-region DC security + Portfolio Management Dashboard | Corporate Treasury: Tata Group | Security + Monitoring | $1.0M | Proposal | 60% | signal |
| S. Gupta — hub perimeter + video analytics | S. Gupta | Security | $0.6M | Qualify | 45% | signal |
| Kaiser — nurse call + RTLS refresh | NRI Wealth Client: A. Patel | Integration | $0.5M | Proposal | 50% | outbound |
| UPS — fire + mass notification bundle | UPS | Fire Safety | $0.4M | Qualify | 40% | outbound |
| Align — mfg expansion AV + access | Tax-saving Investor: M. Desai | Integration + Security | $0.2M | Develop | 48% | signal |
| R. Mehta — Security cross-sell (11 sites) | R. Mehta | Security + Portfolio Management Dashboard | $0.1M | Develop | 55% | signal |