PL'Oréal GroupeExecutive Cockpit✦ Ask AI

On this pageFunnel Forecast Win / loss Top deals

Sales / Pipeline 360

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

L'Oréal Groupe · FY25 (reported)

No.1 most innovative company in Europe (Fortune)

95,000 employees · 22+ US sites · 150 countries

▲ Executive read· the answer, then the moves

Q3 FY26 commit $11.50B sits $1.96B below the $13.47B plan — $4.49B of best-case upside must convert to make the number. Coverage is 5.2x on $69.58B 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 $44.50B vs $47.00B, Book-to-Bill 1.0x vs 1.1x, Backlog $1.50B vs $1.60B

Do now — ranked by urgency

1
Convert $4.49B of best-case upside to close the $1.96B plan gapAct now
Why it matters
Commit $11.50B is $1.96B short of the $13.47B Q3 FY26 plan — the gap that decides whether the quarter lands.
What's driving it
Q3 FY26 commit $11.50B vs $13.47B plan
$4.49B best-case upside above commit
FYI
Pipeline $69.58B (5.2x coverage), $30.53B weighted
Owner: CRO
Open forecast →
2
$336.69M ARR at risk — Q3 FY26Act now
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 $2356.82M due in Q3 FY26, $336.69M is churn-flagged.
Owner: Chief Customer Officer
Act →▤ open the at-risk contracts
3
$448.92M ARR at risk — Q4 FY26Act now
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 $2861.85M due in Q4 FY26, $448.92M is churn-flagged.
Owner: Chief Customer Officer
Act →▤ open the at-risk contracts
4
$280.57M ARR at risk — Q1 FY27Act now
Why it matters
Each churn point on the base ≈ recurring revenue lost.
What's driving it
renewal window Q1 FY27
Signal: Renewal risk
FYI
Of $2132.36M due in Q1 FY27, $280.57M is churn-flagged.
Owner: Chief Customer Officer
Act →▤ open the at-risk contracts

📈 Growth & revenueStep 1 of 6 · funnel & forecastCustomer 360 ▶All journeys

🌐 Enterprise 360 modules· on Sales / Pipeline 360Browse all 31 views ▾

✅ Todayyour decision queue 📨 Activity & Digestaudit trail · @mentions 🧭 360 Directoryall views by persona 🗺 Guided Journeyspersona flows · step-by-step 🛰 Control Towercommand center 🎯 Strategy & Goals4 pillars · OKRs 💎 Value Creation PlanPE thesis · exit 🤖 AI Agentsrecommend & act 🌐 Enterprise 360the consolidated pane 📈 Sales / Pipeline 360funnel · forecast 🛰 Market Intel & M&Asignals · targets 🏛 Company Hierarchyorg · brands · entities 🗂 Org Roll-up 360region · brand · office 📍 Site / Asset 360office twin · health · NFPA 👥 Customer 360accounts · cross-sell 🧩 Customer Mastergolden record · MDM 🧾 Quote / CPQ 360federated quoting 🔄 Quote-to-Cash 360order-to-cash cycle 🔁 Service / Contract 360recurring · renewals 🔧 Project / Job 360delivery · job margin 👷 Workforce 360field force · utilization 🏷 Brand / M&A 360roll-up · synergy 🧩 Integration 360PMO · workstreams · 100-day 🤝 M&A Deal 360pipeline · diligence · MOIC 🚪 Exit Readinessdebt · QoE · equity bridge 🚚 Supplier 360spend · terms · risk 💰 Finance 360P&L · cohorts 💵 Cash 360DSO · AR · treasury 🧬 Ontology & Meshlogical layer · data products ▤ Evidencedrill-to-record · export 🩺 Data Healthfreshness · lineage

↗ 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 $69.58B across the funnel ($30.53B 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

$69.58B

Qualified pipeline

1080 opps

$30.53B

Weighted pipeline

value × win-prob

67%

$-Win-rate

won ÷ (won+lost) $

$44.50B

Bookings

book-to-bill 1.01x

$1.50B

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$23.01B

Develop · 310 opps · 40% win$20.20B

Proposal · 180 opps · 60% win$16.27B

Negotiation · 70 opps · 80% win$10.10B

Dark fill = win-probability within each stage's value. Weighted pipeline totals $30.53B.

The forecast call

Q3 FY26 — $11.50B commit vs $13.47B plan

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

Q1 FY26 · actualclosed $12.23B vs plan $11.78B

Q2 FY26 · actualclosed $12.40B vs plan $12.63B

Q3 FY26 · currentcommit $11.50B · best $15.99B

Q4 FY26 · forecastcommit $8.42B · best $16.83B

Q3 FY26: commit $11.50B is $1.96B below the $13.47B plan; $4.49B of best-case upside must convert to close the gap. Black line = plan.

Why we win & lose

$-win-rate 67% · $24.02B won vs $11.78B lost

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

Why we win

Superior platform / one-stop$11.78B · 142

Incumbent / relationship$7.29B · 96

Service & monitoring attach$4.94B · 61

Why we lose

Price$5.33B · 70

Timing / budget pulled$3.93B · 38

Product / scope gap$2.53B · 24

Read it: the platform / one-stop story wins the most ($11.78B); Price is the top loss ($5.33B) — tighten discount discipline (see Quote 360) before chasing new demand.

Move the number

Named deals in play

Signal-sourced deals convert higher — prioritize them.

Opportunity	Customer	Solution	Value	Stage	Win %	Source
CVS — multi-region DC security + Skin Genius AI-powered skin analysis	CVS	Security + Monitoring	$701.4M	Proposal	60%	signal
Walmart — hub perimeter + video analytics	Walmart	Security	$471.4M	Qualify	45%	signal
Kaiser — nurse call + RTLS refresh	Sephora	Integration	$347.9M	Proposal	50%	outbound
UPS — fire + mass notification bundle	UPS	Fire Safety	$263.7M	Qualify	40%	outbound
Align — mfg expansion AV + access	Target	Integration + Security	$174.0M	Develop	48%	signal
Carrefour — Security cross-sell (11 sites)	Carrefour	Security + Skin Genius AI-powered skin analysis	$78.6M	Develop	55%	signal