The front of the funnel — pipeline by stage, forecast vs plan, win/loss, and the deals that decide the quarter.
Q3 FY26 commit $2.32B sits $397M below the $2.72B plan — $907M of best-case upside must convert to make the number. Coverage is 5.2x on $14.06B 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 $9.10B vs $10.00B, Book-to-Bill Ratio 1.0x vs 1.1x, Backlog $1.80B vs $2.00B
Commit $2.32B is $397M short of the $2.72B Q3 FY26 plan — the gap that decides whether the quarter lands.
Each churn point on the base ≈ recurring revenue lost.
Each churn point on the base ≈ recurring revenue lost.
Each churn point on the base ≈ recurring revenue lost.
Pavion is pursuing $14.06B across the funnel ($6.17B 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 $6.17B.
Commit, best-case and closed-to-date against the plan line.
Q3 FY26: commit $2.32B is $397M below the $2.72B plan; $907M 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 ($2.38B); Price is the top loss ($1.08B) — tighten discount discipline (see Quote 360) before chasing new demand.
Signal-sourced deals convert higher — prioritize them.
| Opportunity | Customer | Solution | Value | Stage | Win % | Source |
|---|---|---|---|---|---|---|
| Retail Segment — multi-region DC security + Legrand Data Center Infrastructure Management | Retail Segment | Security + Monitoring | $141.7M | Proposal | 60% | signal |
| Limoges Plant — hub perimeter + video analytics | Limoges Plant | Security | $95.2M | Qualify | 45% | signal |
| Kaiser — nurse call + RTLS refresh | Data Center Segment | Integration | $70.3M | Proposal | 50% | outbound |
| UPS — fire + mass notification bundle | UPS | Fire Safety | $53.3M | Qualify | 40% | outbound |
| Align — mfg expansion AV + access | Group Legrand India | Integration + Security | $35.1M | Develop | 48% | signal |
| North America Operations — Security cross-sell (11 sites) | North America Operations | Security + Legrand Data Center Infrastructure Management | $15.9M | Develop | 55% | signal |