As of April 16, 2026, the Discovery pipeline contains 47 New Business deals worth $2.43M. However, significant pipeline hygiene issues demand immediate C-level attention. Only 1 deal has a confirmed upcoming meeting (Ellucian, Apr 16) — an exceptionally low meeting cadence for 47 deals signals a critical engagement problem. 11 deals (23%) show zero contact in 30+ days and are at risk of loss. 3 deals with "MOVE TO NURTURE" next steps remain incorrectly staged in Discovery. ICP-1 deals represent only 21% of pipeline value ($337.5K), suggesting potential misallocation of sales effort on Non-ICP opportunities. 10 deals lack SE assignment—who is providing technical validation? Cloudability closes April 30 (15 days) with zero recorded activity. Immediate intervention required on deals totaling approximately $485K+ at critical risk of loss due to inactivity and stale next steps.
Critical Data Quality Alerts
FINDING: ALL 47 deals have at least one data quality issue. Management intervention required immediately.
CRITICAL (Red) — Requires Immediate Action
Swiss Post ($50K) — Stale Next Step in Wrong Stage
Next step says "MOVE TO NURTURE" but deal remains in Discovery. 280 days in stage. Last contact: Dec 19, 2025 (117 days ago).
→ Decision Required: Move to Nurture or Close
Barts Health ($50K) — Stale Next Step in Wrong Stage
Next step says "MOVE TO NURTURE" but deal remains in Discovery. 180 days in stage. Last contact: Dec 17, 2025 (119 days ago).
→ Decision Required: Move to Nurture or Close
Uniper Energy ($50K) — Stale Next Step in Wrong Stage
Next step says "MOVE TO NURTURE" but deal remains in Discovery. 204 days in stage. Last contact: Feb 9, 2026 (65 days ago).
→ Decision Required: Move to Nurture or Close
Cloudability ($50K) — Zero Activity, Close Date April 30
Zero notes, zero meetings, zero contact recorded. 167 days in Discovery. Closes in 15 days (April 30) with no engagement.
→ Action Required: Immediate outreach or disqualify
DTCC ($50K) — Zero Activity, Brand New Deal
Zero notes recorded. No engagement history. Deal legitimacy unverified.
→ Action Required: Verify deal and establish engagement or remove from pipeline
MRI Software ($97.5K) — Stale Next Step (POC Jan 15, Now April)
Next step says "POC start Jan 15" (3 months old). Current date is April 15. Stage mismatch—should be in Assessment/POC, not Discovery.
→ Action Required: Update stage or clarify actual deal status
WARNING (Amber) — Needs Review This Week
High Days-Since-Contact (40+ days)
Horizon BCBS (63d), JFrog (51d), General Motors (43d), SymphonyAI (40d) — At risk of becoming dead deals. Recommend immediate re-engagement or nurture sequencing.
No Sales Engineer Assigned (10 deals, 21%)
10 deals lack SE assignment. Critical gap: who is providing technical validation and POC readiness assessment? Recommend immediate SE allocation or deal strategy review.
Long Time in Discovery Stage (120+ days)
Swiss Post (280d), Uniper Energy (204d), Barts Health (180d), Ciena (180d). Deals stalling—either move forward or graduate to nurture.
Pipeline at Risk: Approximately $485K in critical + warning deals requires immediate management action.
Deal Activity Tracker
Deal Name
ICP
Owner
SE
Amount
Close Date
Days in Discovery
Last Contact
Days Since
Next Meeting
Intent Score
Issues
Pipeline Analytics
By ICP Tier
ICP-1 (10 deals)
$337.5K
Non-ICP (37 deals)
$2.09M
Deal Aging Distribution
0-30 days
11 deals
31-60 days
5 deals
61-90 days
5 deals
90+ days
26 deals
By Source Type
Outbound SDR
24 deals
Partner
16 deals
Inbound Events
5 deals
Other
2 deals
Activity Status Breakdown
Active (0-15d)
27 deals
Stale (15-30d)
7 deals
Dead (30+d)
11 deals
No Data
2 deals
At-Risk Pipeline
Intent & Signals Analysis
Upcoming Meetings
Owner Performance Comparison
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