Sales Pipeline Reality — Week Ending 2026-02-24

OK — All primary sources returning live data; BigQuery MCP confirmed operational. · HubSpot (via BigQuery, data through 2026-02-24), Fathom SPICED (via BigQuery, last 90 days), HubSpot Engagements (via BigQuery, last 30 days) · as-of 2026-02-24T10:00 MST

Brutal Truth

Brutal truth: Zero deals moved forward this week. Zero deals closed won. The pipeline is frozen in place. Stagnation tripled from 2 deals to 7. Three close dates were pushed out — all by Jon. Emery brought in 2 new early-stage deals but nothing advanced. Legrand ($25.2K) in Commit still has no signed contract. We are 3 days from month-end with $59K closing this month and none of it is committed.

Total open pipeline

$250,501

21 deals

Deals with dated next step

14%

3 / 21 (14%) — worse than last week (19%)

Stagnant (>14d no activity)

7 deals

7 deals / $96,780 (33%) — up from 2 last week

Close dates this month (≤2/28)

$59,100

3 deals

Close Legrand ($25.2K, Commit)

Close date is 2/27. Jon's last email to Trey was 2/17 ("Time to re-engage"). No reply visible. Jon must call Trey today and get a binary answer: approved or not. If not approved by Friday, move close date to March and downgrade forecast.

Jon$25.2K, Commit$25.2KDue: 2/27

Resurrect Z-Lite ($19.2K, Demo)

20 days dark. Jon's last contact was 2/4. There's a planned Dallas Market side-by-side comparison, but no date is confirmed. Jon to call Zack Zimmer this week to lock a date and send the cost estimate they requested.

Jon$19.2K, Demo$19.2KDue: 2/4

Kill or qualify 2 zombie deals

Canarm ($17K, 29d dark) and Oxygen ($8.7K, 27d dark) have zero SPICED data and no next steps. Emery and Jon respectively: send a "last chance" outreach by Wednesday. If no response by Friday, close-lost both.

Emery and Jon$17K, 29d dark$17KDue: Wednesday

Weekly Movement

Closed Won

None this week

Closed Lost

Treasure Garden ($11.4K)
Jon, 2/17. Deal lost.

New Deals

Trans Globe Lighting ($13.2K)
Emery, entered Discovery 2/20. Amount set to $13.2K.

Coppersmith ($1)
Emery, entered Qualifying 2/18. Amount placeholder $1.

Close Dates Pushed

Z-Lite ($19.2K)
Jon, pushed to 3/31 (from prior date, on 2/17).

Lib & Co ($13.2K)
Jon, pushed to 3/31 on 2/17. Next step updated 2/18: "Jon to meet with Brent to outline integration."

Baker McGuire ($4.7K)
Jon, pushed to 3/11 on 2/17. Next activity date cleared.

Other Changes

Beacon Lighting ($8.7K) Next activity date set
Emery, set to 2/25 (tomorrow).

Luho Design House ($8.7K) Next activity date set
Jon, set to 2/24 (today).

Pattern Alert

3 close date pushes in a single day (2/17): Z-Lite, Lib & Co, and Baker McGuire all had close dates pushed by Jon on the same day. This looks like a pipeline grooming session, not deal progression. None had corresponding stage movement or prospect engagement on that date.

No forward stage movement: Zero deals advanced a stage this week. The pipeline is static.

Treasure Garden closed lost: This was a Discovery-stage deal ($11.4K) Jon was trying to schedule Discovery with. Lost without progressing past initial outreach.

Net Pipeline Δ

–$11,400 (lost) + $13,201 (new) = +$1,801 net

Forward Movement

0 deals

Closed Won

0 deals / $0

Pipeline by Stage

Qualifying

$60,481

avg $8,640

3 have no next step; 2 stagnant (Canarm 29d, Oxygen 27d)

Discovery

$35,100

avg $11,700

All 3 contacted in last 4 days — healthy

Demo

$61,800

avg $15,450

Z-Lite ($19.2K) 20d dark is the red flag

Assist

$37,140

avg $9,285

Most active stage; 3 of 4 contacted in last 7 days

Propose

$30,780

avg $15,390

Gar ($26K) at 14d, Baker McGuire ($4.7K) at 19d — both cooling

Commit

$25,200

avg $25,200

Legrand only — corporate approval bottleneck, close 2/27

Forecast	# Deals	Total $
BEST_CASE	4	$64,680
PIPELINE	11	$134,040
Unknown (NULL)	6	$51,781

Top of funnel is refilling: 7 deals in Qualifying + 3 in Discovery = 10 early-stage deals, but only 2 are new this week. Qualifying is bloated with 7 deals — several need to advance or die.

Mid-funnel is stalling: Demo stage has $61.8K but Z-Lite ($19.2K) hasn't been contacted in 20 days. Fanimation ($25.2K) is active but still marked PIPELINE despite a RevZio termination deadline that passed on Feb 10.

Assist is the bright spot: 4 deals, 3 contacted in the last 7 days. Lane Venture, Loomcraft, and Luho all have clear next actions.

Propose/Commit is thin: Only $56K across 3 deals. Gar Products ($26K) has been in Propose since at least mid-January with no stage movement. The proposal isn't creating urgency.

6 deals have no forecast category: $51.8K is invisible to any forecast model. Emery owns 5 of these 6. Must be categorized this week.

Coverage & Hygiene

Jon Vanderberg 12 deals Needs Work

Dated Steps

2 (Gar 3/2, Luho 2/24)

Any Step

No Step

2 (Lib & Co date cleared)

Emery Rust 9 deals Critical

Dated Steps

1 (Beacon 2/25)

Any Step

1 (Hanover)

No Step

Emery has 7 of 9 deals with no next step whatsoever. This is the single biggest hygiene failure in the pipeline.

Hygiene Failure

Emery has 7 of 9 deals with no next step whatsoever. This is the single biggest hygiene failure in the pipeline.

Issue	Deals
No forecast category	Canarm, Hanover Lantern, Oxygen, StarFire Crystal, GOODLITE, Coppersmith (6 deals, all Emery)
No SPICED data	Canarm, Trans Globe, Beacon, Toltec, Oxygen, StarFire, GOODLITE, Coppersmith (8 deals)
Amount = $1 (placeholder)	Coppersmith
No next step + no next activity date	Canarm, Trans Globe, Oxygen, StarFire, GOODLITE, Coppersmith (6 deals)

Action	Owner	By When
Add forecast category to all 6 uncategorized deals	Emery	Wed 2/26
Add next step text to all 7 deals missing it	Emery	Wed 2/26
Set dated next activity for all deals with only text steps	Jon + Emery	Fri 2/28
Update Coppersmith amount from $1 to real estimate	Emery	Wed 2/26
Complete SPICED for Canarm or close-lost	Emery	Fri 2/28
Complete SPICED for Trans Globe, Beacon (post-demo)	Emery	Fri 2/28

Top 5 Winnable Deals

Lane Venture eCat CPQ ($11,040 / Assist / Jon)

Single Next Action

Jon to call Schon directly (not email) by EOD Tuesday 2/25. Goal: confirm project is alive and schedule a 15-min kickoff call this week with Brent (CTO) to demo simplified onboarding.

Why / WhatBudget is approved for FY starting Dec 2025, champion Schon Duke is driving, 80% of reps already lobbied for eCat, and High Point Market (April 2026) creates a hard deadline for rep readiness.

Decision pathSchon (champion/budget holder) → Brian Claspell (CIO, tech gatekeeper) → Rhonda Scott (data implementer) → Mike Jones (cybersecurity review) → unnamed Controller/CFO for contract sign-off.

Going dark: Jon has sent 3 follow-ups since Jan 26 with no visible reply. Latest email (2/23) escalated tone: "Is moving forward still the plan?"
Cybersecurity questionnaire: Still outstanding with Mike Jones at Bassett. Could block.
Technical lift: Brian Claspell worried about JD Edwards data integration scope — Jon's new onboarding process should address this but needs a live walkthrough.

Exit / DeadlineSchon confirms go-ahead, cybersecurity questionnaire submitted, and a technical call between Brent + Rhonda is scheduled.

Legrand Showroom Sales ($25,200 / Commit / Jon)

Single Next Action

Jon to call Trey today (2/24) and ask: "Has corporate approved? If yes, what's the signature timeline? If no, what specific objection remains and can I help address it directly?" If Trey is unreachable, escalate to Angela Coffman by Thursday.

Why / WhatDeal is in Commit stage with BEST_CASE forecast. Champion Trey Wilson has budget authority, 100% of reps already use eCat for other brands, security call with CTO completed successfully, and contract was sent months ago.

Decision pathTrey Wilson (champion, budget) → Angela Coffman (VP/GM Marketing, exec sponsor) → corporate legal/procurement. Trey controls direction; Greg's IT objections have been sidelined.

Corporate approval black hole: Trey said "it's all in approval and now it's the corporate wait game" as of early Feb. No visibility into where it is in the approval chain.
Champion fatigue: Jon has sent monthly follow-ups since Nov 2025. 16+ emails to Trey in the thread. Risk of being ignored.
Missed critical event: The Lightovation go-live target (Jan 2026) has passed without a signed contract. The urgency lever is gone.

Exit / DeadlineSigned contract returned.

Fanimation eCat ($25,200 / Demo / Emery)

Single Next Action

Emery to email Cathy by EOD Tuesday 2/25 asking: (a) Did you give RevZio notice? (b) Has your boss reviewed the materials? (c) Can we schedule a 20-min call this week to address any remaining questions and discuss pricing?

Why / WhatProspect actively hates their current tool (RevZio); reps "just hate it." Champion Cathy is internal advocate, CFO is cost-sensitive but Fanimation is paying for a tool "no one's using." RevZio termination deadline was Feb 10 — if notice was given, there's a post-termination grace period for implementation overlap.

Decision pathCathy (champion) → Cathy's boss (returned to office late Jan, reviewing materials) → CFO (price scrutiny). Julia S. (rep) is an internal influencer.

Unknown status of RevZio termination: Did Fanimation give notice by Feb 10? If not, this deal loses its most powerful urgency lever. Status is unknown.
CFO price sensitivity: Will scrutinize cost difference. Our price is higher than RevZio — need ROI justification.
No dated next step: Emery's last contact was 2/20 but no follow-up date is set in HubSpot.

Exit / DeadlineConfirmation that RevZio notice was given, Cathy's boss has seen demo materials, and a leadership demo or pricing call is scheduled.

Woodbridge Furniture eCat ($8,700 / Assist / Jon)

Single Next Action

Jon to call Audra today (2/24). Goal: schedule the Brent ↔ Watts/Acumatica tech call this week and confirm if Woodbridge is ready to sign before or after that call.

Why / WhatChampion Audra Stewart was hired specifically to drive this project. BEST_CASE forecast. NDA signed, detailed implementation plan sent (Phases 1 & 2), and Jon sent a comprehensive follow-up on 1/28 outlining a 30–40 day implementation path. Close date is 2/27.

Decision pathAudra (project lead/champion) → Kevin (sales driver, likely decision-maker) → Watts (technical, Acumatica). Technical call with Acumatica consultant is the next gate.

Close date is 2/27 — 3 days away: No evidence of contract review or signature process underway. Close date likely needs to push.
Technical call not scheduled: The Acumatica consultant call (Watts + Brent) was identified as a key next step on 2/5 but hasn't been scheduled yet.
Silence since 2/17: Jon's last email was "Meeting this week" on 2/17. No response visible.

Exit / DeadlineTech call completed successfully, Audra confirms internal alignment, proposal shared for signature.

Luho Design House eCat ($8,700 / Assist / Jon)

Single Next Action

Jon has a follow-up scheduled today (2/24). Goal: confirm Jessica is ready to switch, walk through transition timeline, and send a contract this week.

Why / WhatJessica Allen (founder) is the sole decision-maker. She is on a month-to-month contract with RepZio and is paying $1,100+/month for a tool that failed catastrophically at her first market. SuperCat is dramatically cheaper. She planned to switch after NY Now (late Jan 2026). Next activity date is today (2/24).

Decision pathJessica Allen — sole decision-maker. No committee.

Post-market inertia: NY Now ended ~4 weeks ago. Jessica may have gotten distracted by order processing. The switch window is still open but narrowing.
Rep adoption concern: Jessica acknowledged "seasoned reps" with "limited adaptability." Needs reassurance on transition ease.
Integration complexity: Needs 3PL inventory sync and QuickBooks Online connection. Must validate feasibility before signing.

Exit / DeadlineJessica verbally commits, contract sent for signature, 3PL integration scope confirmed.

High-$ At-Risk — Recovery Plans

Gar Products eCat with CPQ ($26,040 / Propose / Jon) — 14d inactive 3/7 — if no engagement by then, downgrade forecast and push close date.

Single Next Action

Jon to send a direct email to Aaron Mueller this week: "We're 3 weeks from your close date. I want to make sure we're aligned on timeline. Can we do a 15-min check-in call before our 3/2 meeting to confirm where things stand internally?" If no response by 3/2, downgrade from BEST_CASE to PIPELINE.

Why / WhatLargest deal in the pipeline. In Propose stage with BEST_CASE forecast, but last contact was 2/10 — 14 days ago. Next activity date is 3/2, which is 6 days away but there's no evidence of prospect engagement since the proposal was sent. No critical event driving urgency. SPICED shows "no single blow-up event" — they're evaluating, not buying.

Exit / Deadline3/7 — if no engagement by then, downgrade forecast and push close date.

Z-Lite eCat ($19,200 / Demo / Jon) — 20d inactive 3/14 — if no re-engagement, move to close-lost.

Single Next Action

Jon to call Zack Zimmer directly this week: "I want to follow up on our Dallas Market conversation. Have you had a chance to review the cost estimate? Can we schedule 30 minutes to walk through it together and discuss next steps?" If the market side-by-side didn't happen, propose a virtual comparison.

Why / WhatNo contact since 2/4. Close date was just pushed to 3/31. Jon was supposed to provide a cost estimate and meet Zack at Dallas Market for a side-by-side comparison, but there's no evidence either happened. The market was in January — if the side-by-side didn't happen, the deal has lost its natural evaluation moment.

Exit / Deadline3/14 — if no re-engagement, move to close-lost.

Canarm eCat, eOL ($16,980 / Qualifying / Emery) — 29d inactive 2/28 — if no response, close-lost.

Single Next Action

Emery to send a final qualifying email: "We connected a month ago about eCat and eOL. Are you still evaluating solutions for your sales team? I'd like to schedule a brief discovery call to understand your timeline and priorities. If this isn't a fit right now, no problem — just let me know."

Why / WhatLast contacted 1/26 — nearly a month ago. No SPICED data, no forecast category, no next step, no next activity date. This deal has every red flag simultaneously. It's the third-largest deal without any qualification evidence.

Exit / Deadline2/28 — if no response, close-lost.

Better Home Plastics eCat ($8,700 / Demo / Emery) — 14d inactive 3/7 — if technical call isn't scheduled, deal is stalled.

Single Next Action

Emery to email Blake: "Following up on connecting us with Rami for the technical deep-dive. This is the last step before we can put together a formal proposal. Can you share Rami's contact, or would it be easier to set up a 3-way call?"

Why / WhatDemo completed, recap sent 1/26. Blake was engaged. The critical next step is scheduling a technical call between their consultant Rami and SuperCat's implementation lead. Blake was supposed to provide Rami's contact info. Last contact 2/10 — went from warm to cold at the handoff to a technical gatekeeper who may not be motivated.

Exit / Deadline3/7 — if technical call isn't scheduled, deal is stalled.

Baker McGuire Hospitality eOL w/o cart ($4,740 / Propose / Jon) — 19d inactive 3/11 (current close date) — if no response, follow up with a direct call.

Single Next Action

Jon to email Andrew: "Checking in on the eOL proposal. Have you had a chance to share it with leadership? Happy to jump on a quick call if any questions came up during review."

Why / WhatExisting customer (already uses eCat). This is an upsell for the web portal (eOL without cart) to avoid iPad hardware costs. Andrew Burkhart (champion) found the pricing reasonable but needs leadership approval. Proposal was sent via PandaDoc. Close date just pushed from ~2/23 to 3/11. No contact since 2/5. Small deal but should be easy to close.

Exit / Deadline3/11 (current close date) — if no response, follow up with a direct call.

Stagnant Deals — Recover or Kill

Recoverable Stale

Deal	Owner	Inactive	Re-engagement Hook	Meeting Ask	Due Date
Z-Lite ($19.2K)	Jon	20d	Dallas Market side-by-side was the hook; cost estimate pending	"Let's review the cost estimate together" — schedule 30-min call	2/28
Toltec Lighting ($8.7K)	Jon	19d	Next step says "follow up with Becky 02/23/26" — that was yesterday, overdue	"Following up as planned — is this week good for a discovery call?"	2/26
Baker McGuire ($4.7K)	Jon	19d	Existing customer, PandaDoc proposal sent, small deal	"Checking in on the proposal — any questions from leadership?"	2/28
Gar Products ($26K)	Jon	14d	Full SPICED, demo done, next meeting 3/2 set	Confirm 3/2 meeting is still on; pre-meeting email this week	2/26
Better Home ($8.7K)	Emery	14d	Demo done, need tech call with consultant Rami	"Can you connect us with Rami for the tech deep-dive?"	2/28

Zombie Stale

Deal	Owner	Inactive	Recommended Action	Rationale
Canarm ($17K)	Emery	29d	Send last-shot email by 2/26; close-lost by 2/28 if no reply	No SPICED, no next step, no forecast. 29 days dark. Nothing to recover.
Oxygen by Quorum ($8.7K)	Emery	27d	Send last-shot email by 2/26; close-lost by 2/28 if no reply	No SPICED, no next step, no forecast. 27 days dark. Zero qualification.

Deal	Owner	Inactive	Stage	$	Action	Due
Canarm	Emery	29d	Qualifying	$16,980	Last-shot email → close-lost	2/28
Oxygen by Quorum	Emery	27d	Qualifying	$8,700	Last-shot email → close-lost	2/28
Z-Lite	Jon	20d	Demo	$19,200	Call Zack, confirm cost estimate + meeting	2/28
Baker McGuire	Jon	19d	Propose	$4,740	Follow up on PandaDoc proposal	2/28
Toltec Lighting	Jon	19d	Qualifying	$8,700	Follow up with Becky (overdue by 1 day)	2/26
Gar Products	Jon	14d	Propose	$26,040	Confirm 3/2 meeting, pre-meeting outreach	2/26
Better Home	Emery	14d	Demo	$8,700	Email Blake re: Rami tech call	2/28

Data Gaps Blocking Forecast

●6 deals have no forecast category — $51.8K is invisible to any forecasting model. All 6 are Emery's.

●8 deals have zero SPICED data — impossible to assess deal quality or buying intent without Pain, Impact, Critical Event, or Decision data.

●Only 14% of deals have a dated next step — down from 19% last week. Without dates, pipeline reviews devolve into storytelling.

●Fanimation RevZio termination status unknown — this is the single most important data point for the second-largest deal in the pipeline. Did they give notice by Feb 10 or not?

●Legrand corporate approval visibility = zero — Trey says "corporate wait game" but we have no contact with anyone in the approval chain. If Trey goes silent, we have no backup path.

Key Assumptions

"Open pipeline" excludes 28 deals in Implemented stage (forecast = CLOSED). These are existing customers, not active sales opportunities.

Stagnation threshold: >14 calendar days since notes_last_contacted.

Close date movements identified via hubspot__deal_property_history for the last 7 days; deals closed/changed before Feb 17 may not appear in the weekly delta.

Rowe Furniture ($0, zombie deal flagged last week) is no longer in the pipeline. It was likely closed-lost between Feb 16–17 (outside this week's 7-day history window).