Sales Pipeline — Overview

The pipeline follows a classical B2B sales funnel: Lead → Discovery → Proposal → Negotiation → Closed (Won or Lost). Each stage carries a probability assumption that reflects how likely the deal is to convert, and those probabilities drive the Revenue Forecast through a straightforward weighted calculation — deal amount multiplied by win probability. This single number per deal lets you aggregate across an inherently uncertain pipeline and compare it against a hard quota target.

At the broadest level, the active pipeline (excluding the closed-lost deal) holds $785,000 in annual contract value spread across five deals. Weighted across their probabilities, those deals produce an expected revenue figure of approximately $436,250 — about 73% of the $600k quarterly quota — when the already-realized CoreWorks contract ($110k, 100%) is included. Open deals alone contribute a weighted $326,250. The gap between the quota and the weighted forecast is the core tension the pipeline must resolve this month. [Deal notes.md]

The diagram above shows the full stage flow for all six deals. AtlasHR in Negotiation is the deal closest to the finish line among open opportunities; SevenRetail is the largest open deal by amount; Novalogics is the earliest-stage and lowest-probability opportunity. [Deal notes.md]

Novalogics is a logistics startup (120 people) at the very top of the funnel. The deal originated as an inbound demo request from Yujin Choi (Ops Lead) and a short first call confirmed the contact is still in early-stage evaluation of collaboration tools. At $90k/yr and 20% probability, the weighted value is just $18,000 — but a discovery call scheduled for Jul 11 is the next step to qualify or disqualify the opportunity quickly. Until that call happens, this deal remains exploratory. [Deal notes.md]

Brickmate is an 80-person construction ERP company brought in through outbound cold outreach. Contact Dohyun Kim (CTO) joined a discovery call that surfaced a clear pain point: documentation is scattered and unsearchable. A demo was delivered to three team members on Jul 3. At $135k/yr and 35% probability ($47,250 weighted), Brickmate is in the middle of the funnel. The next two milestones — answering outstanding security questions by Jul 9 and proposing a pilot — will determine whether the deal gains or loses momentum. The security question response is time-sensitive; slipping it risks stalling a deal that has already shown genuine product fit. [Deal notes.md]

SevenRetail is the largest open deal on the patch at $270k/yr (50% probability; $135,000 weighted). This 300-person retail chain has progressed through discovery and demo and received a formal three-tier proposal (S/M/L) on Jul 1. The critical event this week is a proposal review meeting with Sumin Lee (Head of IT) on Jul 10. The deal is directly competitive with Notion, which means the Jul 10 meeting is as much a positioning moment as a review — differentiators need to be sharp and tied to the specific pain points uncovered during the June discovery phase. [Deal notes.md]

AtlasHR is an HR platform company (60 people) in Negotiation — the most advanced open deal in the pipeline and the primary near-term closing target. Seojun Park (CEO) accepted the proposal in June and opened price negotiation on Jul 2, requesting a 12% discount for annual prepayment. Legal review is already underway. Two blockers remain: manager approval for the discount (due Jul 8) and final contract execution. At $180k/yr with 70% probability ($126,000 weighted), closing AtlasHR this month would materially close the gap to quota. [Deal notes.md]

CoreWorks, a 40-person dev agency, is the only fully closed deal this cycle. The contract was signed and prepaid annually on Jul 1 — $110,000 is realized, confirmed revenue. Contact Mirae Jung (COO) led the process. The immediate post-close work is onboarding handoff to the customer success team and scheduling a three-month upsell check-in. CoreWorks demonstrates that the pipeline can close; the question is how quickly the open deals follow. [Deal notes.md]

MegaMart represents the sharpest lesson of the quarter. This large retailer was the single biggest opportunity at $370k/yr — more than half the quarterly quota on its own — and it reached the Proposal stage before MegaMart's procurement team pivoted to an in-house build strategy in June. No pricing objection was recorded; the loss was a strategic buy-vs-build decision driven by internal engineering capacity and likely security/data-control concerns. Two risk signals now inform future qualification: in-house build risk and enterprise security scrutiny. The playbook note is to re-approach MegaMart in approximately six months (around December) when their in-house project may prove more costly or complex than anticipated. [Deal notes.md]

The Revenue Forecast page breaks this down deal by deal. The headline: weighted pipeline coverage sits at ~73% of the $600k quota. Closing AtlasHR ($126k weighted) this month would bring coverage to roughly 94%; closing SevenRetail as well ($135k weighted) would push the weighted total past quota. Conversely, losing either of those two deals would leave a significant gap that Brickmate and Novalogics — both earlier-stage and lower-probability — cannot realistically fill this quarter.

The loss of MegaMart ($370k) is the silent weight on the quarter. Had that deal closed at even 50% probability it would have contributed $185k weighted. Its loss underscores why the remaining active deals, particularly AtlasHR and SevenRetail, carry outsized importance for quota attainment. [Deal notes.md]

The Next Actions page consolidates every open task across all deals. The four highest-urgency items this week are sequential and time-bound:

1. 1.Jul 8 — AtlasHR: Secure manager approval for the 12% annual-prepay discount. This is the single blocking step before contract finalization on the highest-probability open deal.
2. 2.Jul 9 — Brickmate: Answer security questions and send the pilot proposal. Missing this deadline risks losing momentum with a contact (Dohyun Kim, CTO) who has already seen the demo and shown genuine interest.
3. 3.Jul 10 — SevenRetail: Attend the proposal review meeting with Sumin Lee and counter Notion's position with tailored differentiators grounded in discovery findings.
4. 4.Jul 11 — Novalogics: Run the discovery call with Yujin Choi to determine whether this lead is worth active pursuit or should be deprioritized.

In parallel, CoreWorks onboarding needs to be formally handed off to the CS team so the post-sale relationship starts on the right foot and the upsell opportunity in three months is not missed. [Deal notes.md]

The Deal notes.md source is the foundation of this entire notebook — every deal amount, stage, probability, contact, and history entry originates there. From that source, the notebook builds outward:

• The Pipeline Dashboard gives you the live kanban and stat block for a quick status read.
• Each deal has its own entity page — Novalogics, Brickmate, SevenRetail, AtlasHR, CoreWorks, and MegaMart — with a deal table, timeline, and action checklist.
• The Revenue Forecast aggregates all deal-level numbers into a single weighted view against the $600k quota.
• The Next Actions page pulls every open task into one prioritized checklist so nothing slips between deal pages.

Together, these pages give you both the drill-down granularity of individual deal management and the roll-up visibility needed to track quota attainment across the quarter.