This pack at a glance
Review of Tue Sep 29 Delivered Mon Sep 28 2 enterprise close dates unconfirmed
The Tessellate HR pipeline review pack for the fortnight of Sep 15 to Sep 29: what moved, which moves are data problems rather than pipeline problems, and the five deals worth the call. Prepared by Marco Diaz, lead consultant at Quarry Lane RevOps, for Hannah Okafor, VP of sales. Status of open items as of October 1, 2026.
- Review call
- Tuesday, Sep 29, 2026. Hannah approved the pipeline on the call.
- Pack delivered
- Monday, Sep 28, one day before the call, on the agreed date
- Source
- CRM snapshot of Sep 28, read against the stage definitions agreed with Hannah and the notes from the Sep 15 review
- Held off this copy
- Two enterprise deals whose close dates sit in a closed quarter. Their owners, Aisha Rahman and Callum Reid, have not confirmed them 16 days after the Sep 15 review.
- Next review
- Tuesday, Oct 13, 2026. The pack is due Monday, Oct 12. The first EMEA pipeline review joins that cadence the same week.
Stage by stage, Sep 15 to Sep 29
Open opportunities by stage at each snapshot, with what entered and left in between. The Qualification split into Discovery and Evaluation went to production on Sep 28 for new opportunities only, so this fortnight still reads on the existing stages.
| Stage | Open Sep 15 | New | Moved in | Moved out | Open Sep 29 | Reading |
|---|---|---|---|---|---|---|
| Qualification | 58 | 7 | 0 | 5 | 60 | Seven new opportunities against five exits; 41 have sat here more than 30 days |
| Proposal | 31 | 0 | 6 | 4 | 33 | Four entered from Qualification, two came back from Negotiation |
| Negotiation | 17 | 0 | 4 | 5 | 16 | Two went back to Proposal, two closed won, one closed lost |
| Closed won | n/a | 0 | 2 | 0 | n/a | Both from Negotiation, $88,000 combined |
| Closed lost | n/a | 0 | 2 | 0 | n/a | One from Negotiation, one stale Qualification record |
| All open | 106 | 7 | 14 | 14 | 109 | 106 plus 7 new, less 4 closed |
Counts come from the Sep 28 snapshot. Values in this pack are sample figures.
How each move was sorted
Every move is checked for a complete, dated record before it is read as pipeline. A move without a next step date is treated as a data question first and a pipeline signal second.
| Check | If yes | If no |
|---|---|---|
| Is the record complete and dated against the agreed stage definitions? | Read as pipeline movement | Read as a data problem first |
| Data problem: is the close date in a closed quarter? | Held off the client copy until the owner confirms | Shown in the moved deals table with the owner named |
| Pipeline movement: would a decision change the forecast? | Goes on the discussion list | Stays in the moved deals table only |
Six of the fourteen moves carry no next step date. They are reported as a data problem with an owner, not as slippage or progress.
The fourteen moved deals
| Opportunity | Owner | Move | Value | Next step date | Reading |
|---|---|---|---|---|---|
| Saltmarsh Marine | Priya Nair | Qualification to Proposal | $33,000 | None | Data problem |
| Oakmere Schools Trust | Sofia Marin | Qualification to Proposal | $24,000 | None | Data problem |
| Wrenfield Logistics | Jonas Weiss | Qualification to Proposal | $41,000 | None | Data problem |
| Pellham Construction | Tomas Berg | Qualification to Proposal | $19,000 | Oct 6 | Pipeline movement |
| Fenwick Manufacturing | Sofia Marin | Proposal to Negotiation | $47,000 | None | Data problem Discuss |
| Granite Peak Energy | Priya Nair | Proposal to Negotiation | $72,000 | Oct 2 | Pipeline movement Discuss |
| Northfield Health Trust | Jonas Weiss | Proposal to Negotiation | $58,000 | None | Data problem |
| Tallow Street Hospitality | Tomas Berg | Proposal to Negotiation | $22,000 | Oct 5 | Pipeline movement |
| Meridian Care Group | Priya Nair | Negotiation to Proposal | $46,000 | Oct 8 | Moved back Discuss |
| Hollin Foods | Jonas Weiss | Negotiation to Proposal | $31,000 | None | Moved back Data problem Discuss |
| Bexley and Crane Legal | Tomas Berg | Negotiation to Closed won | $36,000 | Not needed | Closed won |
| Ironbridge Utilities | Sofia Marin | Negotiation to Closed won | $52,000 | Not needed | Closed won |
| Hollis Brothers Printing | Tomas Berg | Negotiation to Closed lost | $29,000 | Not needed | Closed lost |
| Thornley Dental Group | Sofia Marin | Qualification to Closed lost | $15,000 | Not needed | Closed lost Stale record |
The fourteen moves total $525,000. Ten of them are still open after the move, and only four of those ten carry a next step date.
Moved open deals with a next step date: 4 of 10
Data problem or pipeline problem
Discussion list for the call
Marco chose five deals because a decision on each one changes the forecast. Four of them are among the fourteen moves; Alderbrook Retail is on the list without a stage move because its value changed. The other ten moves need no discussion unless Hannah asks for one.
- Priya NairAccount executive, owns Meridian Care Group
can a Q4 close still hold after procurement reopened pricing?
- Jonas WeissAccount executive, owns Hollin Foods
what does legal need on the data terms, and by when?
- Tomas BergAccount executive, owns Alderbrook Retail
confirm $38,000 as the commit value after the seat count cut
- Sofia MarinAccount executive, owns Fenwick Manufacturing
is the deal really in Negotiation, and what is the next step?
- Priya NairAccount executive, owns Granite Peak Energy
which quarter does the close fall in?
After the call
Before the Oct 13 review
- Deliver the pack to Hannah one day before the Sep 29 calldone
- Owners add next step dates to the six deals by Oct 7 (Priya Nair, Sofia Marin, Jonas Weiss)open
- Hannah decides the next step date rule by Oct 7open
- Aisha Rahman and Callum Reid confirm the two enterprise close dates by Oct 9open
- Marco delivers the next pack on Monday, Oct 12, for the Tuesday Oct 13 reviewopen
- Compare stage ageing for new opportunities at the end of Octoberopen
Who is in this review
- Hannah OkaforVP of sales, Tessellate HR, receives the pack and approves the pipeline
- Marco DiazLead consultant, Quarry Lane RevOps, decides what the movement means and what goes in this copy
- Lena VargaRevOps specialist, Quarry Lane RevOps, prepares the snapshot and checks it against the definitions
Definitions used in this pack
| Term | Meaning in this retainer |
|---|---|
| Moved | An opportunity whose stage differs between the Sep 15 and Sep 29 snapshots |
| Data problem | A record that cannot be read as pipeline: no next step date after a stage change, or a close date in a closed quarter |
| Pipeline problem | A complete, dated record whose stage, value or close quarter changed in a way that affects the forecast |
| Stale record | An open opportunity with no activity that the owner has not confirmed as live |
| Qualification | Existing stage, kept for records created before Sep 28 |
| Discovery and Evaluation | New stages for opportunities created from Sep 28; both map to the Pipeline forecast category since Sep 29 |
| Proposal and Negotiation | Proposal maps to Best case; Negotiation maps to Commit |
A deal goes on the discussion list only when a decision about it changes the forecast.