# Fictional weekly pipeline review: Quayline Demo

**Synthetic example.** The organisation, people, deals and events below are invented. This is a manually authored illustration of the review pack. It demonstrates neither live CRM access nor AI-generated accuracy, and the numbers are not benchmarks. No real customer information is used.

## 1. Review details

- Company: Quayline Demo (fictional)
- Team: New business, one Sales manager and three account executives (fictional roles)
- Period being forecast: Q4 2026, 1 October to 31 December
- Currency and amount basis: EUR, first-year contract value
- Snapshot taken: 2 November 2026, 08:00, before owners edited for the review [P1]
- Compared with: 26 October 2026, 08:00 [P0]
- Review date: 2 November 2026, 14:00
- Chair: Sales manager
- Prepared by: RevOps lead
- Review status: Call made; actions agreed; CRM updates by owners due 3 November.

## 2. Definitions

Stage definitions and required fields are in the CRM field dictionary. No changes since last week.

| Forecast category | Meaning | Allowed from stage |
|---|---|---|
| Commit | The owner would stake their number on it closing this quarter | Negotiation |
| Best case | Could close this quarter if named conditions are met | Proposal |
| Pipeline | Open and qualified, not expected this quarter or too early to judge | Any open stage |
| Closed | Closed won this quarter | Closed won |

- Inclusion rule: open new business opportunities with a close date in Q4 2026.
- Excluded: DEMO-OPP-708 and DEMO-OPP-709 close in Q1 2027. DEMO-OPP-709 has no amount; amount is required only from Proposal.

## 3. Inspection

Example thresholds this fictional team agreed: Discovery 21 days, Qualification 30, Proposal 30, Negotiation 21; amount change of 20% or EUR 10,000.

### Open deals in the snapshot

| Opportunity | Owner | Stage (days in stage) | Category | Amount | Close date | Next step date | Flags |
|---|---|---|---|---|---|---|---|
| DEMO-OPP-701 Harrowgate Demo | AE A | Negotiation (14) | Commit | 60,000 | 20 Nov | 10 Nov | None |
| DEMO-OPP-702 Pellmore Demo | AE B | Negotiation (18) | Commit | 45,000 | 27 Nov | 29 Oct | R1 |
| DEMO-OPP-703 Brackwell Demo | AE A | Proposal (25) | Best case | 38,000 | 30 Oct | 4 Nov | R2, R4 |
| DEMO-OPP-704 Tollerby Demo | AE C | Qualification (61) | Best case | 50,000 | 18 Dec | 5 Nov | R3, R5 |
| DEMO-OPP-705 Ferriby Demo | AE B | Proposal (13) | Best case | 32,000 | 11 Dec | 5 Nov | None |
| DEMO-OPP-706 Quenby Demo | AE C | Negotiation (7) | Commit | 28,000 | 13 Nov | 6 Nov | None |
| DEMO-OPP-707 Ashdown Demo | AE A | Proposal (19) | Pipeline | 40,000 | 18 Dec | 9 Nov | None |
| DEMO-OPP-708 Kelbrook Demo | AE B | Qualification (14) | Pipeline | 22,000 | 29 Jan 2027 | 11 Nov | None; outside period |
| DEMO-OPP-709 Wendlow Demo | AE C | Discovery (12) | Pipeline | No amount yet | 26 Mar 2027 | 12 Nov | None; outside period |
| DEMO-OPP-710 Maltby Demo | AE B | Discovery (6) | Pipeline | 18,000 | 17 Dec | 4 Nov | None |

### Changes since 26 October

| Change | Opportunity | Value | Note |
|---|---|---|---|
| Closed won | DEMO-OPP-711 Corrin Demo | 30,000 | Was in Commit last week; signed 29 October |
| New | DEMO-OPP-710 Maltby Demo | 18,000 | Created 27 October from an inbound demo request |
| Amount changed | DEMO-OPP-703 | 48,000 to 38,000 | See flag R4 |
| Close date moved | None before the review | | DEMO-OPP-703 moved during the review |
| Category changed | None before the review | | DEMO-OPP-702 and DEMO-OPP-704 moved during the review |
| Closed lost | None | | |

### Flags and owners' answers before the meeting

| Opportunity | Rules | What the rule found | Owner's answer |
|---|---|---|---|
| DEMO-OPP-702 | R1 | Next step date 29 October has passed | Redlines were sent 30 October. The buyer then said the CFO, not the operations director, must sign. No CFO meeting is booked. |
| DEMO-OPP-703 | R2, R4 | Close date 30 October is in the past; amount fell from 48,000 to 38,000 | The buyer removed the analytics module on 29 October. Budget approval is now on the agenda of their board meeting on 8 December. |
| DEMO-OPP-704 | R3, R5 | 61 days in Qualification; Best case is allowed only from Proposal | The operations lead is interested, but no proposal has been requested and no budget owner is identified. |

## 4. Agenda used

| Time | Item | Led by |
|---|---|---|
| 5 min | Roll-up and changes since last week | RevOps lead |
| 15 min | DEMO-OPP-702, DEMO-OPP-703, DEMO-OPP-704 | AE B, AE A, AE C |
| 10 min | Commit: DEMO-OPP-701, DEMO-OPP-706 | Sales manager |
| 10 min | Best case: DEMO-OPP-705; Pipeline candidate DEMO-OPP-707 | AE B, AE A |
| 5 min | Forecast call, gap and actions | Sales manager |

## 5. Deal decision log

| Opportunity | Topic | Discussion | Decision | Category before / after | Close date before / after | Amount before / after |
|---|---|---|---|---|---|---|
| DEMO-OPP-702 | R1, new signer | The signer changed and the owner has not met the CFO. The order form terms are agreed with the operations director. | Move out of Commit. Keep the close date while a CFO meeting is requested. Return to Commit only once the CFO meeting is held and the CFO confirms the timeline. | Commit / Best case | 27 Nov / 27 Nov | 45,000 / 45,000 |
| DEMO-OPP-703 | R2, R4 | Smaller scope confirmed in writing by the buyer. Board date confirmed by the champion by email. | Owner updates the amount note and moves the close date to after the board meeting. Stays in Best case: approval depends on the board. | Best case / Best case | 30 Oct / 15 Dec | 48,000 / 38,000 (already updated) |
| DEMO-OPP-704 | R3, R5 | Deal has not met the Proposal entry criteria. | Category back to Pipeline. Owner asks the buyer by 13 November whether a proposal is wanted this quarter. If not, the close date moves to Q1 2027. | Best case / Pipeline | 18 Dec / 18 Dec, under review | 50,000 / 50,000 |
| DEMO-OPP-705 | Best case | Finance walkthrough booked for 5 November; buyer's finance lead asked for the order form in advance. | Included in the call. Sales manager joins the walkthrough. | Best case / Best case | 11 Dec / 11 Dec | 32,000 / 32,000 |
| DEMO-OPP-707 | Pipeline | Reference call on 9 November is the buyer's last open question, per the owner. | Stays in Pipeline until the reference call is held. | Pipeline / Pipeline | 18 Dec / 18 Dec | 40,000 / 40,000 |

DEMO-OPP-701 and DEMO-OPP-706 were reviewed and stay in Commit: signers are met and signature dates are booked.

### Slipped deals

| Opportunity | Close date before | Close date after | Reason (buyer-side event) | Times slipped this quarter |
|---|---|---|---|---|
| DEMO-OPP-703 | 30 Oct 2026 | 15 Dec 2026 | Budget approval moved to the buyer's board meeting on 8 December | 1 |

## 6. Forecast call

### Roll-up before and after this review's decisions (EUR)

| Line | Before | After | Opportunities after |
|---|---|---|---|
| Target for Q4 | 400,000 | 400,000 | |
| Closed won to date | 150,000 | 150,000 | Includes DEMO-OPP-711 |
| Remaining to win | 250,000 | 250,000 | |
| Commit | 133,000 | 88,000 | 701, 706 |
| Closed plus commit | 283,000 | 238,000 | |
| Best case | 120,000 | 115,000 | 702, 703, 705 |
| Closed plus commit plus best case | 403,000 | 353,000 | |
| Pipeline in Q4 | 58,000 | 108,000 | 704, 707, 710 |
| Open pipeline in Q4 | 311,000 | 311,000 | |
| Pipeline coverage | 1.24x | 1.24x | 311,000 divided by 250,000 |
| Coverage target | about 3x at quarter start | | From the team's win rate by value of about one in three |

Coverage is well below the 3x set at the start of the quarter. Five weeks in, the remaining number depends on deals already in Proposal and Negotiation, because pipeline created now is unlikely to close this quarter on this team's sales cycle.

### The call

- Forecast call: EUR 270,000
- Made by: Sales manager
- What it includes: closed plus commit (238,000), plus DEMO-OPP-705 (32,000), because the finance lead is engaged and has asked for the order form.
- Gap from call to target: EUR 130,000
- Gap from closed plus commit plus best case to target: EUR 47,000. Even if every best case deal closes, the last 47,000 has to come from deals now in Pipeline.
- Change from last week's call (283,000): down 13,000. DEMO-OPP-702 moved out of Commit (minus 45,000) and DEMO-OPP-705 was added to the call (plus 32,000). DEMO-OPP-711 moved from Commit to Closed and does not change the total.
- What would close the gap: DEMO-OPP-702 back in Commit after the CFO meeting (45,000) and DEMO-OPP-703 approved at the 8 December board (38,000) would bring the call to 353,000. The remaining 47,000 would need DEMO-OPP-707 or DEMO-OPP-704, which their owners do not yet expect this quarter. The Sales manager reports it as a gap in the Wednesday roll-up rather than adding it to the call.
- Assumptions to test next week: the CFO meeting for DEMO-OPP-702 is booked; DEMO-OPP-701 and DEMO-OPP-706 sign on their dates; DEMO-OPP-704 is either asked for a proposal or leaves the quarter.

## 7. Actions

| # | Action | Opportunity | Owner | Due | Status |
|---|---|---|---|---|---|
| A1 | Ask the champion for a CFO meeting and record the date as the next step | DEMO-OPP-702 | AE B | 6 Nov 2026 | Open |
| A2 | Change category to Best case in the CRM | DEMO-OPP-702 | AE B | 3 Nov 2026 | Open |
| A3 | Move the close date to 15 December and send the revised proposal | DEMO-OPP-703 | AE A | 4 Nov 2026 | Open |
| A4 | Change category to Pipeline; ask the buyer whether a proposal is wanted this quarter | DEMO-OPP-704 | AE C | 13 Nov 2026 | Open |
| A5 | Join the finance walkthrough | DEMO-OPP-705 | Sales manager | 5 Nov 2026 | Open |
| A6 | Rerun the inspection after owners update, and send the roll-up to the Head of Sales | All | RevOps lead | 4 Nov 2026 | Open |
| A7 | Report the 47,000 gap beyond best case in the Wednesday roll-up | None | Sales manager | 4 Nov 2026 | Open |

No stage, amount, close date or category was changed by RevOps. Each owner updates their own records.

## Synthetic source register

| ID | Fictional record | Reference | Record date |
|---|---|---|---|
| P0 | Previous weekly opportunity snapshot | DEMO-SNAPSHOT-2026-10-26 | 26 Oct 2026 |
| P1 | Weekly opportunity snapshot, new business team | DEMO-SNAPSHOT-2026-11-02 | 2 Nov 2026 |

[Download the fictional opportunity snapshot](/downloads/pipeline-review-input.json) to check this example. The IDs above are fictional, not links to customer systems.

## Human review

The Sales manager made the call and approved each category change with the deal owner. Owners update their own records; RevOps checks the updates on 4 November. The example includes no measured forecast accuracy and no completed quarter.