Tessellate HR pipeline review pack, Sep 29
Owner: Marco Diaz. Updated Sep 28, 2026.
This pack at a glance
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.
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 for the template.
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 | |
| Oakmere Schools Trust | Sofia Marin | Qualification to Proposal | $24,000 | None | |
| Wrenfield Logistics | Jonas Weiss | Qualification to Proposal | $41,000 | None | |
| Pellham Construction | Tomas Berg | Qualification to Proposal | $19,000 | Oct 6 | |
| Fenwick Manufacturing | Sofia Marin | Proposal to Negotiation | $47,000 | None | |
| Granite Peak Energy | Priya Nair | Proposal to Negotiation | $72,000 | Oct 2 | |
| Northfield Health Trust | Jonas Weiss | Proposal to Negotiation | $58,000 | None | |
| Tallow Street Hospitality | Tomas Berg | Proposal to Negotiation | $22,000 | Oct 5 | |
| Meridian Care Group | Priya Nair | Negotiation to Proposal | $46,000 | Oct 8 | |
| Hollin Foods | Jonas Weiss | Negotiation to Proposal | $31,000 | None | |
| Bexley and Crane Legal | Tomas Berg | Negotiation to Closed won | $36,000 | Not needed | |
| Ironbridge Utilities | Sofia Marin | Negotiation to Closed won | $52,000 | Not needed | |
| Hollis Brothers Printing | Tomas Berg | Negotiation to Closed lost | $29,000 | Not needed | |
| Thornley Dental Group | Sofia Marin | Qualification to Closed lost | $15,000 | Not needed |
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
Data problem: six stage changes without a next step date
Saltmarsh Marine, Oakmere Schools Trust, Wrenfield Logistics, Fenwick Manufacturing, Northfield Health Trust and Hollin Foods, $234,000 in total. Their owners add a next step date by Oct 7, the day a next step date rule is due for Hannah's decision. Until then these six cannot be read as progress or as slippage.
Data problem: two enterprise close dates in a closed quarter
Two enterprise deals carry close dates in a quarter that has already closed, so this pack cannot tell a slipped deal from a stale record. Marco has kept both off this client copy. Aisha Rahman and Callum Reid confirm the close dates by Friday, Oct 9. If they are not confirmed, the Oct 13 pack still leaves both deals out of the forecast discussion.
Pipeline signal: three deals moved the forecast
Meridian Care Group ($46,000) and Hollin Foods ($31,000) went back from Negotiation to Proposal. Alderbrook Retail stayed in Negotiation but dropped from $61,000 to $38,000 after the buyer cut its seat count. Together they take $100,000 out of the Q4 commit.
Pipeline signal: two wins
Bexley and Crane Legal ($36,000) and Ironbridge Utilities ($52,000) closed won from Negotiation, $88,000 in total.
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.
can a Q4 close still hold after procurement reopened pricing?
what does legal need on the data terms, and by when?
confirm $38,000 as the commit value after the seat count cut
is the deal really in Negotiation, and what is the next step?
which quarter does the close fall in?
After the call
Outcome of the Sep 29 call
Hannah approved the pipeline on Tuesday, Sep 29. The forecast note dated Sep 30 traces back to it, and the pack reached her one day before the call with every moved deal and its owner named.
Who is in this review
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.
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