Fortnightly pipeline review pack

Review of Tue Sep 29 Delivered Mon Sep 28 2 enterprise close dates unconfirmed Client-visible

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.

Sample template: the firm, people, clients and figures are fictional.

This pack at a glance

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.

Counts come from the Sep 28 snapshot. Values in this pack are sample figures for the template.

Live example from the Dashboards app, shown with Tessellate HR's demo data. Block dates move forward each week, so they can differ from the sample dates on this page.

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.

flowchart TD
    A[CRM snapshot of Sep 28 against agreed stage definitions] --> B{Record complete and dated}
    B -->|Yes| C[Pipeline movement]
    B -->|No| D[Data problem]
    D --> E{Close date in a closed quarter}
    E -->|Yes| F[Held off the client copy until the owner confirms]
    E -->|No| G[Shown in the table with the owner named]
    C --> H{Would a decision change the forecast}
    H -->|Yes| I[Discussion list]
    H -->|No| J[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.

Live example from the Dashboards app, shown with Tessellate HR's demo data.

The fourteen moved deals

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.

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.

Before the Oct 13 review

✓Deliver the pack to Hannah one day before the Sep 29 call

Owners add next step dates to the six deals by Oct 7 (Priya Nair, Sofia Marin, Jonas Weiss)

Hannah decides the next step date rule by Oct 7

Aisha Rahman and Callum Reid confirm the two enterprise close dates by Oct 9

Marco delivers the next pack on Monday, Oct 12, for the Tuesday Oct 13 review

Compare stage ageing for new opportunities at the end of October

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.

How to use this template

Build one pack per client per fortnight from the CRM snapshot and the agreed stage definitions. Deliver it one day before the call and keep any unconfirmed record off the client copy.

Variable	Meaning	Required
{{client.name}}	Client organization the pack is for	Required
{{review.date}}	Date of the pipeline review call	Required
{{snapshot.date}}	Date of the CRM snapshot the pack reads	Required
{{moved.rows}}	Moved opportunities with owner, stage move, value, next step date and reading	Required
{{discussion.list}}	Deals chosen for the call, each with its owner and question	Required
{{held_back.list}}	Records kept off the client copy until their owners confirm them	Optional
{{sponsor.name}}	Client sponsor who receives the pack	Required

If a required value is missing, show Needs review in its place and hold the pack; never fill it with a guess. If the snapshot cannot be read, show Unavailable instead of the movement tables.

The live Dashboards blocks on this page show the Tessellate HR demo profile. Point each block at your own client's profile, or remove it, before you share the page.