Monday 13 July

TeamPip's Pantry

Pipeline

Every active account across the commercial team, by stage. The reps each see only their own.

Raw pipeline

£75,100/mo

22 active accounts

Weighted

£22,405/mo

Stage-probability weighted

In proposal

£21,400/mo

4 deals

Win rate

53%

10 won · 9 lost · last 12mo

Avg cycle

47d

Lead → close, illustrative

Discovered

5 · £9,900/mo

Engaged

7 · £20,000/mo

Discovery call

6 · £23,800/mo

Proposal

4 · £21,400/mo

Closed and at-risk

Won

2

Lost

1

Stalled

2

Last 12 months

Wins and losses · who we beat, who beat us, why.

10 won (£37,700/mo) · 9 lost (£20,300/mo). The 12-month picture across the four named competitors in our market.

Monthly count · won (green) vs lost (rose)

aug

sept

oct

nov

dec

jan

feb

mar

apr

Competitor attribution

Competitor
We won vs
We lost to
Monthly value lost

Whistl

60% lost-to rate

2
3
£5,300

Selazar

20% lost-to rate

4
1
£3,100

Huboo

60% lost-to rate

2
3
£8,400

ParcelHub

50% lost-to rate

2
2
£3,500

Why we lost

  • Price

    £5,700/mo

    3×

  • Capacity

    £3,100/mo

    1×

  • Location

    £2,400/mo

    1×

  • EU footprint

    £1,900/mo

    1×

  • Locked into incumbent

    £1,300/mo

    1×

  • Stayed with incumbent

    £1,800/mo

    1×

  • Service offer

    £4,100/mo

    1×

Most recent

  • won

    Foundry Coffee ClubSubs · £5,400/mo

    Won vs Selazar · Onboarding live this week.

  • won

    Forty SouthDrinks · £3,800/mo

    Won vs Huboo

  • lost

    Hopecourt FoundationCharity · £2,600/mo

    Lost to Whistl · Price · Whistl came in 12% below. Re-engage Oct.

  • lost

    Bramble & Co PetPet · £1,900/mo

    Lost to Huboo · EU footprint

  • won

    Glasshouse BrewingDrinks · £4,200/mo

    Won vs ParcelHub · HMRC bond-store handling was the deciding factor.

  • lost

    Lawson BooksBooks · £1,400/mo

    Lost to Whistl · Price