Brightline Logistics — champion gone quiet after pricing
$310k, Proposal. No reply in 12 days since we sent the revised
three-year ramp. LinkedIn shows a new VP Ops started May 18 —
likely re-evaluating. Need exec-to-exec air cover before this
goes cold.
PROPOSALSTALLED 18DSINGLE-THREADED
$310kClose Jun 19
No touch 12d
Stoneridge Mutual — legal redlines on liability cap
$290k, Negotiation. Their counsel wants uncapped indemnity on
data breach; ours won't go above 2× fees. Deal desk approved a
carve-out Friday but buyer hasn't seen it. Book the call or
this slips to Q3.
NEGOTIATIONLEGALCOMMIT
$290kClose Jun 12
In stage 8d
Pelican Bay Health — 240-question security review blocking
demo
$225k, Demo. InfoSec sent a vendor questionnaire that's gating
the clinical-data walkthrough. SE has 70% drafted; needs SOC 2
appendix and HIPAA BAA template. Target return by Thu so demo
lands next week.
$180k, Qualified. Champion is enthusiastic but hasn't produced
a PO path. Their FY27 planning starts in two weeks — either we
land in this cycle's discretionary spend or we're a line item
for August. Force the question.
QUALIFIEDBUDGET-RISKSLIP-RISK
$180kClose Jun 26
In stage 21d
Tidewater Energy — only one contact on a $145k deal
$145k, Proposal. Everything runs through one IT director. No
exec sponsor, no procurement intro, no end-user validation.
Healthy momentum but a reorg would kill it. Ask for intros to
CFO office and field ops lead.
PROPOSALMULTI-THREADUPSIDE
$145kClose Jun 30
In stage 6d
This week's plays
Where the time goes
WED 27today
Brightline — exec outreach
DO FIRST
Ask our CRO to text their COO. Three-line note: congrats on
the new VP, we'd love 20 min to re-align the rollout plan.
THU 28tomorrow
Stoneridge — counsel-to-counsel call
Send the approved carve-out language ahead of time. Goal:
verbal agreement on cap, signature path by Jun 5.
THU 28by EOD
Pelican Bay — return security questionnaire
Pair with SE for final 30%. Attach SOC 2 Type II + BAA.
Propose demo slots for Jun 3–4 in the same email.
FRI 29in 2 days
Mosswood — budget-holder call
Champion brings their VP Merch. One question to answer: is
there discretionary budget this FY, yes or no.
MON 01next wk
Forecast review with manager
Walk Commit ($1.84M) vs Best ($2.21M). Flag Brightline as the
swing. Ask for deal-desk pre-approval on Tidewater multi-year
discount.
Book of business
24
Open opportunities across 21 accounts. Top five by value below;
long tail is mostly inbound leads under $120k still being
qualified.
BLSRPBMWTENC+18
Quota attainment
$1.31M
/ $2.00M
ClosedCommitBestGap
$160k gap to quota after Commit. Stoneridge alone covers it;
Brightline would put the quarter at 121%.
Forecast call
Commit
Calling $1.84M. Upside to $2.21M if Brightline re-engages and
Tidewater multi-threads. Downside $1.67M if Stoneridge legal drags
past quarter — pull Northcape ($110k, Demo) forward as backfill.