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Q3 FY26 channel performance · one-click QBR
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Generated QBR · Q3 FY26
Brightline Systems Quarterly Business Review
Executive summary
Brightline Systems generated £41,200 this year, down 38% year on year, with a 54% win rate across 13 closed deals. Pipeline is £38,500 across 3 opportunities, of which £38,200 needs attention. Engagement sits at 34 with 2 certified engineers.
Revenue
£41,200 YTD against £66,800 last year. Average deal size is £9,100, so the next tier of growth comes from deal count rather than deal size — roughly 2 extra deals for a 25% uplift.
Pipeline
£38,500 open. Weighted value is £11,480. 3 opportunities worth £38,200 have not been updated in over 14 days.
Wins
No closed-won deals recorded this period.
Losses
Hollowbrook Care (£6,700). Both were lost on commercials rather than capability, which pricing enablement should address.
Engagement
Engagement score 34, last activity 45 days ago, training status Lapsed.
Key opportunities
- • Verity Bank — £17,400 at 20% (Qualification), stale
- • Milgate Foods — £12,000 at 30% (Discovery), stale
- • Rowan Tech — £8,800 at 50% (Proposal), stale
Risks
- • £38,200 of pipeline going quiet — the single biggest risk to the quarter.
- • Engagement at 34 indicates the relationship is drifting.
- • Certification is lapsed, which correlates with a 15-point lower win rate.
- • Revenue concentration: the top two customers represent a large share of their contribution.
Recommended actions
- • Agree a 7-day update rule on all open opportunities, with named owners.
- • Set a sourcing target of 3 new registrations per month.
- • Book joint demand-gen for the two segments where their win rate is strongest.
Next quarter priorities
- • Convert £11,480 of weighted pipeline.
- • Certify 4 additional engineers.
- • Increase registration volume by 30% with an account-mapping session.
Expected ARR
£255,625
40% of target
Target
£640,000
£384,375 gap
Open pipeline
£637,200
1.0x coverage
Stale pipeline
£202,300
21 opportunities
AI insight
Coverage is healthy at 1.0x, so the quarter is not a sourcing problem. The risk is freshness and concentration: your top three partners hold 36% of pipeline, and 32% has not moved in two weeks.
Top partners
Revenue YTD vs open pipeline by partner.