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Q3 FY26 channel performance · one-click QBR
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Generated QBR · Q3 FY26
Lanterna Advisory Quarterly Business Review
Executive summary
Lanterna Advisory generated £9,800 this year, down 14% year on year, with a 60% win rate across 5 closed deals. Pipeline is £8,600 across 2 opportunities, of which £8,600 needs attention. Engagement sits at 44 with 0 certified engineers.
Revenue
£9,800 YTD against £11,400 last year. Average deal size is £3,200, so the next tier of growth comes from deal count rather than deal size — roughly 1 extra deals for a 25% uplift.
Pipeline
£8,600 open. Weighted value is £3,480. 2 opportunities worth £8,600 have not been updated in over 14 days.
Wins
No closed-won deals recorded this period.
Losses
No losses recorded this period — a small sample, so treat the win rate with care.
Engagement
Engagement score 44, last activity 21 days ago, training status Not Started.
Key opportunities
- • Wren Foundation — £4,500 at 50% (Proposal), stale
- • Cobham Advisory — £4,100 at 30% (Discovery), stale
Risks
- • £8,600 of pipeline going quiet — the single biggest risk to the quarter.
- • Engagement at 44 indicates the relationship is drifting.
- • Certification is not started, 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 £3,480 of weighted pipeline.
- • Certify 6 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.