1. What’s causing our 15% Bookings Gap?
Q2 Sales QBR
What’s causing our 15% Bookings Gap?
PLAN
$8M
$6M
$4M
Bookings Gap
$2M
ACTUAL Q3 Q2 Q1 Q2 Q3 Q4 Q1
OpsPanda| Sales Executive QBR

2. Parameters Affecting Bookings vs. Plan
Bookings Gap caused by high rep attrition and elongated rep ramp
80% of goal 51
$14.5M
92 Days
Sales Rep Headcount
Start of Quarter Pipeline
Pipeline Velocity
66% of goal
$27k
67 Days
Avg. Deal Size
New Rep Ramp
OpsPanda| Sales Executive QBR

3. We continue to lose reps at a higher rate than expected
Sales Rep Attrition
We continue to lose reps at a higher rate than expected
Attrition Actual 5
Attrition Plan 3 3 4 2 2 1 1 Q3 Q4 Q1 Q2
OpsPanda| Sales Executive QBR

4. New Rep Ramp Time As we’ve added new products rep ramp has slowed
67 Days
60 Days 60
50 Days
40 Days 40
35 Days 20 Q2 Q3 Q4 Q1 Q2
OpsPanda| Sales Executive QBR

5. Q2 Regional Bookings Recap
North America continues to outperform
+10%
+5%
-8%
-12%
100% of goal
$900k
$4.3M
$1.2M
$1.2M
North America
EMEA
APAC
Inside Sales
OpsPanda| Sales Executive QBR

6. Q2 Bookings by Product Horizon 4.3 continues to underperform
100% of goal
Platform
+15%
Horizon 4.3
-20%
+5%
Unlimited
OpsPanda| Sales Executive QBR

7. TOTAL WEIGHTED PIPELINE = $3.7M
Stage 5: NEGOTIATION
$401k
STAGE 4: PROPOSAL
$2,080k
STAGE 3: VALIDATION
$5,080k
STAGE 2: DISCOVERY
$3,290k
STAGE 1: QUALIFICATION
$1,120k
TOTAL WEIGHTED PIPELINE
Pipeline is healthy, and distribution of deals across stages is within plan range for start of the quarter
TOTAL WEIGHTED PIPELINE = $3.7M
OpsPanda| Sales Executive QBR

8. Pipeline Projected Close Date by Stage
The quarter is heavily back-end weighted 7
¾ of deals to close in final month 6 5
Pipeline Stage 4 3 2 1 30 60 90
Projected Close Date
OpsPanda| Sales Executive QBR

9. Q2 Cumulative Pipeline Build
Lead generation was strong but back-end loaded
$6.6M
Actual
$6M
$6M
$4M
$4M
Plan
$2M
$3.3M
$2M
$1.6M
Apr
May
Jun
OpsPanda| Sales Executive QBR