# Q2 Pipeline Reconciliation & Variance Report

**Date:** 2026-04-10
**Sources:** Q2_pipeline.xlsx (Finance/RevOps) vs. crm_stage_history.csv (CRM system of record)

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## Executive Summary

| Metric | Pipeline (xlsx) | CRM (csv) | Variance | Var % |
|---|---|---|---|---|
| **Gross Pipeline** | $4,898,000 | $4,807,000 | **+$91,000** | +1.9% |
| **Weighted Pipeline** | $2,450,100 | $2,354,100 | **+$96,000** | +4.1% |

**Root causes:** 6 amount mismatches and 3 stage mismatches between sources. The pipeline file overstates gross value by $91K and weighted value by $96K versus CRM.

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## 1. Variance by Segment

| Segment | Deals | Pipeline | CRM | Variance | Var % | Wtd Pipeline | Wtd CRM | Wtd Variance |
|---|---|---|---|---|---|---|---|---|
| **Enterprise** | 8 | $3,070,000 | $2,980,000 | **+$90,000** | +3.0% | $1,465,000 | $1,446,500 | +$18,500 |
| **Mid-Market** | 9 | $1,450,000 | $1,452,000 | **-$2,000** | -0.1% | $774,600 | $712,400 | +$62,200 |
| **SMB** | 8 | $378,000 | $375,000 | **+$3,000** | +0.8% | $210,500 | $195,200 | +$15,300 |

**Key finding:** Enterprise accounts for 99% of the gross variance (+$90K). Mid-Market weighted variance ($62K) is driven by stage classification differences inflating probability.

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## 2. Variance by Stage

| Stage | Deals | Pipeline | CRM | Variance | Var % | Wtd Pipeline | Wtd CRM | Wtd Variance |
|---|---|---|---|---|---|---|---|---|
| **Negotiation** | 6 | $1,224,000 | $1,146,000 | **+$78,000** | +6.8% | $856,800 | $730,500 | +$126,300 |
| **Qualification** | 3 | $683,000 | $653,000 | **+$30,000** | +4.6% | $136,600 | $130,600 | +$6,000 |
| **Proposal** | 5 | $738,000 | $755,000 | **-$17,000** | -2.3% | $295,200 | $331,500 | -$36,300 |
| Closed Won | 6 | $1,103,000 | $1,103,000 | $0 | 0.0% | $1,103,000 | $1,103,000 | $0 |
| Closed Lost | 3 | $565,000 | $565,000 | $0 | 0.0% | $0 | $0 | $0 |
| Discovery | 2 | $585,000 | $585,000 | $0 | 0.0% | $58,500 | $58,500 | $0 |

**Key finding:** Negotiation stage alone accounts for 86% of gross variance and carries +$126K in weighted pipeline overstatement.

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## 3. Segment x Stage Detail

| Segment | Stage | Deals | Pipeline | CRM | Variance | Wtd Pipeline | Wtd CRM | Wtd Var |
|---|---|---|---|---|---|---|---|---|
| Enterprise | Negotiation | 2 | $720,000 | $660,000 | **+$60,000** | $504,000 | $462,000 | +$42,000 |
| Enterprise | Qualification | 1 | $510,000 | $480,000 | **+$30,000** | $102,000 | $96,000 | +$6,000 |
| Enterprise | Proposal | 1 | $295,000 | $295,000 | $0 | $118,000 | $147,500 | -$29,500 |
| Mid-Market | Negotiation | 2 | $405,000 | $390,000 | **+$15,000** | $283,500 | $214,500 | +$69,000 |
| Mid-Market | Proposal | 2 | $323,000 | $340,000 | **-$17,000** | $129,200 | $136,000 | -$6,800 |
| SMB | Negotiation | 2 | $99,000 | $96,000 | **+$3,000** | $69,300 | $54,000 | +$15,300 |
| *All other cells* | | | | | *$0* | | | |

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## 4. Deal-Level Discrepancies

### Amount Mismatches (6 deals, net +$91K)

| Deal | Name | Segment | Stage | Pipeline | CRM | Delta |
|---|---|---|---|---|---|---|
| D002 | GlobalTech Migration | Enterprise | Negotiation | $380,000 | $350,000 | **+$30,000** |
| D004 | Titan Industries Suite | Enterprise | Qualification | $510,000 | $480,000 | **+$30,000** |
| D006 | Atlas Cloud Deploy | Enterprise | Negotiation | $340,000 | $310,000 | **+$30,000** |
| D015 | Beacon Financial | Mid-Market | Negotiation | $210,000 | $195,000 | **+$15,000** |
| D020 | PixelCraft Studios | SMB | Negotiation | $55,000 | $52,000 | **+$3,000** |
| D010 | Velocity Commerce | Mid-Market | Proposal | $168,000 | $185,000 | **-$17,000** |

### Stage Mismatches (3 deals, $0 amount variance but material weighted impact)

| Deal | Name | Segment | Pipeline Stage | CRM Stage | Amount | Wtd Impact |
|---|---|---|---|---|---|---|
| D003 | Nexus Systems Upgrade | Enterprise | Proposal (40%) | Negotiation (50%) | $295,000 | -$29,500 |
| D011 | Summit Health IT | Mid-Market | Negotiation (70%) | Proposal (40%) | $195,000 | +$58,500 |
| D024 | SwiftHaul Express | SMB | Negotiation (70%) | Proposal (40%) | $44,000 | +$13,200 |

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## 5. Recommended Actions

1. **Reconcile the 6 amount mismatches** - 5 of 6 are pipeline > CRM, suggesting manual pipeline updates that weren't synced back. Confirm which source is authoritative for D002, D004, D006, D015, D020, D010.
2. **Resolve 3 stage mismatches** - D011 and D024 are classified higher-stage in the pipeline than CRM (inflating weighted value by $72K). D003 is the reverse. Confirm current stage with account owners.
3. **Use CRM as source of truth for board reporting** until reconciled - CRM shows $4.81M gross / $2.35M weighted, which is the more conservative (and likely more accurate) position.
4. **Audit the Negotiation stage** - it concentrates the largest variance by both amount (+$78K) and weighted value (+$126K). Five of the six amount discrepancies sit in this stage.