Business Development Stream
Business Development
Anne (Mid-Market IT) · John (Compliance) · Tyson (New Logos) · Jonathan (Oversight/Close)
Annual Target
R 1 300 000
FY26 full year
Q1 Target
R 325 000
Locked
Actual YTDOn Track
R 233 265
72% achieved
Gap to CloseCritical
R 91 735
Remaining Q1 pipeline
01
Q1 Progress
Actual vs Q1 target
72%Q1
⚠ Critical Constraint
F3 Discovery volume (6 calls/week) is the single most important metric. Every missed call = ~R54k lost pipeline.
02
Revenue by BDM
Q1 target vs actual
- Target
- Actual
03
Pipeline by BDM — Funnel Stage Distribution
Number of accounts at each funnel stage
- F1 Research
- F2 Activation
- F3 Discovery
- F4 Proposal
- F5 Close
04
Weekly F3 Discovery Calls — Target vs Actual
6 calls/week is the critical floor
- Actual Calls
- Target (6)
05
7-Funnel BAR — Q1 Activity Targets
F2 and F3 carry the highest pressure
F1 Research156 / qtr
All BDMs
F2 Activation260 / qtr
Anne: 8 | John: 5 | Tyson: 7
F3 Discovery78 / qtr
HIGHEST PRESSURE — UTJ required
F4 Proposal26 / qtr
BDMs draft, Jonathan signs off
F5 Close13 / qtr
Jonathan owns final close
F6 Adjacency4 / qtr
Hand to CS post-close
F7 Buoyancy65 / qtr
Jonathan oversees re-engagement
06
PMF RAG Scorecard
Demand · Satisfaction · Efficiency
| Dimension | Score | Status | Implication |
|---|---|---|---|
| Demand (Top of Funnel) | 6/10 | At Risk | Repeat BD solid — new logos pipeline nascent |
| Satisfaction (Qualification) | 5/10 | At Risk | UTJ discipline must be enforced before F4 |
| Efficiency (Large Deal) | 7/10 | On Track | Anne LRMG ICS R13.5m pipeline — must convert Q2 |
07
Backward-Math Throughput
What must happen each week to hit Q1
| Parameter | Team Total (Q1) | Impact of Missed Targets |
|---|---|---|
| Q1 Target | R 325,000 | — |
| Weekly F3 Discovery Calls | 6 (target) | Every missed call = ~R54k lost pipeline |
| Proposals (F4) Required | 8 total | Requires strict UTJ before submission |
| Deals Required | 3 | Average R110k deal size |
| Weekly Activation Emails | 20 / week | Anne: 8 | John: 5 | Tyson: 7 |
| F7 Recycle (Jonathan) | 5 / week | Every 'Not now' must get a re-engagement date |