CGO COMMAND CENTER

FY27 — 4QF Jul-22 · Pipeline Jul-22 · Q2 RS Pipeline Jul-22 · EBITDA FY (25-Jun) · Sumit Grover Portfolio · AMR1 + Japan

● 4QF Jul-22● Pipeline Jul-22● Q2 RS Pipeline● EBITDA FY

OVERVIEW

PORTFOLIO TOTAL — Q2

$10.54M

Q2 Projection · vs $8.20M target

129% of Q2 target

Q1 closed: $8.26M vs $7.73M (107%)

AltNet

$2.73M

Q2 Proj · vs $2.52M target

108% of Q2 target

AltTech

$1.01M

Q2 Proj · vs $1.59M target

63% of Q2 target

BigTech

$1.34M

Q2 Proj · vs $1.81M target

74% of Q2 target

Canada

$1.95M

Q2 Proj · vs $0.97M target

201% of Q2 target

Japan

$3.51M

Q2 Proj · vs $1.31M target

267% of Q2 target

Q2 FY27 — Revenue Projection vs Target (incl. Total)

Q2 Attainment

AltNet

108%

AltTech

63%

BigTech

74%

Canada

201%

Japan

267%

FY27 Coverage

AltNet

82%

AltTech

41%

BigTech

72%

Canada

131%

Japan

331%

Top 5 Leaderboard (Clubbed Teams)

🥇 CA Canada
Rishabh · Sri · Shristi 🔥🔥🔥 3.0x9,996
pts

🥈 JA Japan
Aarushi (CGO direct) 🔥🔥🔥 2.0x6,560
pts

🥉 AL AltNet
Rishabh · Thenna · Sri · Divya 0.8x4,022
pts

4 AL AltTech
Rishabh · Aparna · Noor 🔥 1.0x3,077
pts

5 BI BigTech
Qasim · Prashant 0.8x2,443
pts

Pipeline Funnel ($127.4M · 120 deals)

P2 Pursuit$92.56M

42 deals

P1 Qualification$21.08M

32 deals

P0 Initial Interest$6.44M

35 deals

P4 Closing$4.47M

6 deals

P3 Proposal$2.81M

5 deals

EBITDA Snapshot — FY27 ($K)

EBITDA Fcst (FY)

$8.42M

119% of $7.09M budget

RGM Fcst (FY)

$15.32M

109% of $14.07M budget

AltNet−1.47M Δ

AltTech−1.43M Δ

BigTech−0.54M Δ

Canada+0.82M Δ

Japan+3.94M Δ

OPEN PIPELINE — AMR1 + JAPAN ($127.4M · 120 DEALS)

Pipeline TCV by Stage

By Opportunity Type

New Buy$114.97M · 59 deals · 90%

New Account$5.81M · 15 deals · 5%

Renewal$5.20M · 32 deals · 4%

Extension$1.03M · 11 deals · 1%

Renewal With Additions$0.36M · 3 deals · 0%

New Buy = 90% of pipeline value (59 of 120 deals) — expansion-led funnel intensified vs Jun (was 80%).

Pipeline by Owner

Rishabh Kapoor

84.4M

32 deals

Shristi S

17.7M

17 deals

Daniel Bravarnik

10.1M

2 deals

Thennavan AVA

9.0M

23 deals

Qasim Abbas

2.1M

7 deals

Noorulfarzana M

2.0M

10 deals

Aarushi Singla

1.1M

13 deals

Prashant Kulwal

0.5M

15 deals

Raghav P

0.5M

1 deals

P0–P6 Stage Scoreboard — by Salesperson (deals · TCV $M)

Salesperson	P0	P1	P2	P3	P4	P5	P6*	Total Deals	Total TCV
Rishabh Kapoor	6 · $2.84M	9 · $2.24M	14 · $75.45M	1 · $0.09M	2 · $3.80M	—	—	32	$84.42M
Shristi S	4 · $0.50M	10 · $16.56M	3 · $0.65M	—	—	—	—	17	$17.71M
Daniel Bravarnik	—	—	2 · $10.09M	—	—	—	—	2	$10.09M
Thennavan AVA	8 · $1.42M	2 · $1.01M	9 · $3.43M	3 · $2.63M	1 · $0.47M	—	—	23	$8.96M
Qasim Abbas	1 · $0.48M	2 · $0.43M	4 · $1.15M	—	—	—	—	7	$2.06M
Noorulfarzana M	3 · $1.10M	6 · $0.84M	1 · $0.07M	—	—	—	—	10	$2.00M
Aarushi Singla	5 · $0.10M	1 · $0.00M	4 · $0.81M	1 · $0.09M	2 · $0.10M	—	—	13	$1.10M
Prashant Kulwal	8 · $0.00M	2 · $0.00M	4 · $0.41M	—	1 · $0.10M	—	—	15	$0.51M
Raghav P	—	—	1 · $0.50M	—	—	—	—	1	$0.50M
TOTAL	35 · $6.44M	32 · $21.08M	42 · $92.56M	5 · $2.81M	6 · $4.47M	—	—	120	$127.36M

* No open P5 deals this cycle; P6 (Closed Won) exits the open-pipeline report on closure. Leaderboard stage points accrue as deals move right (P1=100 → P5=1000 → P6 Win=1000 + accelerators).

Q2 FY27 Pipeline — Q2 Revenue at Stake (RS report, Q1 revenue = 0 filter) · $2.74M · 29 deals

Q2-only view: open deals with zero Q1 revenue — the exact pipeline that must convert to lift Q2. $1.21M sits in P2, $0.90M still in P1 qualification.

Q2 Pipeline by Owner

Thennavan AVA

$0.85M

8 deals

Noorulfarzana M

$0.84M

6 deals

Rishabh Kapoor

$0.42M

6 deals

Shristi S

$0.32M

3 deals

Daniel Bravarnik

$0.12M

1 deals

Prashant Kulwal

$0.11M

2 deals

Aarushi Singla

$0.06M

2 deals

Raghav P

$0.03M

1 deals

Top Q2 Deals

Zayo · Thennavan · P3$0.45M

Sysco · Noorulfarzana · P1$0.31M

Rogers · Rishabh K · P2$0.25M

Consumer Cellular · Shristi · P2$0.25M

Sysco · Noorulfarzana · P1$0.23M

Sysco · Noorulfarzana · P1$0.17M

Hotwire Comm. · Thennavan · P2$0.15M

ServiceNow · Daniel B · P2$0.12M

TARGETS vs PROJECTION — FY27

FY27 by Quarter + Full Year — Total Projection vs Target

Q1 Only — by Segment

Q2 Only — by Segment

AltNet FY27

$8.99M

vs target $10.96M

82% FY coverage

AltTech FY27

$2.67M

vs target $6.48M

41% FY coverage

BigTech FY27

$5.28M

vs target $7.30M

72% FY coverage

Canada FY27

$6.48M

vs target $4.94M

131% FY coverage

Japan FY27

$17.84M

vs target $5.39M

331% FY coverage

Top 10 Accounts — ranked by FY27 Projection (4QF Jul-22), with Q1 & Q2 detail

#	Account	Segment	Sales Team	FY Proj	FY Tgt	FY Att	Q1 Proj	Q1 Tgt	Q1 Att	Q2 Proj	Q2 Tgt	Q2 Att
1	SB OAI Japan GK	Japan	Aarushi	$16.73M	$3.79M	441%	$1.12M	$0.83M	135%	$3.21M	$0.94M	341%
2	IBM Canada	Canada	Rishabh Canada	$3.20M	—	—	$0.11M	—	—	$0.94M	—	—
3	Rogers	Canada	Rishabh Canada	$3.16M	$4.00M	79%	$1.19M	$0.96M	124%	$1.02M	$0.78M	130%
4	Zayo	AltNet	Thenna	$2.66M	$5.00M	53%	$1.00M	$1.09M	91%	$0.70M	$1.03M	68%
5	Facebook ASIC	BigTech	Qasim	$2.38M	$3.00M	79%	$0.62M	$0.69M	90%	$0.54M	$0.77M	70%
6	Sysco	AltTech	Rishabh AltTech	$2.16M	$4.04M	54%	$0.89M	$0.74M	120%	$0.90M	$0.94M	95%
7	Blackfoot Comm.	AltNet	Thenna	$1.67M	$1.75M	95%	$0.41M	$0.53M	79%	$0.72M	$0.45M	160%
8	TDS Telecom	AltNet	Thenna	$1.41M	$1.08M	131%	$0.32M	$0.25M	127%	$0.35M	$0.26M	137%
9	ServiceNow	BigTech	Qasim	$1.13M	$1.00M	113%	$0.21M	$0.18M	114%	$0.27M	$0.28M	98%
10	Rakuten Mobile	Japan	Aarushi	$1.03M	$1.30M	79%	$0.27M	$0.25M	105%	$0.29M	$0.31M	92%

Ranked by FY27 projection (descending). IBM Canada carries no FY27 target in the 4QF — attainment not computable. Consolidated Edison and Boeing drop out of the FY-ranked list.

EBITDA — FY27 ($K)

Overall Portfolio — EBITDA Bridge, FY27 ($M)

Revenue

$38.34M

+3.26M vs budget

RGM $

$15.32M

+1.25M vs budget

RGM to EBITDA cost

$6.90M

−0.08M vs target

EBITDA

$8.42M

+1.32M vs budget

EBITDA by Segment — Budget vs Forecast ($M, FY)

AltTech forecast is −$0.42M (negative bar not drawn; see table).

Full Margin Waterfall — FY27 ($M)

Metric	AltNet	AltTech	BigTech	Canada	Japan	Total
Revenue — Budget	11.13	6.32	7.29	4.94	5.39	35.07
Revenue — Forecast	8.21	2.60	5.80	5.86	15.88	38.34
RGM $ — Budget	5.32	2.29	2.67	1.57	2.22	14.07
RGM $ — Forecast	3.92	0.79	2.07	2.41	6.13	15.32
RGM to EBITDA cost — Target	2.16	1.28	1.77	0.88	0.89	6.98
RGM to EBITDA cost — Current	2.22	1.21	1.71	0.91	0.85	6.90
EBITDA — Budget	3.16	1.01	0.90	0.69	1.33	7.09
EBITDA — Forecast	1.70	-0.42	0.36	1.51	5.28	8.42

Delivery Head Summary ($M, FY)

Head	Segment	RGM B	RGM F	RGM→EBITDA Cost Tgt	RGM→EBITDA Cost Cur	EBITDA B	EBITDA F	Δ
Shankar	Japan	2.39	6.27	0.93	0.89	1.46	5.38	+3.91
Sricharan	AltNet + Canada	6.64	6.06	2.97	3.05	3.67	3.01	-0.66
Qasim	BigTech	2.67	2.13	1.77	1.72	0.90	0.41	-0.49
Aparna	AltTech	2.38	0.86	1.31	1.24	1.06	-0.38	-1.44

Top EBITDA Swings ($M, FY)

SB OAI Japan GK
Japan · Shankar

+4.22M

Zayo
AltNet · Sricharan

-1.72M

Sysco
AltTech · Aparna

-1.19M

Telus
Canada · Sricharan

+0.79M

Consolidated Edison
AltTech · Aparna

-0.29M

Hotwire Comm.
AltNet · Sricharan

+0.18M

Google
BigTech · Qasim

-0.17M

Shentel
AltNet · Sricharan

-0.16M

Account EBITDA — Risk & Opportunity ($M, FY)

Seg	Head	Account	FY Rev Tgt	FY Rev Fcst	EBITDA B	EBITDA F	Δ
Japan	Shankar	SB OAI Japan GK	3.79	14.90	0.90	5.12	+4.22
AltNet	Sricharan	Zayo	5.00	2.07	1.21	-0.52	-1.72
AltTech	Aparna	Sysco	4.04	1.64	0.56	-0.63	-1.19
Canada	Sricharan	Telus	0.44	2.92	0.04	0.83	+0.79
AltTech	Aparna	Consolidated Edison	2.11	0.70	0.42	0.13	-0.29
AltNet	Sricharan	Hotwire Comm.	0.26	0.40	0.08	0.26	+0.18
BigTech	Qasim	Google	0.50	0.27	0.12	-0.04	-0.17
AltNet	Sricharan	Shentel	0.50	0.12	0.13	-0.03	-0.16
Japan	Shankar	Rakuten Mobile	1.30	0.98	0.36	0.20	-0.16
BigTech	Qasim	Samsung Semi.	0.52	0.19	0.10	-0.05	-0.15
AltNet	Sricharan	SageNet	0.00	0.36	0.00	0.15	+0.15
Canada	Sricharan	Rogers	4.00	2.92	0.52	0.67	+0.14

CLUBBED TEAM LEADERBOARD

How the score works: Standings clubbed by business team — AltNet (Rishabh, Thenna, Sri, Divya) · AltTech (Rishabh, Aparna, Noor) · BigTech (Qasim, Prashant) · Canada (Rishabh, Sri, Shristi) · NBD (Rishabh, Shristi) · Japan (Aarushi, CGO direct). Score = (Q1 closed revenue ÷ 500 + Attainment Bonus) × Streak Multiplier. Bonus: >100% = +500 · >90% = +200 · >80% = +100. Multipliers: Warm 1.5x · Hot 2.0x · Legendary 3.0x (5-streak) · Miss = 0.8x cool-down. Q1 is closed: AltNet (99%) and BigTech (91%) broke their streaks → 0.8x cool-down. Canada (123% with Rogers) hit a 5-streak → Legendary 3.0x.

Full Standings — Clubbed Team Score

🥇 CA Canada
Rishabh · Sri · Shristi
$1.42M Q1 · 123% att 🔥🔥🔥🔥🔥 3.0x9,996
pts

🥈 JA Japan
Aarushi (CGO direct)
$1.39M Q1 · 126% att 🔥🔥🔥 2.0x6,560
pts

🥉 AL AltNet
Rishabh · Thenna · Sri · Divya
$2.41M Q1 · 97% att 0.8x4,022
pts

4 AL AltTech
Rishabh · Aparna · Noor
$1.29M Q1 · 113% att 🔥 1.0x3,077
pts

5 BI BigTech
Qasim · Prashant
$1.43M Q1 · 91% att 0.8x2,443
pts

6 NB NBD
Rishabh · Shristi
$0.33M Q1 · 119% att 🔥🔥 1.5x1,725
pts

Pipeline Power — By Owner

Rishabh Kapoor

84.4M

32 deals

Shristi S

17.7M

17 deals

Daniel Bravarnik

10.1M

2 deals

Thennavan AVA

9.0M

23 deals

Qasim Abbas

2.1M

7 deals

Noorulfarzana M

2.0M

10 deals

Aarushi Singla

1.1M

13 deals

Prashant Kulwal

0.5M

15 deals

Raghav P

0.5M

1 deals

CEO BIWEEKLY REPORT — JUL 22, 2026

Executive Summary — Jul 22, 2026

Q1 FY27 closed at $8.26M against a $7.73M target — 107% attainment. Focus shifts to Q2: projection $10.54M vs $8.20M target = 129%. FY coverage 118% ($41.26M vs $35.07M). Open pipeline nearly doubled to $127.36M across 120 deals (from $70.1M in June); New Buy = 90% of value. FY EBITDA forecast $8.42M vs $7.09M budget — +1.32M ahead, carried entirely by Japan.

Segment Performance (Q2 view)

Japan · 267% Q2 · 331% FY Q2 projection $3.51M vs $1.31M target. SB OAI Japan at $16.73M FY vs $3.79M target; FY EBITDA +$3.95M vs budget (Shankar delivery EBITDA at $5.38M forecast) — the single largest value driver in the portfolio.

Canada · 201% Q2 · 131% FY Rogers is the portfolio's largest Q1 account ($1.19M closed, 124%) and carries $1.02M into Q2 (130%). Telus EBITDA +$0.79M swing. 5-streak → Legendary 3.0x.

AltNet · 108% Q2 but 82% FY Q1 just missed at 99% (streak broken → cool-down). Blackfoot Q2 at 160%; Zayo 68% Q2 with FY EBITDA now −$0.52M (−$1.72M swing — worst in portfolio). Thennavan holds $0.85M of Q2-specific pipeline including the $0.45M Zayo P3 deal.

BigTech · 74% Q2 · 72% FY Q1 missed at 91%; Q2 gap is $0.47M. ServiceNow (114% Q1) is the bright spot. Google and Samsung EBITDA both negative. Qasim's open pipeline is thin at $2.06M — replenishment urgent.

AltTech · 63% Q2 · 41% FY Q1 beat at 113%, but Q2 is the cliff: Consolidated Edison Q2 is zero vs $0.58M target; FY EBITDA −$0.42M. Sysco EBITDA swung −$1.19M under Aparna's delivery. Noorul carries $0.84M of Q2-convertible pipeline (mostly Sysco P1) — qualification speed is the lever.

Pipeline — $127.36M (120 deals)

P2 Pursuit at $92.56M (42 deals) — up ~$50M since June, driven by Rishabh Kapoor's book ($75.45M in P2). By type: New Buy $114.97M (90%), New Account $5.81M, Renewal $5.20M. Q2-specific pipeline (Q1 rev = 0): $2.74M across 29 deals — $1.21M in P2, $0.90M still in P1. Top Q2 deals: Zayo P3 ($0.45M), Sysco P1 cluster ($0.71M combined), Rogers P2 ($0.25M).

EBITDA & RGM — FY27

Portfolio FY EBITDA forecast $8.42M vs $7.09M budget (+1.32M). Excluding Japan's +$3.95M, the rest of the portfolio is −$2.63M below budget: Zayo (−$1.72M), Sysco (−$1.19M), BigTech (−$0.54M). RGM $15.32M = 109% of budget. RGM-to-EBITDA cost broadly on target ($6.90M vs $6.98M).

Actions for the CEO Review

1. Zayo — EBITDA now negative (−$0.52M FY); commercial + delivery intervention before Q2 close.
2. Sysco margin — −$1.19M swing under new delivery; joint Aparna/Rishabh AltTech recovery plan.
3. BigTech pipeline — $2.06M open pipeline cannot sustain a $7.30M FY target; replenishment sprint needed.
4. Q2 conversion — $2.74M Q2-specific pipeline; $0.90M still in P1 needs qualification in the next 2 weeks.
5. Japan — formalise FY27 target revision (3.3x run-rate) and protect Shankar's delivery capacity (Japan EBITDA $5.28M fcst).

GAME RULES

Scoring System

📋 P1 Qualification100 pts

🔍 P2 Pursuit200 pts

📄 P3 Proposal400 pts

🤝 P4 Closing600 pts

🏆 P5 Win / Started1000 pts

💰 EBITDA Beat+300 pts

📈 Q1 >100% Attainment+500 pts

Streak & Multiplier Logic

1️⃣ No streak1.0x

2️⃣ 2 in a row — Warm1.5x

3️⃣ 3 in a row — Hot2.0x

5️⃣ 5 in a row — Legendary3.0x

💔 Miss — Cool-down0.8x

Accelerator Bonuses

🔥 Hot Streak — 3+ consecutive growth periods2.0x

🚀 Stage Escalation — P1 → P3+ in one period+500

⚡ Quarter Rush — P5 win in final 3 weeks3.0x

💎 New Logo — first deal at new account+1000

🌐 Cross-Segment deal1.5x

📊 EBITDA Hero — segment beats budget+300

Static edition — no scripts, renders in OneDrive/SharePoint preview · Generated Jul 22, 2026