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FALCON · Q4 PLAN · v0.7 · INTERNAL

FY26 · Q4 · NORTH AMERICA

The next 90 days,
decided here.

$42M pipeline. 6 plays. 50 states. Prepared for the Q4 commit, presented live, re-forecast on the fly.

FY26 Q4 ·Owners: SDR + AE leadership ·● UPDATED 14:32 PT

02 · COVERAGE MAP

Where the dollars are. Click any state.

SELECT A STATE
PIPELINE INTENSITY · K$
LOW HIGH

TOTAL PIPELINE

$42.0M

vs target $38.5M

TOP 5 STATES

    ACCOUNTS BY STAGE

    ▢ DISCOVERY141
    ▣ PROPOSAL62
    ◉ NEGOTIATION28
    ★ COMMIT11

    03 · SCENARIO LAB

    What if win-rate drops 5pts? Move a slider.

    PRESS ↻ TO RESET

    PROJECTED Q4 BOOKINGS

    $0M

    VS TARGET

    +0%

    TARGET $38.5M
    OCTNOVDEC

    ASSUMPTIONS

    28%
    $72K
    +12%
    8%

    VS QUOTA · Q4

    +$3.5M over

    commit confidence · HIGH

    04 · ATTAINMENT BY REGION

    Six AE pods. Three are crushing it.

    SOURCE: Salesforce + Falcon (Apr 24)

    Northeast

    $8.4M / $7.0M target

    120% · Sara Mendelsohn

    West

    $11.2M / $9.0M target

    124% · Jordan Aoki

    Texas + Gulf

    $6.1M / $6.5M target

    94% · Marisol Ortega · plays needed

    Mid-Atlantic

    $5.9M / $5.0M target

    118% · Devin Park

    Midwest

    $4.0M / $5.0M target

    80% · Chris Bell · escalation

    Southeast

    $5.4M / $5.0M target

    108% · Naomi Carter

    GLOBAL ATTAINMENT

    109%

    PODS IN COMMIT

    4 / 6

    AT-RISK ARR

    $1.2M

    05 · GO-DO LIST

    Five plays, five owners, ninety days.

    SAVE → SHARE → STANDUP
    1

    RETOOL THE MIDWEST

    Two new SDRs in Chicago by Oct 18.

    Hire from the existing pipeline. Quota = $2.0M added by Dec 31. Owner: Chris Bell.

    2

    PE PLAY · TEXAS

    Co-sell with Vista's portfolio.

    Target 9 logos. Quota = $1.4M. Owner: Marisol Ortega.

    3

    EXPANSION · NORTHEAST

    Land seat-add motion on top 30.

    Auto-trigger when MAU > 80% of license. Quota = $2.6M. Owner: Sara Mendelsohn.

    4

    FREEZE DISCOUNTS

    Cap at 10%. Hard stop above $250K.

    Owner: Devin Park. Effective Oct 1.

    5

    LIVE SCOREBOARD

    This deck stays open. Forecast updates every Friday at 4pm.

    Same link, same numbers, real time. falcon.example.com/q4

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