Based on: 390 deals, 809 leads, 5,862 email threads, 747 meetings
| Category | Count | Value | Status |
|---|---|---|---|
| Closed Won (All Time) | 218 | $4,221,456 | Baseline |
| Closed Lost (All Time) | 98 | $1,493,542 | 31% loss rate |
| Active Pipeline | 74 | $977,958 | Open opportunities |
| Overdue Deals | 55 | $749,732 | Past expected close date |
| Due by Feb 28 | 11 | $133,196 | Immediate action needed |
Nurture: 53 deals, $710K (stale - many 6+ months old)
Verbal Agreement: 11 deals, $154K (warm - close soon)
Qualification: 3 deals, $28K (early stage)
PO Received: 2 deals, $38K (ready to fulfill)
Quote Sent: 2 deals, $28K (awaiting response)
| Status | Count | Note |
|---|---|---|
| Customer Waiting | 7 | Need ZTAG response |
| ZTAG Responded | 13 | Ball in customer court |
| Deal | Amount | Stage | Action Owner |
|---|---|---|---|
| Attalla Elementary | $9,700 | Partner Relation | Kris - close TODAY |
| Donaldson Farms | $17,500 | Quote Sent | Carmee - follow up |
| BACR - Redwood Heights | $8,536 | PO Received | Charlie - process payment |
| IGNITE | $29,100 | Verbal Agreement | Carmee - get PO |
| Panama-Buena Vista USD | $19,400 | Verbal Agreement | Carmee - get PO |
| San Diego ISD | $10,630 | Quote Sent | Carmee - follow up |
| Napa Valley USD | $9,700 | Qualification | Kris - qualify/quote |
| Bridgeport Elementary | $9,700 | Qualification | Kris - qualify/quote |
| Camp Hertko Hollow | $8,730 | Qualification | Kris - qualify/quote |
Total closable this week: $123K
HOKALI ($9,700) - Intentionally on hold. HOKALI operates as an intermediary to 150+ schools. Pursuing this deal would establish a distributor relationship, conflicting with ZTAG's direct model. Per Feb 5, 2026 team discussion: "We basically just say no... ZTAG is here to support people directly."
| Ticket | Issue | Days Waiting |
|---|---|---|
| Fun On The Run - Legacy Swap | V3 upgrade process | 1 day |
| ZTAGGERS Battery Safety | Upgrade kit | 1 day |
| Banana Blast - Safety Kit | 46 msgs, ongoing | 2 days |
| ZEUS Device Issue | Client demo problem | 3 days |
| Discolored/Dirty Components | Hardware issue | 4 days |
| Credit Card Charge Query | Billing | 5 days |
| Training Rescheduling | Zoom training | 10 days |
Action: Tin prioritize responses, escalate 46-msg thread to Quan.
55 deals are past their expected close date. Many are 6-12 months overdue.
Triage into 3 buckets:
| Bucket | Criteria | Action |
|---|---|---|
| Revive | Responded in last 60 days | Fresh quote + direct outreach |
| Nurture | Silent 60-180 days | Move to long-term drip |
| Close Lost | Silent 180+ days | Mark lost, free up pipeline |
Top Revival Targets (recent activity):
| Deal | Amount | Last Activity | Blocker (Inferred) |
|---|---|---|---|
| IGNITE | $29,100 | Jan 27 | Awaiting internal approval |
| Riverbank Language Academy | $24,400 | Feb 12 | Quote recently sent |
| Panama-Buena Vista USD | $19,400 | - | Procurement process |
| Celebrity Cruise | $17,780 | Feb 11 | Corporate approval |
| University Place Elementary | $10,630 | - | - |
| LEARN LA - Cortada | $8,536 | - | Funding confirmation |
| BACR sites (4) | $34K | Feb 12 | Invoice processing |
Action: Carmee/Kris outreach with "anything I can help with?" message.
Many leads from Jan 21-22 batch (conference/event?). Current distribution:
Recommended Sequence:
| Deal | Amount | Status |
|---|---|---|
| VIK Projector Dome | $29,000 | Overdue Jan 17 - SHIP NOW |
| BACR - Redwood Heights | $8,536 | Process payment, ship |
| Action Distribution | $500 | Invoice sent, await payment |
Problem: 55 overdue deals clogging pipeline, obscuring real forecast.
Solution:
Weekly Pipeline Review (15 min):
1. Deals closing this week → direct action
2. Deals 30+ days overdue → outreach or reclassify
3. Deals 90+ days overdue → close lost or explicit revival
Problem: Quotes expire, customers go silent, awkward to re-engage.
Solution:
Problem: Champions can't close without VP approval (Victoria Morris pattern).
Deliverables needed:
Problem: Derrick Wesby (BACR) is buying his 7th unit but treated same as new lead.
Solution:
Policy: ZTAG sells direct to end users only. No resellers, no distributors, no commission arrangements.
Rationale: Many organizations approach ZTAG wanting to act as intermediaries—buying to resell to their member schools/sites. This dilutes the direct relationship that creates Playmakers.
How to identify:
Response: "We appreciate the interest! ZTAG works directly with each site to ensure the best experience. We're happy to connect with your individual schools/sites directly."
Current examples on hold:
| Metric | Current | Target |
|---|---|---|
| Deals closed this week | ? | 3-5 |
| Pipeline value closed this month | ? | $100K+ |
| Avg days quote → PO | ? | <45 days |
| Quote refresh rate | ? | Track |
| Metric | Current | Target |
|---|---|---|
| Tickets with customer waiting | 7 | <3 |
| Avg response time | ? | <24 hrs |
| Tickets per customer (avg) | ? | Track V2 vs V3 |
| Metric | Current | Target |
|---|---|---|
| Leads created this month | 92 | Track |
| Leads → Quote rate | ? | >20% |
| Quote → Close rate | ? | >30% |
| Document | Location | Status |
|---|---|---|
| MASTER_PLAN.md | reports/ | Complete - strategic vision |
| MASTER_PLAN_REALITY_CHECK.md | intelligence/ | Complete - validated with data |
| ZTAG_KNOWLEDGE_BASE.md | intelligence/ | Complete - company overview |
| Document | Location | Status |
|---|---|---|
| institutional_sales_machine.md | intelligence/ | Complete - sales sequence |
| gametruck_v3_campaign.md | intelligence/ | Complete - upgrade campaign |
| cmo_intelligence.md | reports/ | Complete - customer voice |
| Document | Location | Status |
|---|---|---|
| ACTION_PLAN_2026-02-15.md | intelligence/ | THIS DOCUMENT |
| Document | Purpose | Priority |
|---|---|---|
| VP Executive Summary | Help champions get approval | HIGH |
| Grant Alignment Guide | ELOP/Title I/ASES templates | HIGH |
| Network Multiplier Playbook | Derrick Wesby-type accounts | MEDIUM |
| Support Escalation Protocol | Handle chronic cases | MEDIUM |
| Quote Refresh Templates | Expired quote re-engagement | LOW |
| Area | Owner | Key Actions |
|---|---|---|
| Close deals due Feb 28 | Kris + Carmee | Direct outreach this week |
| Process POs | Charlie | Ship VIK Projector Dome NOW |
| Support queue | Tin | Clear customer-waiting tickets |
| Pipeline hygiene | Carmee | Triage 55 overdue deals |
| Lead nurture | Kris + Klansys | Work Jan 2026 batch |
| Strategic materials | Charlie (design) | VP Summary, Grant Guide |
This action plan will be updated weekly based on pipeline movement and new data.
Generated: 2026-02-15
Data sources: ai_corpus/deals.jsonl, ai_corpus/threads.jsonl, ai_corpus/leads.jsonl