AI Specialist View

Monday Morning Deal Walkthrough

Weekly Pipeline Review — AE Intelligence V2
⏱ ~10-15 min per specialist 📅 Every Monday
The Rule

This is not a detailed opportunity review. You are showing you know your deals, your numbers are current, and you have a plan. Be ready to talk to every deal on your board. Keep it tight.

★
The Standard
DG · DP · DE

Your job as an AI Specialist is three things:

DG
Demand Generation
Build pipeline. Always be filling the top of funnel. If you don’t have 5× pipeline, you’re behind.
DP
Deal Progression
Every deal moves forward every week. No stale deals. If it hasn’t moved, explain why and what’s next.
DE
Deal Execution
Close business. Execute the MEP. Hit your milestones. Win the deal.
Pipeline 5×
Your pipeline should be 5× your budget at all times. If your number is €1M, you need €5M in pipeline. No exceptions. If you’re below 5×, your #1 priority is demand generation.
Linearity
Deals close linearly throughout the quarter, not in a Week 13 fire drill. If 80% of your closes are in the last two weeks, you’re not managing your pipeline — it’s managing you.
WHAT TO SAY

“My pipeline is [X]× my budget. I expect to close [Y] this month toward linear attainment. Here’s what’s progressing this week…”

1
Set the Quarter & Know Your Numbers
ai-specialist.html
AI Specialist View ▸ Your Name (auto-selected) ▸ CQ ▸ Forecast

Open the AI Specialist view. The dashboard defaults to you on login. Make sure the period tab (top right) is set to CQ (Current Quarter) so you’re looking at what matters right now. The view defaults to Forecast — you also have Progression and Changes available.

Before you start talking deals, understand the two value toggles in the filter row:

Currency Selector
CRM AI ACV (€) — the value from the CRM (Thor). In Euros. This is the “official” number.
User AI ACV (€) — your own call on the AI value, in Euros.
User AI ACV ($) — your own call on the AI value, in US Dollars.
The CRM value is what Thor says. Your value is what you believe the AI piece is worth. When there’s a gap, be ready to explain why.
Close Date Toggle
CRM Close Date — the close date from Thor. What the AE has committed to.
User Close Date — your own close date. When you believe it will actually close.
If your close date differs from the CRM date, you need to know why. Either the AE is wrong or you are — either way, have the conversation.
▸ See it in the Dashboard
Forecast
Progression
Changes
Q1
CQ
Q3
Q4
FY
A
Set to CQ
Sort by:
CRM Close Date
User Close Date
B
Currency selector
C
Close date toggle
2
Budget Position
KPI Grid + Budget Bars

Start by sharing where you stand. Two areas to reference:

KPI Grid (8 boxes across the top):

Closed/Won
What you've booked
AI Spec — In
In Call pipeline
AI Spec — Cover
Cover pipeline
AI Spec — Out
Not in call

Budget Progress Bars (below the KPI grid):

  • Left bar: Closed vs Budget — how much you've won against your number
  • Right bar: AI Spec In Call vs Budget — your In Call pipeline coverage
What to say

"My budget is [X]. I've closed [Y]. I have [Z] In Call. That puts me at [%] coverage. My gap is [Go Get amount]."

▸ See it in the Dashboard
Total Pipeline
€2.4M
12 deals
Closed/Won
€380K
2 deals
AI Spec — In
€890K
4 deals
AI Spec — Cover
€640K
3 deals
AI Spec — Out
€490K
3 deals
Commit
€520K
3 deals
Upside
€370K
2 deals
Pipeline
€1.1M
5 deals
A
Your In Call total
Closed vs Budget
€380K / €1.2M
AI Spec In Call vs Budget
€890K / €1.2M
B
In Call coverage bar
3
In Call Deals (Above the Line)
Forecast Table — In Section

The forecast table groups deals into three sections with colored headers:

  • In — deals you've called (above the line)
  • Cover — pipeline coverage
  • Out — not in your call

Start with the In section. Walk through each deal. The table columns are:

Opp # Customer Stage AE JH AI Call CAT Deal Type CRM AI € User AI € User AI $ Other AI Health

Columns marked with ✎ are inline-editable — you can update JH call, AI call, Category, and Deal Type directly in the table.

For each In deal, be ready to state:

  • What the deal is (customer + value)
  • Close date — is it realistic?
  • Health — any concerns?
  • What's happening this week to move it forward
▸ See it in the Dashboard
Opp # Customer Stage AE JH AI Call CAT CRM AI € Health
IN
4 deals • €890K
10485 Acme Manufacturing 90 J. Smith IN IN Commit €320K
10512 Global Logistics Corp 60 M. Chen IN IN Commit €275K
COVER
3 deals • €640K
10398 Nordic Energy AB 30 L. Berg COVER COVER Upside €290K
A
In section — walk these first
B
Cover section — what moves up?
✎
Click to edit inline
4
Cover Deals (Below the Line)
Forecast Table — Cover Section

Scroll to the Cover section. For each deal:

  • What needs to happen to move this deal to In?
  • What's the next milestone or event?
  • What's blocking it?
What to say

"Here are my Cover deals and what I'm doing to get them above the line. [Deal X] needs [specific action] before I can call it In. I expect that by [date]."

5
Click Into a Deal (Detail Panel)
Expandable Row — Inline

Click any deal row to expand the detail panel inline — no page navigation needed. Use this to show you know your deals. The panel has four sections:

Row 1 — Quick Links

Links to the full opportunity page: Overview SPICED Team MEP Contacts Financials Interactions Log. Plus the DAR status badge and a Nudge AE email button.

Row 2 — Three Flip Cards

Each card has multiple pages — navigate with ❮ Prev and Next ❯ buttons.

Card 1
Page 1: What is the Opportunity Page 2: Who is the Account Both editable
Card 2 — SPICED
Page 1: Summary (S-P-I-C-E-D grid) Pages 2-7: Individual dimensions Score + notes per dimension
Card 3
Page 1: AI Product Breakdown Page 2: Key Contacts Page 3: Team

SPICED dimensions (scored in each deal):

S — Situation P — Pain I — Impact C — Critical Event E — Event D — Decision
Row 3 — MEP Progress

Chevron timeline showing all MEP steps, sorted by planned date. Click any chevron to expand step details.

Discovery
Alignment
Demo / BC
Proposal
Close
Completed Scheduled TBS Overdue
Row 4 — Risk & Help Needed

Two editable fields: Risk and Help Needed. Each has a flag checkbox to escalate to leadership. Fill these in before the call.

▸ See it in the Dashboard
📋 Overview 🎯 SPICED 👥 Team 📊 MEP 📇 Contacts 💰 Financials 📝 Interactions Log DAR: Approved
What is the Opportunity
❮ PrevNext ❯
Customer is looking to implement Loops for their supply chain planning...
A
SPICED Summary
❮ PrevNext ❯
S
Situation78
P
Pain85
I
Impact52
C
Critical Event70
E
Event30
D
Decision55
AVERAGE62
B
AI Product Breakdown
❮ PrevNext ❯
ProductCRM €AI AE €
LOOPS€280K€320K
Total€280K€320K
C
MEP Progress
Discovery
Mar 15
Alignment
Apr 2
Demo / BC
May 19
Proposal
—
Close
—
D
Click any chevron for details
Risk
Flag risk
Help Needed
Flag help needed
E
Fill these in before the call
6
Quick Look at Q3
Period Tabs → Q3

Click Q3 in the period tabs (top right). Quick scan:

  • What's building for next quarter?
  • Any deals that could pull in to Q2?
  • Any early-stage opportunities needing attention?

This is a 2-minute scan, not a deep dive. Switch back to Q2 when done.

7
Am I Ready? (Pre-Meeting Checklist)

Before the Monday call, run through this checklist. If you can check every box, you're ready.

AE Intelligence V2 — Monday Walkthrough Guide — May 2026