Q3 FY26 — Command Center
Last refreshed 4 min ago · 14 sources · AI summary live
YTD
Q1
Q2
Q3
QTD
Marketing-Sourced Pipeline
$42.8Mqualified
Target $36.5M117%
Marketing-Influenced ARR
$18.4Mclosed-won
Target $20M92%
Top-50 Account Penetration
68%in active eval
Target 80%85%
CAC Payback
14.2months
Target 18 moon track
Pipeline Created — Trailing 12 Weeks payer + provider
Weekly bookings of MQA-qualified pipeline by segment.
Payer · $4.8M last wk
Provider · $3.2M last wk
Pipeline by Source QTD
% of marketing-sourced pipeline.
ABM — Top 50 Payers$14.2M33%
Analyst-Sourced$9.8M23%
Field Events (HLTH, AHIP)$7.4M17%
Content / SEO$6.1M14%
Partner / Channel$5.3M12%
Demand Funnel QTD vs Q2
Stage-to-stage conversion. Stages defined in MOps SLA v3.
Visitors
142,800
—
Identified Accts
8,920
6.2%
MQL
2,140
24%
MQA
487
23%
SAL → SQL
218
45%
Closed Won
31
14%
Top Programs by influenced pipeline
Active campaigns and the pipeline they're moving.
"Real-Time PA" Payer ABM Wave 4
ABM · LinkedIn + Direct + AE
$11.4M
7.2× ROI
Live
CMS-0057-F Compliance Webinar Series
Webinar · 3-part
$6.8M
12.1× ROI
Live
AHIP 2026 — Booth + 22 Hosted Mtgs
Field event
$4.2M
3.8× ROI
Live
Cohere Validate — Provider Launch
Multi-channel · Wk 6
$3.1M
2.9× ROI
Test
"Episode Auth" Thought Leadership
Content + Earned
$2.4M
5.6× ROI
Live
Stop-Loss Carrier Direct Mail
DM + Outbound
$0.9M
1.2× ROI
Paused
Top 10 Target Accounts — Engagement Heat named ABM list
Pipeline-weighted. Stage = current opportunity. Heat = 30-day engagement vs ICP baseline.
| Account | Segment | Stage | ARR Pot. | Engagement | Last Touch |
|---|---|---|---|---|---|
| ELElevance Health | National Payer | Closing | $8.2M | Hot · 92 | 2h ago |
| HMHumana | National Payer | Proposal | $6.8M | Hot · 87 | 4h ago |
| BCBCBS Michigan | Blues | Eval | $4.1M | Hot · 81 | Today |
| CNCentene | Medicaid | Eval | $5.4M | Warm · 64 | Yesterday |
| UHUnitedHealth (OptumRx) | National Payer | Discovery | $12.0M | Warm · 58 | 2d ago |
| ASAscension | IDN Provider | Eval | $3.6M | Warm · 56 | 3d ago |
| HCHighmark | Blues | Proposal | $2.9M | Warm · 52 | 3d ago |
| ATAetna (CVS) | National Payer | Discovery | $7.2M | Cold · 34 | 9d ago |
| KPKaiser Permanente | Integrated | Discovery | $5.8M | Cold · 28 | 14d ago |
| BCBCBS Florida | Blues | Eval | $3.0M | Warm · 49 | 5d ago |
Analyst Coverage prior auth & UM
Current ratings and engagement status across key analyst firms.
KLAS Research
Best in KLAS · 2026 PA category · briefing 6/12
Gartner
Hype Cycle for U.S. Healthcare Payers · briefing 5/22
Chilmark Research
UM Market Trends Report · interview scheduled
Forrester
Payer Tech Wave Q4 · pitch declined, retry Q1
Frost & Sullivan
Best Practices Award · award delivered
AI Insights live
What changed in the last 7 days — generated from pipeline + product + signal data.
▲ Tailwind — CMS-0057-F enforcement deadline (1/1/2027) is driving a 3.4× lift in webinar opt-ins from Blues plans. Recommend doubling content cadence and adding an exec-level briefing track.
⚠ Watch — Aetna engagement has decayed 41% over 30 days. Three contacts churned. Recommend re-mapping the buying group and re-introducing via the new CMO who joined 4/14.
◆ Signal — Competitor Itiliti raised $35M on 4/22; positioning shifting toward "real-time decisioning." Consider accelerating the Cohere Decision launch by 3 weeks to hold category language.
◇ Opportunity — Stop-loss carrier search volume on "AI clinical validation" is up 6.1× YoY. Underweighted segment in our spend; suggest small-cap ABM pilot in Q4.
Budget Pacing Q3
$4.2M Q3 budget · 67% deployed.
Demand Gen$1.42M / 1.6M
Field & Events$0.78M / 1.1M
Brand & PR$0.34M / 0.5M
Product Marketing$0.21M / 0.4M
MarTech / Ops$0.08M / 0.2M
Sales-Marketing Alignment last 30d
Lead acceptance and follow-up SLA between MOps and AEs.
MQA Acceptance Rate91%
SLA < 24h Follow-up78%
Joint ABM Account Plans34 / 50
Field-Marketing NPS+42
This Week's Asks action queue
Decisions waiting on the VP.
Approve $180K AHIP 2026 booth upgrade
Owner: Rachel · Due Tuesday
Sign off on Cohere Decision launch deck v4
Owner: Daniel · Due Wednesday
Pick KLAS briefing date (3 options)
Owner: Sara · Due Friday
Hire decision: Sr ABM Manager (3 finalists)
Owner: People Ops · Due 5/12
Demo Marketing Command Center · built for John Gaines · all numbers fictional · johngaines.barnettlabs.tech