What Arkiv found — and what it's still asking

The buyer will not commit to September until an unstarted security review is complete.

HubSpot says Negotiation, but Hooli says the security questionnaire is still unassigned and the review has not begun.

The buyer says procurement will not discuss commercial terms until security signs off.

The CTO ended procurement in June and the rep confirmed the deal was dead two days later; HubSpot still says Negotiation.

The customer agreed to $55k for year one, while HubSpot was later raised to $110k without buyer support.

Laurie accepted the $95k scope and said she would sign after the operations review.

HubSpot still assigns the deal to Grant Pelley even though he left Pied Piper in May; RevOps has not found a replacement.

Nucleus is a subsidiary, but it owns a separate budget, procurement process and opportunity.

Legal still has two redlines open and the buyer's realistic signature target is September 26.

The CRM company is Homicide, while the buyer and calendar identify Stallion Media Group as the team operating the platform.

The July 21 questionnaire kickoff has no Fathom transcript. The only account of what happened there is a rep's recap in Slack three weeks later — whatever was actually decided in the room is invisible to the CRM.

RevOps mandated the new stage in a single #revops post on June 8 with no migration for deals already in flight. FGI moved straight from Proposal to Negotiation a month later, skipping the stage entirely, even though the account's own security contact says the deal is nowhere near commercial terms.

The $110k figure in HubSpot traces back to a rep posting a hoped-for upsell in #deals — 'pretty sure Duncan will go for the multi-region add-on' — with no customer conversation behind it. Pricing decisions here happen in Slack, not in a reviewed call.

Grant Pelley's farewell message described his deals as 'documented in the CRM (mostly)' and named no successor. Three months later RevOps was still asking who owned Bream-Hall in the open channel.

Priya asked for a hygiene pass on July 1, named Bream-Hall's orphaned ownership directly on August 3, and repeated the general reminder on August 28. HubSpot still lists Grant Pelley, who left in May, as the owner. The process exists; nothing enforces it.

The customer supplied an AP route and the deal was marked won, but no Stripe invoice is linked to Maleant.

Procurement was clear before the order form went out, and the rep later recorded the countersignature in Slack.

The original deal closed lost during the audit freeze; a new fund later reopened the same scope with the same contacts.

When Coleman Blair's new fund came back with the same scope and the same contacts, the rep opened a new opportunity instead of reopening the one closed lost in April — the losing record stays intact and the new pipeline starts clean.

The technical evaluation passed, but Kira left on June 20 and nobody with budget ownership replaced her.

Ahead of the September forecast review, leadership set an explicit bar: a deal only counts in commit if its evidence supports the stage it sits in, not the stage alone. This is the principle Arkiv's reconciliation applies mechanically.