The 2027 Plan
Western Pennsylvania & all of West Virginia
Account Executive, Convergint
$2.0M in gross margin is the floor; I pace to $2.2M
Every deal size in this plan is gross sales. Margin is gross × 40%.
Western PA, Harrisburg west to the Ohio line, and all of West Virginia.
Access control, video, intrusion, advanced threat detection, SOCs and security communications, with service.
Most of the $2.0M has to be net-new
I size every target to the low end of the base ($200K GM), so each target holds across the whole $200K–$300K range.
At a $50K average, the math breaks
That is 150–170 a year above the top of my manual capacity.
The plan depends on the mix, not on more deer.
Hunt bigger animals; use rabbits only to open doors
Sell one lifecycle program across every building in a district, every plant on a campus, every site in a system.
Motorola / Avigilon Lifecycle Management where aligned; otherwise Security Service Agreements: Essentials, Advanced, Premier.
Pair a head-end or recorder replacement with the agreement that keeps it current.
A floor, a plan of record, and an upside
- Net-new deals
- 39
- Net-new gross / GM
- $4.5M / $1.8M
- Total GM with base
- $2.0M–$2.1M
- First-time appointments
- 156/yr · 3.25/wk
- Headroom to 190 capacity
- 34
- Net-new deals
- 41
- Net-new gross / GM
- $5.0M / $2.0M
- Total GM with base
- $2.2M–$2.3M
- First-time appointments
- 164/yr · ≈3.4/wk
- Headroom to 190 capacity
- 26
- Net-new deals
- 32
- Net-new gross / GM
- $5.5M / $2.2M
- Total GM with base
- $2.4M–$2.5M
- First-time appointments
- 128/yr · ≈2.7/wk
- Headroom to 190 capacity
- 62
I pace to GOAL: $2.2M, 41 deals, ≈3.4 a week
Built on 3 elephants, 8 moose and 30 deer. The whale is assumed to land in 2028.
164 first-time appointments a year, 26 below the 190 top of my manual range.
Pacing to GOAL leaves an 8-appointment (5%) cushion above MIN if conversion runs low. Below 3.25 a week on a rolling 4-week average is behind plan.
If a whale is in late-stage pipeline by the end of Q1 2027, the deer pace can drop by 10. If it slips to 2028, the other 31 STRETCH deals still bring $4.5M gross, $1.8M GM: exactly the MIN net-new need.
All three targets fit inside my manual capacity
My outreach system adds volume later as a buffer. It is not required at 1 in 4.
A weekly rhythm built to hold ≈3.4 a week
My outreach system builds next week’s cohort, verified contacts and drafted emails
Send all day 0, 7, 14 and 21 emails
Day 3 LinkedIn notes
FedEx run for the week’s day 10–12 packages
Day 14 calls, scripts open
Drop-ins on one cluster, paired with existing-customer visits
Log and review the numbers
Monthly: first-time appointments vs pace, close rate by deal size, deal mix. Quarterly: re-run the math with logged numbers.
If only 2 in 10 close instead of 1 in 4
| Deals | 1 in 4 | 2 in 10 | 2 in 10 / wk | vs 190 | |
|---|---|---|---|---|---|
| MIN | 39 | 156 | 195 | 4.06 | +5 over |
| GOAL | 41 | 164 | 205 | 4.27 | +15 over |
| STRETCH | 32 | 128 | 160 | 3.33 | Fits (30 under) |
The plan depends on the mix, not more deer. The whale-led STRETCH mix still fits at 2 in 10.
Log first-time appointments, close rate by deal size and deal size; reset after 8 weeks and re-run at the end of Q1 2027.
My outreach system adds volume once the messaging is proven: upside, not a requirement.
Expansion above the $500K–$750K gross base is tracked separately and adds on top.
Below 3.25 a week on a rolling 4-week average flags it within the month.
A plan built on bigger deals, measured every week
GM floor, pacing to $2.2M GOAL, with $2.4M upside if a whale lands
net-new deals built on elephants, moose and deer; rabbits only open doors
first-time appointments a week, inside my 80–190 a year manual capacity
pace checks, with the math re-run every quarter on logged numbers
downside: mix up, run on real rates, outreach system as the buffer