PPavionExecutive Cockpit
Daily Briefing● Live · governed data

Thursday, June 18, 2026

Today's focus: Growth — cut-or-commit the stuck pursuits. The day's plan leads; the rest of the week follows.

Cash target
$18.6M
Profit target
+$32.8M
Live market
Pulling live materials, commodities & rates…

Your daily value-creation plan, cash-first — every goal sized and owned. Check goals off to feed the bridge; open ▸ play & evidence on any card for the steps and the numbers.

Revenue YTD
$785M
▲ 18% vs last year
Blended GM
33.5%
gross margin
EBITDA margin
14.8%
$116M profit
Open AR
$116.1M
54d to collect
Stuck proposals
2
$18.7M deciding
Pipeline
$1.24B
incl. $248M cross-sell

The week ahead · CEO value-creation plan

Themed cash-first · grounded in Pavion's governed data · enterprise value at 10× profit (assumption)

Cash to unlock · collections
$12.9M
+$1.3M/yr carry saved
Profit · margin & integration
+$32.8M
≈ $328M enterprise value
Cash out · supplier terms
$5.7M
modeled, paying to terms
Growth · cross-sell at stake
$248M
$62M weighted (25% won)
Value-creation bridge · this week
$0M captured of $51.4M target · 0%

Target this week: $18.6M cash + +$32.8M profit (≈ $328M enterprise value). Captured rises as goals are checked off below.

Thursday scorecard · today
0/3 achieved · 0%

The week, day by day

Decide this week — win it or kill it: Oracle multi-region data-center security + monitoring, $12.5M
Multi-region data-center security + monitoring · Proposal @ 60% · came from an Oracle cloud-expansion signal · largest active pursuit.
Profit+$4.2MEV+$42MWeighted$7.5M~ modeled
🎯 Target: Pick one this week — COMMIT: customer-confirmed next step + dated close plan + exec sponsor; or KILL: stand the team down. "Keep waiting" is not an option.
⏱ Why now: It is the largest active proposal and signal-backed; a decision either lands the deal or frees the design team for winnable work.
👤 Owner: CRO · Oracle account team
Decide this week — win it or kill it: Kaiser nurse-call + monitoring refresh, $6.2M
Healthcare integration refresh · Proposal @ 50% · Kaiser flagged medium churn risk · part of a $12.9M account.
Profit+$2.1MEV+$21MWeighted$3.1M~ modeled
🎯 Target: Pick one this week — COMMIT or KILL, with a dated next step either way.
⏱ Why now: Kaiser is a medium-churn account; a clear decision protects the relationship and the larger book behind it.
👤 Owner: CRO · Kaiser account team
Launch the cross-sell play on the $248M of single-service accounts
Customers who buy one of fire, security, AV or monitoring but not the others · win a quarter of it = $62M of revenue, about $20.8M of gross profit.
Opportunity$248MWeighted$62M~ modeled
🎯 Target: Name the top 20 single-service accounts and assign each a second-service play by Friday.
⏱ Why now: The warmest demand Pavion has — accounts that already trust us, usually no competitive bid. This is the durable growth engine.
👤 Owner: CRO · business-unit leaders

Signals to watch

Leading indicators · one number, the action it implies

🏢 Customer 360
Top 10 = 13.5% of revenue

FedEx alone is $18.6M (2.4%). Concentration is low — defend the top accounts and widen the next tier.

🔁 Recurring Revenue
40% recurring vs 45% target

Integration installs without monitoring. Attach it to convert one-time work into income that recurs — and lift the mix toward target.

⏱ Sales Velocity
Proposals are the slowest stage

$12.5M (Oracle) and $6.2M (Kaiser) are sitting in Proposal. Enforce dated next steps before they age out.

🔧 Service Capacity
71% technician productive time

7 points of idle field capacity against the 78% target. Fill it before hiring — every billable hour drops to margin.