Company scorecard · Jan 1 – Aug 7, 2026 vs same window 2025 · Source: Master Deals Worksheet
Sold For (revenue) YTD
$7.07M
+2.7% vs 2025
Collected (cash) YTD
$5.07M
+0.5% vs 2025
Deals closed
2,764
-5.6% vs 2025
Average deal
$2,559
+8.9% vs 2025
Realization (sold ÷ list)
89.6%
-2.4% vs 2025
Monthly sold-for — 2026 vs 2025
20252026
JanFebMarAprMayJunJulAug
August is partial (through Aug 7) in both years.
Department rollup — YTD
Department
Deals
Sold For
Collected
vs 2025
Buffalo AM
1,376
$3.70M
$2.80M
-6.0%
Ohio AM
186
$552,317
$302,530
+351.6%
Vegas AM
295
$796,651
$475,000
+27.7%
Account Coordinator
787
$1.38M
$1.01M
-5.3%
Misc
109
$563,243
$409,918
+10.5%
Total
2,753
$6.99M
$5.00M
+5.2%
Account Coordinators can function as AMs when making a sale. Ohio office opened Oct 2024. Total covers the five departments — house accounts, former reps and split-credit deals sit outside them, so it runs slightly below the company scorecard.
Who is selling what · Jan 1 – Aug 7, 2026 · sortable · pick a rep to drill in
Active reps YTD
53
sold ≥ $1 in 2026
Top seller
Jim Connolly
$949,058
New-customer deals
470
$1.49M
Upsells
541
$1.04M
Renewals (incl. early)
1,701
$4.50M
Who is selling what — YTD 2026 (click a column header to sort)
Rep
Dept
Deals
Sold For
Collected
New Cust
Upsells
Renewals
Early Ren
Front Trans
True NS
Avg Deal
Disc %
vs LY
Disc % = share of priced deals sold below list. Front Trans = former clients re-engaged via the front room (win-backs, counted as new customers). True NS = HubSpot-verified lost deals. "vs LY" compares the same Jan–Aug window.
Rep drill-down
View
New Customers
New business by lead type · Jan 1 – Aug 7, 2026 vs same window 2025
New-customer deals YTD
470
+0.2% vs 2025
New-customer revenue
$1.49M
+25.3% vs 2025
Front Transfers (win-backs)
198
$512,693 · former clients re-engaged
Inbound
152
$563,731
No Sales (new customers)
64
$165,563
Revenue by new-customer type — YTD
Front Transfer
$408K · 176
$513K · 198 deals
Inbound
$396K · 154
$564K · 152 deals
No Sale
$96K · 42
$166K · 64 deals
Intro
$189K · 66
$132K · 27 deals
Referral
$93K · 26
$108K · 24 deals
Cold Call
$8K · 5
$10K · 5 deals
20252026
Definitions
Front Transfer = a prior customer re-engaged by the front sales room and transferred to an Account Manager — a new-customer event (per processing-team definition). Ledger "Nosale" entries were verified row-by-row against HubSpot deal types (2025–26) and reclassified: most are Front Transfers; genuine lost deals stay as No Sale and appear on the Renewals page. Per Allison (8/19): Fronts count as Front Transfers by default; "AI Front" = Paid AI Front (its own paid lead type).
New customers by rep — YTD (top 25)
Rep
Dept
Front Transfer
Inbound
No Sale
Intro
New deals
New revenue
Cheryl Mullaney
Vegas AM
31 · $109K
15 · $40K
3 · $9K
0 · $0
57
$185,427
Armiko Stoner
Vegas AM
19 · $74K
11 · $48K
6 · $23K
0 · $0
37
$149,500
Mike Andrews
Buffalo AM
0 · $0
29 · $110K
1 · $525
6 · $36K
37
$148,175
Sarah Whitlatch
Ohio AM
17 · $50K
23 · $89K
1 · $3K
0 · $0
42
$144,589
Natalie Zinni
Ohio AM
16 · $34K
16 · $82K
3 · $8K
0 · $0
36
$126,869
Stephen Chenevert
Vegas AM
11 · $31K
16 · $46K
5 · $9K
0 · $0
33
$86,195
Mike Belmonte
Buffalo AM
1 · $3K
11 · $56K
3 · $8K
1 · $7K
16
$74,031
Roy Moreno
Ohio AM
18 · $52K
5 · $13K
2 · $4K
0 · $0
25
$69,248
David Reinhart
Ohio AM
18 · $52K
3 · $7K
1 · $2K
0 · $0
23
$65,520
Lacey Drager
Buffalo AM
0 · $0
6 · $25K
2 · $8K
1 · $3K
13
$60,434
Nick Bonaventura
Buffalo AM
29 · $48K
0 · $0
3 · $4K
0 · $0
32
$52,709
Scott Molloy
Misc
0 · $0
1 · $11K
0 · $0
1 · $13K
3
$34,840
Rileigh Mitchell
Buffalo AM
10 · $12K
4 · $9K
2 · $5K
2 · $7K
18
$32,936
Jameka Dobbs
Ohio AM
12 · $24K
3 · $8K
0 · $0
0 · $0
15
$32,099
Bryan Hartmayer
Misc
0 · $0
0 · $0
2 · $10K
3 · $20K
5
$29,552
Perry Davis
Buffalo AM
5 · $9K
0 · $0
5 · $16K
1 · $3K
12
$29,368
Tom Seitz
Account Coordinator
0 · $0
0 · $0
2 · $9K
2 · $13K
5
$27,560
Leonard Danilovich
Account Coordinator
0 · $0
0 · $0
2 · $4K
2 · $9K
6
$21,652
Gavin Greco
Buffalo AM
9 · $9K
0 · $0
6 · $8K
0 · $0
15
$17,636
Bry/Scott
Split Credit
0 · $0
0 · $0
1 · $14K
0 · $0
1
$13,500
Jim Kloppenborg
Account Coordinator
0 · $0
0 · $0
1 · $4K
0 · $0
3
$13,498
Darlene Walczak
Buffalo AM
0 · $0
2 · $6K
3 · $3K
1 · $499
6
$10,486
Ryan Okiec
Account Coordinator
0 · $0
0 · $0
0 · $0
0 · $0
2
$10,350
Lynn Dusen
Account Coordinator
0 · $0
0 · $0
2 · $3K
1 · $7K
3
$10,150
Michael Manhart
Buffalo AM
0 · $0
3 · $5K
1 · $2K
1 · $2K
5
$9,694
Total (all 37 reps)
198 · $513K
152 · $564K
64 · $166K
27 · $132K
470
$1.49M
Totals cover all reps, including those below the top 25 shown. New deals/revenue also include Referral, Cold Call and Paid AI Front.
Renewals
Renewal engine health · Jan 1 – Aug 7, 2026 vs same window 2025
Renewals closed YTD
1,701
-8.7% vs 2025
Renewal revenue
$4.50M
-2.2% vs 2025
Early renewals
51
$251,265 · closed >15 days before expiration
True No Sales
64
$204,048 lost list value · HubSpot-verified
Upsell-renewals
234
$779,866
Renewal performance by rep — YTD (top 30 by renewal $)
Rep
Dept
Renewals
Renewal Sold For
Early
Upsell-Ren
No Sales
Lost value
Jim Connolly
Buffalo AM
212
$831,212
16
35
1
$4K
Lacey Drager
Buffalo AM
220
$545,344
3
1
2
$8K
Michael Manhart
Buffalo AM
156
$383,338
6
67
1
$3K
Darlene Walczak
Buffalo AM
105
$270,657
5
11
3
$4K
Perry Davis
Buffalo AM
130
$248,904
6
64
5
$20K
Cheryl Mullaney
Vegas AM
110
$244,915
3
2
3
$13K
Mike Andrews
Buffalo AM
95
$224,005
1
1
1
$499
Mike Belmonte
Buffalo AM
72
$214,061
0
0
3
$8K
Scott Molloy
Misc
36
$207,801
3
2
0
$0
Bryan Hartmayer
Misc
36
$198,403
0
1
2
$9K
Leonard Danilovich
Account Coordinator
76
$180,851
2
1
2
$4K
Ryan Okiec
Account Coordinator
77
$140,838
1
2
0
$0
Lynn Dusen
Account Coordinator
76
$131,111
1
2
2
$5K
Jessica Woerner
Account Coordinator
46
$116,290
0
11
0
$0
Yasmin Santiago
Account Coordinator
30
$80,134
0
1
0
$0
Sarah Whitlatch
Ohio AM
26
$71,925
1
1
1
$4K
Tom Seitz
Account Coordinator
46
$68,350
1
0
2
$10K
James Perry
Account Coordinator
34
$49,025
2
21
0
$0
Rileigh Mitchell
Buffalo AM
25
$47,201
0
1
2
$5K
Chris Ferrari
Account Coordinator
22
$44,162
0
3
0
$0
Allison Marranca
Misc
2
$43,500
0
0
1
$549
Armiko Stoner
Vegas AM
10
$32,450
0
1
6
$24K
Shane McNamara
Account Coordinator
7
$24,690
0
2
0
$0
Roy Moreno
Ohio AM
8
$18,450
0
0
2
$9K
Stew/Scott
Split Credit
1
$17,500
0
0
0
$0
Austin Ford
Account Coordinator
15
$17,288
0
1
2
$6K
Sarah Cooper
Ohio AM
2
$14,097
0
1
0
$0
Damone Brown
Account Coordinator
4
$12,025
0
0
1
$1K
Nick Bonaventura
Buffalo AM
5
$6,798
0
0
3
$6K
Jim Kloppenborg
Account Coordinator
5
$6,000
0
1
1
$7K
Total (all 42 reps)
1,701
$4.50M
51
234
64
$204K
Renewals = Renewal + Early Renewal + Upsell Renew. No Sales here are HubSpot-verified genuine lost deals — former-client callbacks (Front Transfers) have been reclassified to the New Customers page.
Context worth knowing
Annual client retention runs ~55%. Of 194 companies that bought Intro/Front packages in 2025, only 28 renewed in 2026 — 79% never returned. Early renewals are up strongly ($251K vs $145K LY). Expiration dates only exist on 2024+ rows, so early-renewal detection starts there.
Services
What services are being sold · Jan 1 – Aug 7, 2026 vs same window 2025
GEO-attached revenue
$2.39M
+136.9% vs 2025
GEO deals
586
vs 297 in 2025
Yext-attached revenue
$2.78M
+28.5% vs 2025
SEO-attached revenue
$4.71M
+1.4% vs 2025
Revenue with service attached — YTD 2026 vs 2025
SEO
$4,643K · 1560 deals
$4,708K · 1432 deals
HOST
$3,232K · 1192 deals
$3,157K · 1119 deals
YEXT
$2,162K · 553 deals
$2,778K · 720 deals
GEO
$1,011K · 297 deals
$2,394K · 586 deals
PPC
$670K · 152 deals
$721K · 152 deals
BLOG
$516K · 99 deals
$736K · 155 deals
ADVOPT
$0 · 0 deals
$628K · 205 deals
SMM
$495K · 99 deals
$392K · 77 deals
CONTENT
$289K · 107 deals
$107K · 42 deals
20252026
A deal with multiple services counts toward each service.
GEO attach rate by rep — YTD (reps with 40+ deals) · proposed floor: 30%
Armiko Stoner
69% (33/48)
Sarah Whitlatch
56% (40/71)
Cheryl Mullaney
44% (93/210)
Jim Connolly
32% (78/244)
Jessica Woerner
21% (14/67)
Mike Belmonte
20% (19/93)
Perry Davis
20% (39/191)
Michael Manhart
20% (44/218)
Mike Andrews
20% (29/148)
Bryan Hartmayer
16% (7/45)
Yasmin Santiago
15% (7/48)
Darlene Walczak
12% (15/125)
Ryan Okiec
10% (12/118)
Scott Molloy
10% (5/50)
Lynn Dusen
8% (7/87)
Lacey Drager
7% (19/256)
Austin Ford
6% (3/50)
James Perry
5% (3/59)
Leonard Danilovich
5% (6/122)
Jim Kloppenborg
5% (2/44)
Rileigh Mitchell
2% (1/47)
Tom Seitz
0% (0/67)
Green = at or above the proposed 30% floor. GEO is the growth engine: +137% YoY attached revenue.
Discounts
Discounting & price realization · Jan 1 – Aug 7, 2026 vs same window 2025
Realization (sold ÷ list)
89.6%
-2.4% vs 2025 (92.0%)
Discounts given YTD
$1.06M
across 1,099 discounted deals
Deals discounted
1,099
41% of priced deals
Full-price deals
1,602
sold at or above list
Cost of the slide
$186,486
vs holding 2025 realization
Discounting by rep — YTD (reps with 20+ priced deals, sorted by $ given)
Rep
Dept
Priced deals
Discounted
Disc rate
$ off list
Realization
Cheryl Mullaney
Vegas AM
207
100
48%
$135,346
80.2%
Jim Connolly
Buffalo AM
232
98
42%
$112,601
96.3%
Mike Andrews
Buffalo AM
145
61
42%
$94,327
82.9%
Sarah Whitlatch
Ohio AM
70
52
74%
$85,520
72.5%
Roy Moreno
Ohio AM
35
30
86%
$64,190
58.3%
Michael Manhart
Buffalo AM
211
99
47%
$58,182
95.6%
Perry Davis
Buffalo AM
187
106
57%
$51,561
88.6%
Stephen Chenevert
Vegas AM
37
28
76%
$50,922
65.0%
Natalie Zinni
Ohio AM
37
28
76%
$41,974
75.7%
Lacey Drager
Buffalo AM
252
90
36%
$39,771
97.8%
David Reinhart
Ohio AM
23
22
96%
$36,154
64.4%
Scott Molloy
Misc
49
17
35%
$31,445
91.2%
Armiko Stoner
Vegas AM
48
20
42%
$29,614
87.5%
Darlene Walczak
Buffalo AM
122
43
35%
$25,079
94.5%
Bryan Hartmayer
Misc
41
16
39%
$22,613
94.9%
Jim Kloppenborg
Account Coordinator
44
25
57%
$20,475
72.6%
Nick Bonaventura
Buffalo AM
35
23
66%
$18,211
76.8%
Damone Brown
Account Coordinator
30
26
87%
$15,161
68.2%
Austin Ford
Account Coordinator
49
25
51%
$13,508
83.0%
Yasmin Santiago
Account Coordinator
46
11
24%
$13,505
91.1%
Leonard Danilovich
Account Coordinator
121
23
19%
$13,173
97.8%
Mike Belmonte
Buffalo AM
92
22
24%
$12,542
96.8%
Rileigh Mitchell
Buffalo AM
47
18
38%
$9,485
89.9%
Ryan Okiec
Account Coordinator
116
10
9%
$8,706
107.3%
Tom Seitz
Account Coordinator
66
22
33%
$8,622
93.6%
James Perry
Account Coordinator
58
11
19%
$7,647
94.2%
Jessica Woerner
Account Coordinator
65
7
11%
$3,508
98.0%
Chris Ferrari
Account Coordinator
30
4
13%
$2,747
96.0%
Lynn Dusen
Account Coordinator
85
6
7%
$1,856
102.8%
Kyle Rosenthal
Account Coordinator
35
6
17%
$1,380
100.4%
Total / weighted avg (30 reps)
2,615
1,049
40%
$1.03M
89.6%
Discounted = sold below 98% of list (deal value). Green realization ≥ 91.5% (2025 level); red < 87%. Proposed guardrail: set a deliberate discount floor — the 2.8-point company slide costs ~$220K/yr.