On this pageFunnel Forecast Win / loss Top deals

Sales & Order-Book 360

The front of the order book — order pipeline by stage (retail, OEM, industrial & export), forecast vs plan, win/loss, and the deals that decide the quarter.

Valvoline Cummins Private Limited · FY25 (Apr'24–Mar'25, audited)

Leading MNC / private aftermarket lubricants brand in India — single-digit share, premiumising

500 employees · 1 plant + regional DCs · 6 export markets

▲ Executive read· the answer, then the moves

Q3 FY26 commit ₹520 Cr sits ₹80 Cr below the ₹600 Cr plan — ₹140 Cr of best-case upside must convert to make the number. Coverage is 0.7x on ₹400 Cr of pipeline; the call is winnable but only if the at-risk upside is forced to close.

3 of 3 headline metrics improving vs prior · still off target: Primary Sales & Order Intake ₹2,450 Cr vs ₹2,600 Cr, OEM & Industrial Order Book ₹520 Cr vs ₹640 Cr

Do now — ranked by urgency

1
Convert ₹140 Cr of best-case upside to close the ₹80 Cr plan gapAct now
Why it matters
Commit ₹520 Cr is ₹80 Cr short of the ₹600 Cr Q3 FY26 plan — the gap that decides whether the quarter lands.
What's driving it
Q3 FY26 commit ₹520 Cr vs ₹600 Cr plan
₹140 Cr best-case upside above commit
FYI
Pipeline ₹400 Cr (0.7x coverage), ₹168 Cr weighted
Owner: CRO
Open forecast →
2
Attack the top loss reason: Base-oil-driven price vs OMCs (Servo / MAK) (₹130 Cr lost)Watch
Why it matters
₹-win-rate is 67% (₹590 Cr won vs ₹290 Cr lost); Base-oil-driven price vs OMCs (Servo / MAK) is the single largest leak at ₹130 Cr.
What's driving it
₹-win-rate 67%
Top loss Base-oil-driven price vs OMCs (Servo / MAK) ₹130 Cr across 48 deals
FYI
Top win driver: Cummins OEM endorsement (Premium Blue) ₹260 Cr
Tighten discount discipline via Order & Tender 360
Discount discipline →
3
₹22 Cr of programs at risk — Q3 FY26Watch
Why it matters
Each lost contract is premium & synthetic revenue that won't repeat.
What's driving it
renewal window Q3 FY26
Signal: Order-book risk
FYI
Of ₹180 Cr of programs up for renewal in Q3 FY26, ₹22 Cr is at risk of non-repeat.
Owner: Head — Sales & Distribution
Act →▤ open the at-risk programs
4
₹30 Cr of programs at risk — Q4 FY26Watch
Why it matters
Each lost contract is premium & synthetic revenue that won't repeat.
What's driving it
renewal window Q4 FY26
Signal: Order-book risk
FYI
Of ₹210 Cr of programs up for renewal in Q4 FY26, ₹30 Cr is at risk of non-repeat.
Owner: Head — Sales & Distribution
Act →▤ open the at-risk programs

📈 Distribution reach & channelStep 1 of 6 · order book, distributor & OEM orders & forecastCustomer 360 ▶All journeys

🌐 Enterprise 360 modules· on Sales & Order-Book 360Browse all 31 views ▾

✅ Todayyour decision queue 📨 Activity & Digestaudit trail · @mentions 🧭 360 Directoryall views by persona 🗺 Guided Journeyspersona flows · step-by-step 🛰 Control Towercommand center 🎯 Strategy & Goals4 pillars · OKRs 💎 Value Creation Planshareholder value · valuation 🤖 AI Agentsrecommend & act 🌐 Enterprise 360the consolidated pane 📈 Sales & Order-Book 360funnel · forecast 🛰 Market & Industry Intelsignals · growth initiatives 🏛 Company Hierarchyorg · segments · entities 🗂 Org Roll-up 360region · segment · site 📍 Plant & Network 360Ambernath plant · DCs · network 👥 Customer 360customer accounts · cross-segment 🧩 Customer Mastergolden record · MDM 🧾 Order / Tender 360orders by channel 🔄 Order-to-Cash 360order-to-cash cycle 🔁 Premium & Programs 360premium book · OEM programs 🔧 Project / Job 360delivery · job margin 👷 Workforce 360plant workforce · utilization 🏷 Products & Brands 360brands · margin journey 🧩 Integration & Programs 360PMO · workstreams · go-live 🤝 Growth & Capex 360initiatives · capex · ROI 🚪 Shareholder Valuereturns · QoE · EV bridge 🚚 Base-oil & Supply 360base oil · spend · risk 💰 Finance 360P&L · segments 💵 Cash 360DSO · AR · treasury 🧬 Ontology & Meshlogical layer · data products ▤ Evidencedrill-to-record · export 🩺 Data Healthfreshness · lineage

↗ Where this connects — act / drill across

👥Customer 360· whose accounts the deals sit in 🧾Order / Tender 360· the quotes behind the funnel 🛰Market & Industry Intel· signals driving the pipeline 💰Finance 360· forecast vs plan

● LiveBuilt forCMO / Sales VPs· coverage & forecast callSales Ops· stage velocity & hygieneCEO / Board· will we make the quarter

VCPL is pursuing ₹400 Cr of order pipeline across the funnel (₹168 Cr weighted). This view answers the sales chief's two questions — will we make the quarter (forecast vs plan) and why we win or lose — and points at the deals that move the number.

Data backing: pipeline_stage · forecast · winloss · opportunity · kpi

₹400 Cr

Qualified pipeline

203 opps

₹168 Cr

Weighted pipeline

value × win-prob

67%

₹-Win-rate

won ÷ (won+lost) ₹

₹2,450 Cr

Bookings

book-to-bill 1.04x

₹520 Cr

Backlog

signed, not delivered

Coverage

Pipeline by stage

Value and win-probability rise toward the close — weighted value is what to bank on.

Qualify · 90 opps · 20% win₹150 Cr

Develop · 60 opps · 40% win₹110 Cr

Proposal · 35 opps · 60% win₹90 Cr

Negotiation · 18 opps · 80% win₹50 Cr

Dark fill = win-probability within each stage's value. Weighted pipeline totals ₹168 Cr.

The forecast call

Q3 FY26 — ₹520 Cr commit vs ₹600 Cr plan

Commit, best-case and closed-to-date against the plan line.

Q1 FY26 · actualclosed ₹590 Cr vs plan ₹580 Cr

Q2 FY26 · actualclosed ₹578 Cr vs plan ₹585 Cr

Q3 FY26 · currentcommit ₹520 Cr · best ₹660 Cr

Q4 FY26 · forecastcommit ₹430 Cr · best ₹690 Cr

Q3 FY26: commit ₹520 Cr is ₹80 Cr below the ₹600 Cr plan; ₹140 Cr of best-case upside must convert to close the gap. Black line = plan.

Why we win & lose

₹-win-rate 67% · ₹590 Cr won vs ₹290 Cr lost

Clone the win reasons into low-win families; attack the top loss reason first.

Why we win

Cummins OEM endorsement (Premium Blue)₹260 Cr · 40

Switch-to-Synthetic value at mineral parity₹180 Cr · 62

Distributor & mechanic-loyalty depth₹150 Cr · 54

Why we lose

Base-oil-driven price vs OMCs (Servo / MAK)₹130 Cr · 48

Castrol brand pull in premium PCMO₹90 Cr · 30

DEF / commodity price competition₹70 Cr · 22

Read it: cummins oem endorsement (premium blue) wins the most (₹260 Cr); Base-oil-driven price vs OMCs (Servo / MAK) is the top loss (₹130 Cr) — tighten discount discipline (see Order & Tender 360) before chasing new demand.

Move the number

Named deals in play

Signal-sourced deals convert higher — prioritize them.

Opportunity	Customer	Solution	Value	Stage	Win %	Source
Switch-to-Synthetic rollout (SynPower / MaxLife)	National distributor network (~450)	Premium & synthetic retail	₹120 Cr	Develop	52%	signal
Ambernath capacity expansion (120→150 ML/yr)	Industrial B2B accounts	Industrial Lubricants	₹100 Cr	Proposal	60%	outbound
Cummins Premium Blue OEM expansion	Cummins (Premium Blue OEM)	OEM & Genuine Oil	₹90 Cr	Proposal	62%	outbound
Industrial Ultramax B2B wins	Industrial B2B accounts	Industrial Lubricants	₹70 Cr	Qualify	45%	signal
South-Asia export push (coolants / specialties)	South Asia export distributors	Coolants, Specialties & Exports	₹60 Cr	Develop	48%	signal
EV-fluid pilot (heat-transfer / driveline / grease)	Tata Motors & OEM tie-ups	EV fluids (readiness)	₹40 Cr	Qualify	35%	signal