On this pageFunnel Forecast Win / loss Top deals

Order Book / Pipeline 360

The front of the order book — tender & order pipeline by stage (gears, water, ethanol allocations), forecast vs plan, win/loss, and the deals that decide the quarter.

Triveni Engineering & Industries Limited · FY24 (Mar'24, audited anchor)

One of India's largest integrated sugar & ethanol producers

5,500 employees · 13+ plants & units · 15 export markets

▲ Executive read· the answer, then the moves

Q3 FY26 commit ₹1,400 Cr sits ₹200 Cr below the ₹1,600 Cr plan — ₹350 Cr of best-case upside must convert to make the number. Coverage is 2x on ₹3,200 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: Contracted Offtake & Order Intake ₹6,400 Cr vs ₹6,600 Cr, Confirmed Order Book ₹1,750 Cr vs ₹1,900 Cr

Do now — ranked by urgency

1
Convert ₹350 Cr of best-case upside to close the ₹200 Cr plan gapAct now
Why it matters
Commit ₹1,400 Cr is ₹200 Cr short of the ₹1,600 Cr Q3 FY26 plan — the gap that decides whether the quarter lands.
What's driving it
Q3 FY26 commit ₹1,400 Cr vs ₹1,600 Cr plan
₹350 Cr best-case upside above commit
FYI
Pipeline ₹3,200 Cr (2x coverage), ₹1,360 Cr weighted
Owner: CRO
Open forecast →
2
₹80 Cr of programs at risk — Q4 FY26Act now
Why it matters
Each lost contract is ethanol & engineering (non-sugar) revenue that won't repeat.
What's driving it
renewal window Q4 FY26
Signal: Order-book risk
FYI
Of ₹520 Cr of programs up for renewal in Q4 FY26, ₹80 Cr is at risk of non-repeat.
Owner: Chief Marketing & Sales Officer
Act →▤ open the at-risk programs
3
₹90 Cr of programs at risk — Q2 FY27Act now
Why it matters
Each lost contract is ethanol & engineering (non-sugar) revenue that won't repeat.
What's driving it
renewal window Q2 FY27
Signal: Order-book risk
FYI
Of ₹500 Cr of programs up for renewal in Q2 FY27, ₹90 Cr is at risk of non-repeat.
Owner: Chief Marketing & Sales Officer
Act →▤ open the at-risk programs
4
Attack the top loss reason: Sugar export policy / price competitiveness (₹260 Cr lost)Watch
Why it matters
₹-win-rate is 70% (₹1,300 Cr won vs ₹560 Cr lost); Sugar export policy / price competitiveness is the single largest leak at ₹260 Cr.
What's driving it
₹-win-rate 70%
Top loss Sugar export policy / price competitiveness ₹260 Cr across 42 deals
FYI
Top win driver: Integrated cane-to-ethanol capability ₹620 Cr
Tighten discount discipline via Order & Tender 360
Discount discipline →

📈 Offtake, orders & exportsStep 1 of 6 · order book, OMC tenders & forecastCustomer 360 ▶All journeys

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↗ 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

Triveni is pursuing ₹3,200 Cr of order pipeline across the funnel (₹1,360 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

₹3,200 Cr

Qualified pipeline

299 opps

₹1,360 Cr

Weighted pipeline

value × win-prob

70%

₹-Win-rate

won ÷ (won+lost) ₹

₹6,400 Cr

Bookings

book-to-bill 1.04x

₹1,750 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 · 130 opps · 20% win₹1,150 Cr

Develop · 90 opps · 40% win₹900 Cr

Proposal · 55 opps · 60% win₹750 Cr

Negotiation · 24 opps · 80% win₹400 Cr

Dark fill = win-probability within each stage's value. Weighted pipeline totals ₹1,360 Cr.

The forecast call

Q3 FY26 — ₹1,400 Cr commit vs ₹1,600 Cr plan

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

Q1 FY26 · actualclosed ₹1,470 Cr vs plan ₹1,450 Cr

Q2 FY26 · actualclosed ₹1,460 Cr vs plan ₹1,480 Cr

Q3 FY26 · currentcommit ₹1,400 Cr · best ₹1,750 Cr

Q4 FY26 · forecastcommit ₹1,150 Cr · best ₹1,820 Cr

Q3 FY26: commit ₹1,400 Cr is ₹200 Cr below the ₹1,600 Cr plan; ₹350 Cr of best-case upside must convert to close the gap. Black line = plan.

Why we win & lose

₹-win-rate 70% · ₹1,300 Cr won vs ₹560 Cr lost

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

Why we win

Integrated cane-to-ethanol capability₹620 Cr · 88

Long-term OMC ethanol offtake₹420 Cr · 40

Turbo-gear engineering & defence qualification₹260 Cr · 34

Why we lose

Sugar export policy / price competitiveness₹260 Cr · 42

Cane cost / recovery competitiveness₹180 Cr · 26

Water-tender pricing₹120 Cr · 18

Read it: integrated cane-to-ethanol capability wins the most (₹620 Cr); Sugar export policy / price competitiveness is the top loss (₹260 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
E25 blending — incremental OMC ethanol tender	BPCL	Ethanol / EBP supply	₹300 Cr	Develop	55%	signal
Sabitgarh distillery expansion (860→1,110 KLPD)	IOCL (Indian Oil)	Alcohol / Distillery (Ethanol)	₹250 Cr	Proposal	62%	signal
Sugar export quota (policy-linked)	Sugar traders & exporters	Sugar trade & exports	₹200 Cr	Qualify	40%	signal
Turbo-gear order — power / cement / steel	Steel majors (SAIL / JSW / Tata Steel)	Power Transmission (Gears)	₹160 Cr	Proposal	55%	outbound
Municipal ZLD water project win	Municipal & Industrial Water Boards	Water & Defence	₹140 Cr	Qualify	45%	signal
Naval / DRDO defence-gear program	Indian Navy / DRDO	Water & Defence	₹110 Cr	Develop	52%	signal