UNCHARTED® — Department Reviews

Marketing Review

YTD JANUARY – APRIL 2025 · LEAD GENERATION & PIPELINE INFLUENCE

OWNED BY
CONNOR MIKO
Tech & Marketing

New Contacts YTD

246

Jan – Apr 2025

Benchmark TBD

Deals Created from Leads

new deals opened YTD

~4.0 leads/deal

Revenue Influenced

$1.43M

closed won from pipeline

26 deals closed

Campaign Attribution

TBD

Campaign IDs needed

Connect w/ Connor

Lead Velocity — Monthly

New Contacts by Month

January

~72

February

~65

March

~55

April

~54

        * Monthly splits estimated from deal creation patterns. Pull exact contact source breakdown from HubSpot → Contacts → Create date filter.
      

Top Destination Interest (from closed deals)

East Africa

EA — High

South Africa

SA — High

Kenya Specific

KE — Mid

Other (Aus/NZ/ECU)

Other

Key Insights

◉

Top of Funnel

246 new contacts in 4 months is the raw lead count. The missing data point is source — organic, referral, podcast, social, paid. That attribution story is what tells you where marketing dollars are actually working.

◎

Conversion Signal

26 closed deals from ~61 new deals opened — that's roughly a 43% close rate on deals that made it to pipeline. Strong. The question is what percentage of the 246 contacts converted to a deal at all.

◌

The Gap

Campaign-level data is not yet wired up. Connor needs to connect campaign IDs so marketing can claim its revenue attribution. Without it, sales gets the credit for everything.

Monthly Action Items

What needs to happen before next review

○

Connor: Pull contact source breakdown from HubSpot — what channel is generating the 246 contacts (referral, social, podcast, organic search, paid)

○

Connor: Tag active HubSpot campaigns and run attribution report — which campaigns influenced the $1.43M in closed revenue

○

Connor: Establish YTD 2024 baseline for new contacts (same period) — so we have a year-over-year growth signal

○

Connor / Dave: Track podcast episode → contact creation correlation. UNCHARTED Media™ content should be showing up in attribution.

○

All: Agree on 3 core marketing KPIs to track monthly — suggested: New Contacts, Campaign-Influenced Revenue, Content Reach (podcast + social)

Sales Review

YTD JANUARY – APRIL 2025 · DEAL PERFORMANCE & PIPELINE HEALTH

OWNED BY
LINDSAY BERG
Travel Designer & Sales

Closed Won Revenue

$1.43M

26 deals · Jan–Apr 2025

Average Deal Size

$55.1K

per closed won deal

Largest Single Deal

$127.6K

Montesi (EA-4) Aug 2025

Active Pipeline

$100–130K

weighted at 50% probability

Monthly Closed Won

Revenue by Month — Closed Won

January

$235K

February

$456K

March

$282K

April

$382K

Deals by Destination Type

East Africa

9 deals

South Africa

7 deals

Kenya

4 deals

Other (Aus/ECU/ANT)

4 deals

Americas (CAN/ARG)

2 deals

Top 10 Closed Won — YTD

Deal	Destination	Close Date	Amount	Status
Montesi	East Africa · 4 guests	Apr 11	$127,600	WON
Brothers-Peebles	South Africa · 4 guests	Jan 7	$109,020	WON
Harris	East Africa · 2 guests	Feb 14	$112,660	WON
Corey	Kenya · 4 guests	Feb 25	$95,080	WON
Mavar	South Africa · 4 guests	Mar 12	$85,920	WON
Brown	Australia / New Zealand	Apr 11	$64,270	WON
van Es	Chile / Argentina	Apr 9	$67,840	WON
Maxwell	South Africa · 2 guests	Mar 11	$57,100	WON
Gallagher	Ireland · 6 guests	Feb 14	$57,000	WON
Schoon	Kenya · 4 guests	Feb 18	$63,460	WON

Active Pipeline — Current

Deal	Destination	Est. Amount	Probability	Status
Podnos	East Africa · 2 guests	$52,660	50%	IN PROGRESS
Percifeld	East Africa · 2 guests	$29,520	50%	IN PROGRESS
Schutzbank	South Africa · 5 guests	$31,750	50%	IN PROGRESS
Schultz	East Africa · 4 guests	$36,660	50%	IN PROGRESS
Parekh	Peru · 2 guests	$16,370	50%	IN PROGRESS
Forte x3	Zimbabwe	—	50%	IN PROGRESS
LeVey x2	General Africa	—	50%	IN PROGRESS

Operations Review

MONTHLY · TRIPS IN MOTION, CLIENT EXPERIENCE & TEAM CAPACITY

OWNED BY
BRITTANY BENGRY
Director of Operations

Trips Currently Active

—

Connect to Notion trip tracker

Upcoming 60 Days

—

Departures queued

Client NPS / Satisfaction

—

Connect post-trip surveys

Open Ops Issues

—

Escalations / flags

Operational Pillars

Pre-Departure Checklist

○

DreamPost™ delivered to client

○

Visas confirmed

○

Health / vaccine advisories sent

○

Operator confirmations in hand

○

Final payment received

○

Emergency contacts updated

Partner / Operator Watch

◉

Lodar / Hornbill merger — monitor contract status, pricing implications

○

Fuel surcharge review — rates updated by operator in L10

○

Middle East airspace rerouting — flag affected itineraries

○

Egypt demand — strong despite US travel advisory

Team Capacity

○

Lindsay — current trip load vs. capacity

○

Sandy — returning from SA · reintegration timeline

○

Athena — webinar knowledge base build in progress

○

Daisy — trip support load / design pipeline

○

Team Capacity & KPIs dashboard — archived, needs revival

🌍

Data Gap — Trip Tracker

Ops review will be most powerful once Notion trip tracking data is connected here. Active departures, client status, and post-trip NPS can all feed into this view automatically.

⚡

Automation Opportunity

Pre-departure checklists, DreamPost™ delivery, and operator confirmations are prime candidates for Zapier automation — trigger from HubSpot deal stage changes.

⚠

Active Watchlist

Lodar/Hornbill merger, fuel surcharge updates, and Middle East airspace rerouting are live ops variables that need to be tracked between reviews.

Finance Review

YTD JANUARY – APRIL 2025 · REVENUE, PIPELINE & ENTITY STRUCTURE

OWNED BY
MATT
CFO

Closed Won Revenue

$1.43M

Jan – Apr 2025

26 deals closed

Monthly Run Rate

$357K

avg per month YTD

Annualized Projection

$4.3M

at current YTD pace

Open Weighted Pipeline

$115K

at 50% probability

Revenue Cadence

Closed Won by Month

January

$235K

February

$456K

March

$282K

April

$382K

Entity Structure — Open Rock

The three-entity separation has been an unresolved discussion with Matt since November 2025 — now 6+ months in.

            UNCHARTED Outposts LLC — Travel
          

            UNCHARTED Media LLC — Brand / Content
          

            UNCHARTED Inc. — Tech
          

⚠ Media + Inc. to function as vendors billing LLC — not yet formalized

Financial Signals

📈

Momentum

February was the strongest close month at $456K — driven by several large East Africa deals. April's $382K shows the trajectory is holding. The annualized run rate implied is ~$4.3M at this pace.

💰

Deal Quality

Average deal size of $55K is strong for the category. Several multi-guest group bookings (EA-4, SA-4, KE-4 nomenclature) are pulling the average up — a healthy sign for UNCHARTED Outposts® positioning.

🧱

Unresolved Rock

Entity separation with Matt remains the outstanding structural issue. Revenue is currently all running through one entity — the Media and Inc. vendor relationship needs formalization for accurate P&L by entity.

Monthly Action Items

For Matt + Chip to resolve before next review

⚠

Matt + Chip: Set a hard deadline for entity separation — Media and Inc. as vendor structure needs a Q2 decision, not another month of review

○

Matt: Pull P&L YTD from accounting — HubSpot shows revenue side; need expense view to show actual margin

○

Matt: Compare $1.43M closed won YTD vs. same period 2024 — is this growth, flat, or below plan?

○

Kate: Confirm all Apr closed won deals are properly invoiced and deposits received

○

All: Discuss tax filing status given the entity separation ambiguity — confirm no deadline risk