Introducing Synch Forecasting
Forecasting is a complicated process for revenue teams to get right. A lack of insightful data and predictive analytics leads to companies being embarrassed by overly inflated predictions and forecasting being a drawn-out quarterly process that is more art than science.
Organizations today are forced to choose between manual spreadsheets that are difficult to maintain, overly-engineered software that can take months to configure, or companies’ third most important products that have been half-built.
After a few months of testing with existing customers, we are excited to introduce our solution today - Synch Forecasting
One-Click Pipeline Waterfall Generation & Inspection
A pipeline waterfall helps your team understand how your company’s pipeline changes throughout a quarter. While a useful visualization for internal syncs or board meetings, they can be complex to generate and even more difficult to “cut” for more granularity.
Synch forecasting allows you to generate a pipeline waterfall with one click, and we also allow you to export it to a CSV with key details about each deal pulled from Salesforce.
While an overall Pipeline Waterfall is valuable, more details are needed to know precisely what deals drive these quarterly changes for your company. Synch Forecasting allows you to easily add any filters (company size, lead type, expected amount buckets, etc.) to your visualization to better understand what kinds of deals are progressing in a given sales cycle.
Data-Informed Opportunity Weights
Most forecasting tools rely on mapping your deal stages to forecast categories and apply “likelihood to close” percentages for each to calculate a weighted pipeline. However, whether or not a deal will close is driven by many other, more granular data points:
- What is the size, industry, and geo of the company?
- How did they enter our pipeline? How long have they been in our pipeline?
- Do we have next steps with them on the calendar? Who have we talked to from the prospect’s team?
- Etc.
Forecasting tools today either ignore these signals entirely or rely on human FTEs to surface these insights. Synch Forecasting uses our analytics suite to look at your past deal performance and several data points across your opportunity records to make data-driven recommendations about how we weigh these opportunities across all forecast stages.
Manager Diffs & Overrides
Synch forecast tracks the cumulative forecast for each of your teams and those teams' manager submissions. We then highlight the differences (which deals are driving them) and track the accuracy of reps and managers over time.
In addition, Synch allows the manager to override a projected amount for any forecast category if they feel they have a better qualitative sense of which deals are more or less likely to actually close in a given quarter.
Unlimited Custom Rollups
Tracking more than the “standard” amount field is incredibly important for revenue teams. CRM complexities around different record types, fields for YoY expansion vs contraction, multiple revenue fields for a single object, etc., throw curveballs in how your team reports on its key metrics.
Synch allows you to build unlimited custom rollups for all the desired field combinations. An example might be the Amount field for new business combined with the expansion ARR field for the renewal record type.