Do you look at your Clari AI Projection and think “this just can’t be right!” or “Is the Clari AI Projection broken?”
Well this post is exactly for you! 😄
First thing to note, before we get into the meat and potatoes, we’ll want to see the logic behind how Clari’s AI Projection makes its call in Pulse. Essentially, what we have in the pipeline and where it is at in its stage/forecast category, alongside your historic run rate will determine the projection. You may read more into the details in this KB article HERE.
First thing to note would be that we would want to check your Pulse Module, and see exactly when and where the AI Projection fell off:
Then we would want to overlay those same exact date ranges with the Flow Module. Please be sure to have the filtersets and scope matching what we have in the Pulse Module. In the above example, the AI Projection believes we are going to land at $69M for the Quarter when we only have $42M closed and less than $30M of Open Pipeline.
The general rule of thumb is that our AI Projection accuracy highlights the quality of our Pipeline Hygiene. This is why leveraging our Waterfall module and Flow module is so critical in having a sanity check for our AI Projection. For this org, we’ll be looking at that date of Nov 23 - 30.
This will allow us to pinpoint any issues that we see in the hygiene in regards to deal movement or pipeline shifts. In particular, pay attention to New → Won, Pulled In → Won or Pushed In → Won in Less than 7 Days/14 Days
In this case, we are seeing a large volume of Pulled In Deals coming into Closed Won without any context - Sales Deals are being worked on that are we have no visibility into!
These are the types of deals we highlight by bringing this into a Pipeline Hygiene Dashboard to ensure that our Sales Rigor leads to a more predictable revenue process. You may refer HERE for more information on how to build a Pipeline Hygiene Dashboard.