I was on our Commercial team’s forecast call this week (always trying to be a student of revenue 🤓), and the first thing Michael did was ask Clari, ‘What happened since our last Forecast call?”
He went into Waterfall, and adjusted the settings to show changes over the past 7 days, and filtered on ‘Path to Plan’ = True. Waterfall showed the team exactly what happened - where they had deals that slipped, where they had amount increases / decreases, where they pulled in deals to the forecast. The insights (1) set the overall context for the forecast call and (2) gave Michael the visibility to know where he had revenue leak.
