Who can use this feature?
- All roles with access level "standard" or higher
- Custom feature permissions may apply
- Available on all plans
Post-Sales Forecasting | Pipeline Overview allows you to view pipeline performance based on actual deal outcomes, before forecast assumptions are applied. Toggle between predefined pipeline segments—such as renewal vs. expansion or enterprise vs. SMB—to analyze coverage, progress, and gaps across different time periods and against your plan.
Customize the view
Use any of the following options to control which deals appear in the views.
Toggle pipelines
A pipeline is a defined set of deals configured by your admin in Post-Sales Forecasting settings. If more than one pipeline is available, use the pipeline toggle to switch between pipelines and control which group of deals are included.
Toggle time periods
Admins can define the starting month of the fiscal year in Post-Sales Forecasting settings. Once configured, Catalyst provides quick filters for switching between time periods, including:
- Current quarter (e.g., FY26 Q4)
- Current fiscal year (e.g., FY26)
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Other: Select another time period by one of the following breakdowns:
- Previous fiscal year (e.g., February 1 - January 31)
- Quarters (e.g., February 1 - April 30)
- Halves (e.g., February 1 - July 31)
Apply custom filters with advanced logic
Use advanced filter logic to set custom conditions for which deals are included.
Configure your revenue plan
The Plan tab allows you to set targets to measure the selected pipeline's quarterly and yearly revenue progress.
- Click Edit within the fiscal year for which you want to configure.
- Choose how you want to define the targets for your plan sub-periods:
- Evenly distributed: Pick the currency amount or GRR % you want to reach for the full plan time period; Catalyst will allocate it evenly across sub-periods.
- Sub-period specific: Set each sub-period's currency amount or GRR % target separately; Catalyst will add them together to get the target for the full plan time period.
- Choose what metric to use when defining your targets:
- % GRR
- $ Currency amount
- Depending on how you defined the targets, enter the value(s) for Total Year Target or individual quarter targets (Q1, Q2, Q3, Q4).
- Click Create.
Analyze pipeline performance
The Insights tab provides the following modules to evaluate pipeline performance:
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Revenue Planning: Revenue Plan | Churn Plan | Gap to Plan (%)
- Gap to Plan (%): The percentage of revenue remaining to reach your plan.
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Pipeline Status: Total Renewable Amount | Current Open Pipeline | Closing Soon (30D) | Overdue Revenue
- Total Renewable Amount: The sum of all deals, including open and closed, won and lost.
- Current Open Pipeline: Deals open in the specified time period.
- Closing Soon (30D): Open deals with a renewal date within the next 30 days.
- Overdue Revenue: Deals that are still open but have passed their renewal date.
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Renewals Actuals: Current Closed Won | Current Churn | Current Expansions & Upsells | Current Contraction
- Current Expansion & Upsells: Closed-won renewals surpassing the original contract value (i.e., upsell renewal).
- Current Contraction: Closed-won renewals that are equal to or less than the original contract value (i.e., downsell renewal).
- Opportunities by Renewal Date: Visualize deal outcomes over time using a monthly breakdown. Toggle between Revenue ($) and Count (#) to see deals over time, broken down by Currently Open | Closed Won | Closed Lost | Overdue. Click into any bar to see the underlying opportunities.
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Pipeline Stage Changes: Track how deals move from stage to stage over a selected time frame (last 7, 14, 30, 60, or 90 days). The start stage shows where each deal was at the beginning of the period, and the current stage shows its latest position within that timeframe. Use this view to identify bottlenecks and monitor how revenue is progressing.
For example: if you select the last 90 days, the report shows the earliest stage a deal was in within that 90-day window and its most recent stage in the same period. - Opportunity Stage Breakdown: View where revenue is concentrated across pipeline stages, helping you assess risk and determine whether enough revenue is positioned in later-stage deals.
- Total Open Revenue in Pipeline Over Time: View total revenue for open deals by month, broken down by stage.