Who can use this feature?
- All roles with access level "high"
- Available to beta participants
Before your teams can use Revenue Intelligence, configure settings in these areas:
Get Started
Access Revenue Intelligence from the left menu. The first time you access Revenue Intelligence, click Get Started to set up your pipeline(s).
Add a pipeline
A pipeline defines which deals are included in Revenue Intelligence. Pipelines let you separate different revenue motions—such as renewals vs. expansion—or analyze performance across segments like enterprise vs. SMB.
Once created, your teams can use the pipeline across all Revenue Intelligence views.
- From within Revenue Intelligence, click Settings.
- On the Pipelines tab, click Add Pipeline.
-
Set the following
required
pipeline
definitions.
General Settings
- Pipeline name: Identifier used within Revenue Intelligence views
- Description (optional): Additional information to describe the pipeline
- Pipeline type: Choose from Renewals | Expansions | New Bookings
- Object type: Specify the object that stores your post-sales deals (Opportunity | Additional Object)
Field Mapping
For each of the following pipeline inputs, choose the associated field name:
- Deal name: Represents the title of the deal
- Close Date: Represents the day the deal is officially finalized as either closed won or closed lost
- Renewal Date: Represents the day an existin gcontract is set to expire and must be renewed to continue service
- Deal Value: Represents the total amount of revenue confirmed when the deal is finalized
- Previous Contract Value: Represents the revenue of a customer's current signed contract prior to renewal. Deal Value and Previous Contract Value may reflect the same field, if applicable.
- Deal Owner: Represents the user responsible for the deal
Deal Stages
Define your deal segments and pipeline stages.- Choose the field that stores your deal stages (e.g., Stage Name).
- Once selected, drag-and-drop the field's values into the appropriate boxes for Active Stages | Closed Won | Closed Lost | Hidden.
-
Choose the following
optional
pipeline
definitions.
Pipeline Criteria
Define the criteria for which deals are included in this pipeline. For example, if this pipeline represents your enterprise deals, include the filter logic to only include opportunities from enterprise accounts.
Forecasting Essentials
Configure which fields should be updated frequently by team members. Selected fields will be highlighted in the Deal Review flow. -
Click Save.
The pipeline is now available across all
Revenue Intelligence views.
If this is your first pipeline, you'll be taken to the Pipeline Overview view. Return to Settings if you'd like to set up additional pipelines.
Add a forecast model
A forecast model defines how deals in a pipeline are translated into predicted revenue by applying specific rules, inputs, and calculations.
For example, you may build several models based on roles or varying levels of confidence:
- CSM model: A bottom-up forecast based on individual contributor input
- CRO model: An executive-level forecast that applies overrides and alternative assumptions
- AI model: Unbiased, algorithmic predictions powered by custom intelligence
- Blended model: A combined forecast that incorporates AI predictions with CSM sentiment
Once created, your teams can toggle between models in the Revenue Intelligence | Forecasting view.
You must have at least one pipeline before you can create a forecast model.
- From within Revenue Intelligence, click Settings.
- On the Forecast Models tab, click Create New Model.
- Set the following:
- Model name: Identifier used within Revenue Intelligence views
- Description: Additional information to describe the model
-
Model type: Choose from the following:
- Numeric: Aggregate estimated close value across all opportunities
- Best / Worst / Most Likely: Include opportunities in forecast cohorts based on picklist selections
- Choose the object that stores your post-sales deals: Opportunity | Additional Object
- Estimated Close Value: Choose the field that stores the deal's forecasted amount
- Forecast Categories: For "Best / Worst / Most Likely" model types, define the picklist values to use for grouping opportunities.
- Forecast Call Preview: Select a pipeline to preview the selected forecast.
-
Optionally configure advanced tuning to reduce or increase the estimated close value used in the forecast. (By default, Catalyst includes 100% of the close value in the forecast.)
- Catalyst Health: Adjust the weighting used when an account is Health | Neutral | At Risk
- Additional tuning input: Add a custom input for weighting
If multiple inputs apply to an opportunity, choose the calculation method to use:
- Minimum calculation (default): Input producing lowest result is applied
- Multiplicative calculation: All tuning inputs applied
- Click Save.
Configure general settings
General settings allow you to configure additional preferences, outside of pipelines and forecast models.
You must have at least one pipeline before you can access the General tab within Revenue Intelligence settings.
- Fiscal Year Settings: Choose the month that comes first in your fiscal year.
- Deal Review Settings: Choose how often in a quarter you want users to review their deals (7, 14, 30 days or no specified frequency). If "no specified frequency" is selected, there won't be a Needs Review tab in the My Deals view.
-
Deal Review Report Layout: Choose the layout that shows in the Report tab of the opportunity during a deal review session.
- Deal object: Choose a deal object to manage the layout
- Deal preview: Choose a deal to preview and edit the layout