Who can use this feature?
- All roles with access level "high"
- Available to beta participants
Before your teams can use Post-Sales Forecasting, configure settings in these areas:
Get Started
Access Post-Sales Forecasting from the left menu. The first time you access Post-Sales Forecasting, click Get Started to set up your pipeline(s).
Add a pipeline
A pipeline defines which deals are included in Post-Sales Forecasting. Pipelines let you separate different revenue motions or analyze performance across segments like enterprise vs. SMB.
Once created, your teams can use the pipeline across all Post-Sales Forecasting views.
- From within Post-Sales Forecasting, 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 Renewals. (Expansions and New Bookings types coming soon.)
- 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 existing contract 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. Dollar values will directly affect forecast calls. -
Click Save.
The pipeline is now available across all
Post-Sales Forecasting 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
Once created, your teams can toggle between models in the Post-Sales Forecasting | Forecasting view.
You must have at least one pipeline before you can create a forecast model. Pipeline and models will overlap if they depend on the same object (e.g., Opportunity). If you have an Additional Object pipeline and an Opportunity model, the system won't display anything.
- From within Post-Sales Forecasting, click Settings.
- On the Forecast Models tab, click Create New Model.
- Set the following:
- Model name: Identifier used within Post-Sales Forecasting 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. You can include multiple fields and assign a percentage to weight each one’s contribution to the deal value.
- 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.
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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 Post-Sales Forecasting settings.
-
Fiscal Year Settings: Choose the month that comes first in your fiscal year.
If Support has configured your fiscal settings elsewhere in the product, we recommend selecting the same month here to ensure alignment.
- 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.
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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