Forecast Assessment

Your Forecast Isn’t Broken. It’s Just Based on the Wrong Assumptions.

Book a free Forecast & Capacity Assessment.

You had a plan. You followed it. You still missed. It’s not a Sales problem—it’s a model problem.

We help GTM and Finance leaders understand why forecasts keep falling short, and what to do about it. Using your actual sales performance data, we diagnose where your bookings model went off track—and deliver a clearer path forward.

What You’ll Walk Away With

Clarity on Why You’re Missing Targets
We reveal disconnects between your forecast, sales capacity, and actual performance—so you can fix them fast.
Confidence in Your Next Forecast
Know what inputs to trust, where assumptions are failing, and how to improve forecast accuracy.
One Shared View Across Sales, Finance, and RevOps
Eliminate siloed planning. Align capacity, pipeline, and conversion assumptions across teams.
A Practical Plan to Course-Correct
Get data-backed insights and tactical recommendations you can bring straight to your ELT.

How the Assessment Works

Regression analysis: Compare past forecasts to actuals and uncover patterns
Cohort analysis: Evaluate rep ramp, lead conversion, and productivity over time
Forecast teardown: Pinpoint flawed assumptions that don’t reflect how your business operates today
Capacity diagnostics: Align hiring, ramp, and quota with real-world output

A Peek Inside

TOFU to Close Won

22.3%

Get Planning Right From the Outset

Planning isn’t something to be afraid of. While we might never be able to create the “ideal” method for planning, there’s an easy to follow eight-step process to ensure your annual planning is aligned across departments and throughout the various levels of your organization.

Some other outliers to consider when choosing a baseline:

Remember, your business must grow faster than the market for long term success. In fact, a SaaS Capital survey of 1,200+ B2B SaaS software companies indicated a median growth rate of 35% in 2022. If you don’t understand the overall market growth, planning for faster organization growth becomes difficult, if not impossible.

Checklist 2

Decide on the baseline you’ll use to model projections for the next year.
Normalize data from the baseline period you’ll use for your forward projections, correcting for anomalies.
Discuss any outliers that can affect next year’s growth, including any pending legislation, product launches, etc.
Create models for natural growth rate for your business as well as market growth for the industry as a whole to ensure your organization plans to outstrip both.

Step 3

Model Forward

With a baseline established, logic should be applied in order to model what the future will hold. A standard mathematical method for such evaluation would be linear interpolation, a method for using your known data points to project future data points. This is one-way you can understand where trendlines are taking the company.

The analysis should include seen and unseen pipeline. Seen pipeline refers to the deals currently forecasted in your CRM software. Unseen pipeline, on the other hand, includes deals not yet in your CRM system. Those engaged in planning may not know unseen pipeline yet but they can use baseline data to predict what should happen–aka what deals should appear in the funnel—in future months and quarters. You’ll want to ensure that you are modeling from the earliest TOFU entry point because only then will you have the most accurate information for your projections.

As you model forward and plan for the year, be wary of attribution wars. Too often, Partner, Sales, Marketing, etc. can get over-occupied with attribution, sometimes fighting amongst themselves to get credit for bringing in a TOFU lead. While attribution may be a concern, save it for other meetings. While planning, stay on task: The plan is not about who gets credit. The plan is about driving revenue.

As you model forward and plan for the year, be wary of attribution wars.

Checklist 3

Model forward using the starting point, “In the absence of intervening variables, where do we predict we will land – by channel – in 12 to 24 months.”
Ensure you’ve included the earliest TOFU entry point during your projections.
Create multiple projections based on different scenarios in order to give yourself as much data as possible for the possible outcomes of the next year, including current projections and market growth projections.