Counterpart Marketing Lead | Formerly Issuu, OpenText, Webroot • 3mo
Accurate pipeline forecasting requires moving away from static stage-weighted models that apply a single conversion rate to every deal in a given stage. The problem with that approach is it treats a $200K enterprise deal sitting in stage 3 for 45 days the same as a $20K mid-market deal at the same stage and age. Those are completely different probability profiles and conflating them is where forecast accuracy breaks down.The input I find most underused is leading indicator data from earlier in t ...Read More
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