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While tools like Clari enable sales leaders to forecast sales, there hasn’t been an equivalent solution for marketing—until now. RevSure acts as the "Clari for Marketing," enabling CMOs to confidently set and commit to pipeline generation and coverage targets, ensuring you meet your strategic goals with precision.
This guide will show you how to leverage RevSure’s Pipeline Projections View to keep a pulse on your pipeline health and stay on track to hit your targets.
Step 1: Analyze the Generated and Projected Pipeline for the Current Quarter
Start by reviewing your Generated and Projected Pipeline for the current quarter. This top-level view gives you a clear understanding of where your pipeline stands and where it’s expected to go, helping you gauge the overall health of your sales funnel.
You’ll be able to see:
- Pipeline generated to date
- Projections from the funnel based on current opportunities
- Potential demand generation impact to ensure future pipeline readiness
Step 2: Explore Projections for the Next Three Quarters
Beyond the current quarter, you can get a forward-looking view by exploring Projections for the Next Three Quarters. This longer-term perspective ensures you're not only focused on immediate goals but also preparing for future growth. RevSure’s projections are built from real-time data, offering insights into upcoming challenges and opportunities. Whether you're anticipating seasonal shifts or ramping up new campaigns, these projections provide clarity on what’s ahead.
Step 3: Leverage the Pipeline Readiness View for Day 1 Coverage
RevSure’s Pipeline Readiness View is key for understanding what your pipeline will look like on Day 1 of the next quarter. It predicts your Walk-in Pipeline for the upcoming quarter as well as the complete next quarter pipeline picture. This gives you a strong indication of whether you’ll start the quarter with enough momentum to meet your goals or if you need to ramp up demand-generation activities.
Step 4: Review Risk-Adjusted Pipeline
To make more informed decisions, it’s essential to consider the Risk-Adjusted Pipeline. RevSure provides a detailed breakdown of your pipeline, including Pipeline Pulls and Pushes, while factoring in potential risks like deal slippage or customer churn. This gives you a more conservative and realistic view of your expected pipeline, enabling you to better prepare for worst-case scenarios and avoid unexpected shortfalls. With this comprehensive outlook, you can confidently navigate potential risks and ensure your pipeline remains on track to meet your targets.
Step 5: Get a Quick Breakdown of Your Current Pipeline
For an instant snapshot, RevSure provides a Quick Breakdown of your current pipeline, giving you visibility into key metrics such as:
- Total pipeline value
- Number of opportunities
- Projected close rates
This summary helps you stay on top of pipeline composition and make adjustments if needed.
Step 6: Deep Dive into Opportunities for More Insights
For a more granular view, you can click into individual opportunities to access detailed insights, including:
- Overview of the opportunity
- Conversion probabilities
- Factors influencing the deal (e.g., engagement levels, buyer intent)
- Next-best touch recommendations to accelerate deal progression
These details help you understand how well-positioned each opportunity is within the funnel and guide your marketing team’s next steps to move them closer to closing.
Step 7: Monitor Real-Time Projections Using Predictive Intelligence
RevSure’s predictive intelligence powers real-time projections, allowing you to track pipeline health, bookings forecasts, and win rates. These dynamic insights enable you to make informed decisions and pivot strategies as needed to meet pipeline and revenue targets. Stay proactive by monitoring the factors driving pipeline projections and adjusting campaign or sales strategies accordingly.
Step 8: Track Booking Readiness for a Realistic Performance View
The Booking Readiness View helps you assess how realistic your current and next-quarter performance looks. It provides a detailed breakdown of bookings and win rates, showing where you stand and highlighting areas that need additional attention to close more deals. This view is essential for ensuring your goals remain achievable and that your team is aligned with the expected pipeline trajectory.
RevSure’s Pipeline Projections View is your go-to tool for staying on top of your pipeline goals. By leveraging real-time predictive intelligence, risk-adjusted pipeline breakdowns, and detailed opportunity insights, you can continuously monitor performance, anticipate challenges, and make strategic decisions that drive revenue.
This guide helps you master pipeline monitoring and optimization, ensuring you stay ahead of the curve as a CMO focused on delivering measurable results.
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