A forecast is a claim about the future that should come with reasoning.
The basic view
Weighted pipeline multiplies each deal's value by its stage probability. Coverage compares pipeline against target, which is the number that tells you whether the problem is closing or sourcing.
Where AI adds value
Cortex forecasting does three things a spreadsheet does not: it compares each deal's stage against its actual evidence (activity, stakeholders, timeline) and flags where the two disagree; it uses your historical conversion patterns rather than nominal stage percentages; and it explains its adjustments so you can argue with them.
Run it as a deep analysis (about 10 credits) before a board meeting or a quarterly plan.
Revenue intelligence
- ›Churn prediction and account health: which existing customers are quietly disengaging.
- ›Expansion signals: which accounts show growth indicators.
- ›Win/loss analysis: patterns across closed deals, which is the input to improving the pipeline rather than only reporting it.
Tip: Forecast accuracy improves fastest when stage definitions improve. If the AI keeps disagreeing with your stages, the stages are usually the problem.