AI Projection Details in Pulse

AI Projection Details in Pulse allow you to see the factors that contribute to Clari's projection. These details can help you understand how best to call your number and how your team's actions impact Clari's projection.

AI Projection Details in Pulse

While Trend is the best module for understanding how Clari's projection is calculated, the Projection Details view in Pulse provides context. 

To see AI Projection details in Pulse:

1. At the top of the Pulse Module, click the AI Projection KPI:

2. Then, you'll see AI Projection details in the Insights Panel to the right:

3. Or, click any of the points/dots along the AI Projection line. 

This displays details in a pop up, and you can click View AI Projection Details to open them in the Insights Panel: 

Understanding Projection Details

Here are the AI Projection details you'll see in your insights Panel:

1. Clari’s AI Projection: the AI Projection as well as the Projection Range. The AI Projection is calculated with win rates from the past four quarters and historical close trends.
2. Top Factors: sorted in descending order from highest to lowest impact, top factors that influenced the number Clari is projecting based on your historical conversion rates.

Top Factors

Top Factors are sorted by their amount in descending order; factors that have the highest amount associated with them will appear at the top of the list):

Factors that relate to a stage or forecast category will use the following sentence structure:

"Clari projects you will convert [conversion rate] of [stage or forecast category] for [amount]."

Factors that relate to Clari-specific categories (like new and pulled in) as well as closed will use the following sentence structure.
 

• "You’ve already closed [amount].
• "Clari is projecting you close [amount] of [category (i.e. new, pulled in)]."

Historical Conversions

Historical Conversions compares the AI projection to performance for the previous four relevant time periods (months or quarters). Conversion rates are broken down by stage or forecast category depending on your breakdown field.
 

• If you are looking at Pulse Monthly View, then you'll see the last 3 months, the current month, and the same month from the previous year.
• If you are looking at Pulse Quarterly View, then you'll see the last 3 quarters, the current quarter, and the same quarter from the previous year.

Click the carrot ^ for any factor to expand it and see historical trend data:

 

Conversions for Current and Past Projections

The Historical Conversion chart displays the trend line for the conversion rates of the last 3 fiscal periods before the selected fiscal period, plus the same fiscal period last year. 

 

• X-Axis = fiscal period

• Y-Axis = % or amount of the factor

If you're looking at a historical fiscal period (i.e. last quarter, last month), then you'll see the AI Projection for the selected week (in quarterly view) or day (in monthly view). If it's week 8 of the quarter, and you are looking at Pulse Quarterly View, you can click on week 2 of the current quarter to open the Projection Details and see what Clari projected for the end of the quarter during that week (week 2).
 

Conversions for Future Projections

If you're looking at future fiscal periods (i.e. next quarter, next month), the Historical Conversion chart won't show conversion rates for the selected period because it's not complete.

FAQs

"Why is my overall conversion rate lower (or higher) than what it appears it should be based on my historical conversion rates?"

When viewing the overall amount and conversion rate projection, it’s important to note that this is based on the pipeline mix that you have for the current quarter for your selected breakdown field.

If the conversion rate shown is lower than previous quarters, it’s likely because the pipeline is less mature (earlier stage or lower forecast category) than in the past.

If the conversion rate is higher, it’s likely because your pipeline is more advanced (later stages or forecast categories) than it has been in previous quarters.