Next Quarter Pulse
Overview
Once you have a good handle on your current quarter, the next questions you'll likely be asking yourself are:
- How are things shaping up for next quarter?
- How much pipeline do we need to hit our number?
Typically, sales teams use the "3X pipeline coverage" rule of thumb. Of course, there isn't a one-size-fit-all for pipeline coverage requirement, and the idea of 3X coverage is just a proxy in lieu of not being able to get a custom coverage target for each individual and business segment.
But if you're using Clari, you already know that there's a better way of doing things. With Pulse, you can quickly see how things are shaping up for next quarter and get a recommended pipeline target generated on the fly for the specific business segment you're looking at.
Navigating Pulse
In the Next Quarter view of Pulse, the dates in the Chart will not reflect the weeks in your next quarter. Instead, the last 13 weeks will be displayed, and the bars will reflect the breakdown (by forecast category or stage depending on your configuration) of the pipeline you have built over the last 13 weeks.
Suggested Pipeline: The total pipeline that Clari suggests you should have built by Day 1 of Next Quarter in order to achieve your Quota. Hover over the suggestion to see a breakdown of how much pipeline you should build segmented by your forecast categories or stages according to your typical conversion rates. You must enter a Quota for next quarter in order to receive suggestions.
Note
The Next Quarter suggested pipeline is referencing our Current Quarter projection model. This difference can lead to discrepancies between your Next Quarter Suggested Pipeline and your Next Quarter Projection.
Next Quarter Pulse KPIs
- Quota: The quota for next quarter pulled from the Overall Forecast selected in your Chart Settings in Pulse. You must have uploaded/entered a Quota for next quarter for this metric to display.
- AI Projection: Clari's AI Projection for next quarter.
- Gap to Quota: The delta between Clari's AI Projection for next quarter and your Quota. You must have uploaded/entered a Quota for next quarter for this metric to display.
- Coverage: Your Total Pipeline divided by your Quota. You must have uploaded/entered a Quota for next quarter for this metric to display.
- Suggested: Your suggested coverage based on your historical conversion rates and Clari's AI.
- Total Pipeline: The pipeline you have built set to close for next quarter as of the current week.
- 1 Wk Change: The amount your Total Pipeline has changed since last week.
- Gap: The delta between your Total Pipeline and your Suggested Pipeline in Pulse.
Chart Settings and Filters
For more information about filters, hierarchy navigation, and other adjustments that you can make in Pulse, please review Chart Settings in Analytics.
Interpreting the Data
Historical Trend
The Chart and Table in the Next Quarter view of Pulse display similar data to the current quarter and for past quarter views of Pulse with one important nuance. When you're looking at next quarter, the current week is on the right-hand side of the Chart, and the bars to the left show previous weeks. In other words, the Chart shows you how your pipeline has been building for the next quarter over the last 14 weeks.
Projection
In the Next Quarter view of Pulse, the Projection represents how much Clari's AI thinks the team is likely to close by the end of next quarter given the existing pipeline and expected new pipeline generation.
Suggested Pipeline
One of the best parts of the Next Quarter view of Pulse is the suggested pipeline totals. If you've selected a user or role that is configured in Forecasting and there is a quota entered for the selected forecast for next quarter, then Clari will suggest the amount of pipeline needed to attain quota.
If you're not sure how quotas are entered in Clari, check out our article on Uploading Quotas.
The "New" category indicates the amount of New business between the first and last day of the quarter that Clari is expecting will contribute to the final number.
Note
The Next Quarter suggested pipeline is referencing our Current Quarter Projection model. This difference can lead to discrepancies between your Next Quarter Suggested Pipeline and your Next Quarter Projection.
Clari's Projection Models
Current Quarter Projection
Clari's Current Quarter Projection takes into account 4 quarters worth of historical data from your forecasting tab.
Next Quarter Projection
Clari's Next Quarter Projection takes into account 8 quarters worth of historical data from your forecasting tab.
Note
Your Next Quarter suggested pipeline is referencing our Current Quarter projection model. This difference can lead to discrepancies between your Next Quarter Suggested Pipeline and your Next Quarter Projection.
