Waterfall in Forecasting

Waterfall in Forecast brings the pipeline insights from the Waterfall Module into your Forecast process, allowing you to see how your pipeline inventory has changed over time.

Aug 9, 2023
Knowledge

Created Date

10/11/2026, 7:34 AM

Last Published Date

8/9/2023, 5:30 PM

Article

Waterfall in Forecast

Overview

Waterfall in Forecast brings the pipeline insights from the Waterfall Module into your Forecast process, allowing you to see how your pipeline inventory has changed over time.

Basic Orientation

Screenshot 2023-05-19 at 4.16.01 PM.png

a. Opportunities/Waterfall Tabs: navigate between Expanded View and Waterfall

b. Date Range selector: choose the time period over which you want to see pipeline changes

c. Start Pipeline: the total amount in your pipeline at the start of the time period

d. Pipeline Change: visualizes the changes that occurred between the start and end

e. End Pipeline: the total amount in your pipeline at the end of the time period, with an arrow to indicate a net increase/decrease from the Start Pipeline

Use Cases

Inspect Movement by Close Date and Date Range

As a manager or rep, you can forecast more accurately by inspecting how inventory/opportunities have changed for a selected date cohort.

1. Close Date: This is pre-determined based on the quarter you're looking at. But you can choose different quarters.

2. Date Range: Use this to select the period of time you want to analyze deals for.

Screenshot 2023-08-09 at 12.29.53 PM.png

The Since The Last Forecast Update option sets the start of your date range to the date the forecast field was last updated. You will only see this option when the Forecast Status is complete for the forecast you're looking at.

👀 Check out this article to learn more about Forecast Status. 👀

Analyze Changes

The Date Range sets the boundary for the Start Pipeline and End Pipeline in Waterfall. Hover over the start amount to see the breakdown of the amount and number of deals included in the Start Pipeline.

start open pipeline

Hover over any bucket of deals in the chart to view the amount, total number of deals, and definition of deals in that bucket.

amount increased

Hovering over the end amount will show a breakdown of the total amount and number of deals remaining in your pipeline.

end open pipeline

New Open: deals that were not there at the start but are open at the end of the date range

Idle: deals that were there at the start and remain open at the end of the date range

Inspect Bucket Deals 🪣

Here are all the buckets you can track in the center of the Waterfall Module:

Screenshot 2023-05-19 at 4.26.38 PM.png

You can drill down for a quick glimpse of all the deals that make up each bucket. You'll see these deals in the Opportunity Grid. Here's how:

1. Click the bucket you want to inspect deals for
2. Hover over the same bucket and click View Opportunities

You'll see all the deals in the Opportunity Grid that make up that bucket.

To get back to Waterfall, just click Forecast in the top left corner.

FAQs

A few frequent questions from Clari Admins. 🧑‍💼

1. Does waterfall work for non-opportunity modes?

No. Only opportunity modes are supported, including opportunity with sub-object modes (reportingObject = Opportunity).

2. What field types are supported?

fieldType is FORECAST or READONLY.

3. What happens if the related entities formula uses an SFDC field that is not available on Datahub?

No data will be returned in the Waterfall tab for that forecast field.

Title

Waterfall in Forecasting

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Waterfall-in-Forecasting