Monthly & Quarterly Forecast Pacing in Outreach

Objective

Configure monthly & quarterly forecast pacing within a quarterly or annual forecast.

With the new Monthly & Quarterly Forecast Pacing feature, users can now define and view monthly metrics within quarterly forecasts, and quarterly metrics within yearly forecasts. This allows for a more comprehensive and streamlined approach to forecasting, enabling the aggregation of smaller time intervals into a broader, cumulative forecast.

For quarterly forecasts, we’ve introduced new filters for date-type fields that allow users to break down metrics by:

• Month 1
• Month 2
• Month 3

Similarly, for yearly forecasts, new filters have been added for:

• Quarter 1
• Quarter 2
• Quarter 3
• Quarter 4

These enhancements give users greater flexibility in managing forecasts across different time periods, providing deeper insights and simplifying the forecasting process.

Applies To

• Outreach Admin

Procedure

1. Log in to Outreach as an Admin.
2. Click Administration.
3. Click on the Forecasts tab within the Forecasting page.
   

Monthly Forecast Pacing

Open a forecast with period selected as Quarterly & click on edit metric.

In the metric filters, you can now choose close date between month1/month2/month3 to see the monthly pacing

Once the forecast is published, you would be able to see the defined metrics on the forecast rollup page.

Quarterly Forecast Pacing

Open a forecast with period selected as Annually & click on edit metric

In the metric filters, you can now choose close date between Quarter 1/Quarter 2/Quarter 3/Quarter 4 to see the quarterly pacing

Once the forecast is published, you would be able to see the defined metrics on the forecast rollup page

Additional Information

Frequently Asked Questions

Q: How do the new monthly filters work ?

A: Let’s say for an org Fiscal Year starts from Jan & sales period is 3 months

• In forecast metric filters user selects close date between Month1
• On forecast rollup page, user selects This Quarter from the sales period dropdown, then the metric filter will  refer to July as Month1 & if user changes the sales period to Last Quarter then the metric will consider April as month1 to filter out the respective opportunities

Q: How do the new quarterly filters work ?

A: Let’s say for an org Fiscal Year starts from Jan & sales period is 3 months

• In forecast metric filters user selects close date between Quarter1
• On forecast rollup page, user selects This Year  from the sales period dropdown, then the metric filter will  refer to Jan-March of this year as Quarter1 & if user changes the sales period to Last Year then the metric will consider Jan-March of last year as Quarter1 to filter out the respective opportunities

Q: Will my quarterly quota be divided by 3 for month1/month2/month3 metrics for showing quota attainment ?

A: No, the quota attainment will still be tracked towards quarterly goals.

Q: How can I define my quarterly Commit metric as the sum of monthly Commit metrics?

A: You can define 3 individual metrics for Month1, Month2 & Month3 & create a 4th one as the sum of these three metrics using metric formulas.