Performance

The Performance screen displays metrics and forecasts for revenue intelligence.

Forecast Generation Process

Two auto-generated stored procedures are used to generate forecasts:

1. Appg_GenerateHistorical_{modelName} (e.g., Appg_GenerateStatistics_Main)
2. Appg_GenerateForecast_{modelName} (e.g., Appg_GenerateForecast_Main)

Historical Statistics Generation

Appg_GenerateHistorical_Main runs once automatically on creation of the Actuals scenario. It:

1. Takes actuals data from B_Main and T_Main
2. Generates Trends such as:
   • Conversion percentages
   • Average deal size
   • Average new deals
   • Average days in stage
3. Inserts these Trends into the S_Main table under the actuals scenario (ScenarioId = 1)

Scenario Creation

When a new scenario is created in the forecast management page:

1. Stats are copied from the Actuals scenario to the new scenario in S_Main
2. For example, if actuals data goes up to 2025-02 and the new scenario is set to start in 2024-09 and end in 2025-09:
   • Stats for 2024-09 to 2025-02 are copied 1-to-1 from actuals
   • Actuals stats from 2025-02 (latest data) are copied into each period from 2025-03 to 2025-09

Forecast Generation

Appg_GenerateForecast_Main runs:

• When a new scenario is created
• Every time the user modifies stats in the matrix page and clicks Save

The procedure:

1. Copies any overlapping data (e.g., Actuals data for 2024-09 to 2025-02)
2. Iteratively applies Trends for forecast periods (e.g., 2025-03 to 2025-09)

Forecast Value Calculations

Column	Initialization	Each Iteration (stage s, period t)
V_Opening	Latest actual value	V_Closing(s, t-1)
V_New	Latest actual value	Stage 1 Volume: Trend avg_v_new; Stage 1 Amount: avg_v_new × g_avg_dealsize; Other stages: V_Progress(s-1, t-1) + V_Regress(s+1, t-1)
V_Expand	Latest actual value	expand_pct × (V_Opening + V_New)
V_Progress	conv_pct × (V_Opening + V_New + V_Expand)	conv_pct × (V_Opening + V_New + V_Expand)
V_Regress	conv_pct × (V_Opening + V_New + V_Expand)	conv_pct × (V_Opening + V_New + V_Expand)
V_Lost	conv_pct × (V_Opening + V_New + V_Expand)	conv_pct × (V_Opening + V_New + V_Expand)
V_Closing	open + new + expand - prog - regr - lost	open + new + expand - prog - regr - lost

Working with Forecasts

Modifying Forecast Inputs

You can modify forecast inputs on the Forecast matrix page:

1. Navigate to the matrix page
2. Adjust values (shown in blue when changed)
3. Click Save to regenerate the forecast

Understanding Forecast Delays

For models with multiple sales stages, changes to inputs take time to flow through:

• If you have 5 sales stages, new deals added to Stage 1 in March will first affect closed-won deals in August
• This is because deals must progress through each stage sequentially

info

Forecast data is not calculated at the deal level. In any given month, the forecast looks at what percentage of deals progress from one stage to the next. It uses monthly snapshots of deal positions as a whole.