From 26791c5bac2d48c9c33f9b1746e080c9c421cf01 Mon Sep 17 00:00:00 2001 From: Michael Davis Date: Sat, 17 Oct 2026 08:31:33 -0700 Subject: [PATCH] docs: define Forecast and Commit Deal criteria --- .../content/handbook/sales/forecast-review.md | 32 +++++++++++++++++-- nuxt/content/handbook/sales/meetings/pov.md | 8 +++-- 2 files changed, 35 insertions(+), 5 deletions(-) diff --git a/nuxt/content/handbook/sales/forecast-review.md b/nuxt/content/handbook/sales/forecast-review.md index 556da68508..5b3e2847fd 100644 --- a/nuxt/content/handbook/sales/forecast-review.md +++ b/nuxt/content/handbook/sales/forecast-review.md @@ -8,12 +8,40 @@ navigation: The weekly Forecast Review is an internal sales meeting designed to create clarity on the team's revenue forecast and drive accountability across Account Executives and Customer Success Managers. The meeting reviews what is in the pipeline, what has changed since the last session, and whether pipeline generation is on track to meet full-year targets. +## Forecast and Commit Deals + +The forecast gives the organization and board our best estimate of what we expect to deliver for the quarter. Commit Deals are a subset of Forecast Deals and are included in the total forecast. Forecast ARR and new-customer count must use the same deal assumptions. + +### Forecast Deals + +Deals we expect to close in the quarter being forecast, based on buyer engagement, deal progress and a credible plan to complete the remaining work. + +Forecast Deals can be in **Stage 3 or higher**, provided they meet the following criteria: + +- The buyer has confirmed the business need and intended purchase timing, with a credible budget source and approval path identified. +- There is a realistic plan to resolve outstanding commercial terms and technical requirements within the quarter. +- Procurement, legal and security requirements are identified, with sufficient time and a credible plan to complete the necessary steps. +- There is a credible path to signature by quarter-end, supported by buyer engagement and a concrete next milestone. + +### Commit Deals + +The subset of Forecast Deals we have high confidence will close in the quarter being forecast, supported by confirmed buyer decisions and limited remaining uncertainty. + +Commit Deals must be moved to **Stage 5 - Commit** and meet the following criteria: + +- The buyer has confirmed the purchase decision, budget and approval authority. +- Commercial terms and remaining technical requirements are sufficiently resolved. +- Procurement, legal and security steps have owners and credible completion dates. +- There is a buyer-supported path to signature by quarter-end, with a concrete next milestone. + ## Preparation -Before the meeting, every AE and CSM must update: -- Their [HubSpot Forecasting](https://app-eu1.hubspot.com/forecasting/26586079/teams/147609275?forecast_type=0&pipeline=default&time_period=THIS_MONTH&deal_grouping_type=DEAL_STAGE) +Before the meeting, every AE and CSM must: + +- Update their [HubSpot Forecasting](https://app-eu1.hubspot.com/forecasting/26586079/teams/147609275?forecast_type=0&pipeline=default&time_period=THIS_MONTH&deal_grouping_type=DEAL_STAGE) - Current month - Subsequent 2 months +- Review deals against the [Forecast and Commit criteria](#forecast-and-commit-deals) and move Commit Deals to **Stage 5 - Commit** - Ensure an up to date "Next steps" property for all deals ## Meeting agenda diff --git a/nuxt/content/handbook/sales/meetings/pov.md b/nuxt/content/handbook/sales/meetings/pov.md index 5b87a257b9..1b56c31ff6 100644 --- a/nuxt/content/handbook/sales/meetings/pov.md +++ b/nuxt/content/handbook/sales/meetings/pov.md @@ -17,9 +17,11 @@ and the plan are all agreed before it starts — and it ends in a clear decision ## Where a PoV fits in the sales process A PoV is **[stage 4 — Validate](https://docs.google.com/spreadsheets/d/1WKz_ll6bLxkkRlZ4K94Va1laGksHXleo8Pnv0aB08lU/)** of the sales process: the technical heart of the -Evaluation phase, jointly owned by the **AE and SE**. It is where a deal moves -from *best case* into *forecast* — the customer has agreed the problem is worth -solving, and the PoV proves FlowFuse is the solution. A **completed installation** +Evaluation phase, jointly owned by the **AE and SE**. It provides technical +evidence that strengthens the forecast by proving FlowFuse solves the agreed +problem. Deals can qualify for the forecast from Stage 3 when they meet the +[Forecast Deal criteria](/handbook/sales/forecast-review/#forecast-deals). +A **completed installation** and **technical validation** against the agreed criteria are the exit signals that carry the deal out of Validate toward Commit.