Quarterback Forecast & Pipeline Risk Assessment
BoostUp’s Quarterback Forecast & Pipeline Risk Assessment uses CRM and email data to quantitatively identify and analyze pipeline risks—highlighting that 43% of active deals, especially early-stage and end-of-quarter opportunities, are high risk due to stagnancy and inaccuracy—while providing actionable recommendations and risk profiles without requiring user adoption.
Forecast & Pipeline Risk Assessment
BoostUp’s “Quarterback” surfaces the risks in your pipeline, identifies key deals at risk, highlights winning and losing patterns of your reps, and provides actionable recommendations.
The Challenge
- 80% of the B2B buying experience is digital, yet 64% of Revenue Leaders are not using data-driven, quantitative methods to forecast.
- Many organizations rely on guesswork rather than data to assess pipeline health and forecast accuracy.
What BoostUp Provides
- Actionable next steps to hit your forecast
- Risk profile for your current quarter pipeline
- Key risk indicators & most prevalent risk factors
- Specific deals at risk and potential upside (potential pull forwards and upside deals)
- High and low performer patterns and analysis
Observations
- Total pipeline and risk are heavily weighted towards the end of the quarter.
- High degree of stagnancy and inaccuracy drives risk in early stages.
- 43% of all current active deals are at high risk.
- Early-stage opportunities in the current quarter are at higher risk.
Recommendations
- Increase rep activity and engagement with critical stakeholders.
What BoostUp Needs
- CRM access for data pull (done via OAuth)
- App installed into email system
- 2 weeks to complete analysis of data
- No user adoption required—BoostUp plugs into your data and shows you where the risk is.
Risk Profile
- Revenue at High Risk: $15,486,803
- 43.5% of all active deals by volume are flagged as high risk; as a percentage of revenue, this rate reduces to 34%.
- High risk deals are proportionate as stages progress, but medium risk deals increase at the Negotiation stage.
- Low risk deals increase at Proof of Concept, then decrease closer to close.
- Early stages with higher risk profiles have a majority of close dates set to end of quarter.
- 12% of deals in stage 1 have been created 8 or more months ago with no progress—all in the high risk category.
- Deals set to close in the last quarter of the month have the highest risk profile and stagnancy, leading to pushes at the end of the quarter.
Risk Factors
Most Common Risk Factors
- Not scheduling the next meeting
- Too few contacts touched in target accounts
- Unresponsive prospects
These factors may be biased by early-stage deals not being managed or eliminated from the pipeline appropriately. They can be resolved with coaching reps to correct behavior and cleaning out the pipeline.
Positive Indicators
- Healthy behavior and good follow-up from reps are observed throughout the pipeline.
Rep Risk Profiles
- Risk is directly correlated with level of activity among low performers.
- Deals with low activity from reps and low engagement from customers often fall into the stagnant early stage cohort.
- High performing reps with lower risk profiles tend to have upper-middle activity, excel in customer responsiveness, and involve more individuals from the customer side.
Key Deals at Risk
- 82 deals worth $1.6 Million are at high risk
- 138 deals worth $4.2 Million are at medium risk
- Majority of committed deals at risk are in negotiation stages.
- Typical risk profile suggests a shortfall of $2.5-3.5 Million compared to what exists in commit today.
Example: Nunez Group | $470,000 | Risk Score: 64/74 (Medium Risk)
Risk Factors
- Lack of recent meetings compared to earlier in the sales cycle
- Positive indications of rep activity, but no meeting scheduled since last meeting
- Relative activity is low for the time frame (4 months ago considered)
- Prospect has recently re-engaged with sales
- Rep followed up (5 emails) after last meeting
- Prospect engaged in the past day
- 2 contacts touched in the past 14 days
Engagement Analysis
- Limited engagement between buying and selling teams in the most recent 3 months
- Recent communication has resumed, but not at a level indicative of active negotiation
- Data suggests this deal will likely be pushed
- Recent topics discussed align with negotiations, but are being proactively mentioned by the sales team with no reciprocation by the customer
Next Steps
- Stop guessing and get ahead of the competition with BoostUp.
- All that is needed:
- CRM access for data pull (done via OAuth)
- App installed into email system
- No user adoption required
- 2 weeks to complete analysis of data