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Fluid Edge Themes

BOLT RESOLVES YOUR STRUGGLE WITH FORECAST ACCURACY AND SUBJECTIVE DEAL MATURITY

CHALLENGES FACED BY ORGANIZATIONS

Forecasting is majorly driven by where the opportunity is in the sales cycle and the number of tasks completed.

However, research tells us that more than 15% forecast falls out, especially in the last few weeks of the quarter.

This is because critical factors that impact forecasting are often missed:

Do we have right account coverage?

Do we know all the decision makers?

Is this project funded?

Who are the economic decision makers?

Have we captured the incremental commitments?

Where is the buyer in his/her buying cycle?

Are we in constant touch with decision makers?

What insights can we gather from customer interactions, due diligence, questions, meetings, and activities?

An accurate forecast takes into consideration deal maturity, and more importantly how the deal maturity is calculated.

Why Bolt’s Forecast Management Is The Answer

Bolt’s Forecast Management module starts by first calculating the deal maturity based on 5-axes:

What is the account coverage? How many roles need to be covered? How many are covered? Who is engaged with them? What is the level of these relationships?

How deep are the relationships? Who in your organization has the best relationships with the buyers? What is the level of understanding each buyer’s roles, their alignment to competition, interactions, etc?

How many incremental commitments or critical success factors are completed and have documented proof available?

How fast is the deal moving from one stage to the next? What is the stage velocity compared to the average time it takes to close this type of deal?

How well is the sales process followed? How many exit criteria are met, etc.

Bolt’s built-in AI engine calculates the maturity score, highlights positive and negative factors contributing to the score and allows the sales team to forecast better.

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