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Thursday, July 17, 2014

Pipelines and Forecast Timing

In E-Commercetimes: The timing of forecast value is an important aspect.  It's part of the decision process that is often forgotten.

" ... Analytics should be able to tell you the likelihood of each deal's completion in time for you to take action if the prediction is unfavorable. If each deal is somewhat different, then comparing each with the historic deals most like them will provide a truer indicator of close probability than simply comparing deals through something as general-purpose as deal stage. The difference is important. ... " 

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