Accurate forecasting is essential for planning, resource allocation, and hitting your targets. Revian combines AI analysis with traditional pipeline metrics to give you forecasts you can actually trust.
AI-powered deal predictions
Revian's AI analyzes every deal to predict the likelihood of closing. Unlike simple stage-based probabilities, the AI looks at actual engagement signals:
- Call sentiment - How positive or negative are the conversations?
- Engagement frequency - Are meetings happening regularly?
- Stakeholder involvement - Are decision makers engaged?
- Deal velocity - Is the deal progressing at a normal pace?
- Competitor mentions - Is there active competition?
- Historical patterns - How do similar deals typically perform?
The AI prediction appears alongside the stage probability, giving you two data points: what the stage suggests and what the actual engagement indicates.
Deal health scoring
Every deal receives a health score from 0 to 100. This score updates continuously as new information comes in from calls, emails, and activity.
Health Score Ranges
- 80-100 (Healthy) - Strong engagement, positive signals, on track to close
- 60-79 (Moderate) - Some positive indicators, but watch for issues
- 40-59 (At Risk) - Warning signs present, needs attention
- 0-39 (Critical) - Deal is stalled or showing serious problems
Health scores appear as color-coded indicators throughout the app. Filter your pipeline by health score to quickly focus on deals that need attention.
Risk factors
When a deal's health score drops, Revian explains why. Click on any deal to see specific risk factors:
Example risk factors
"No contact with decision maker in 21 days" / "Competitor mentioned in last call" / "Deal stuck in Discovery for 45 days (average is 14)" / "Close date has been pushed back 3 times" / "Champion has gone silent"
Each risk factor includes a suggested action. The AI might recommend scheduling a meeting with the economic buyer or following up on an unanswered objection from the last call.
Manager forecast overrides
AI predictions are powerful, but managers have context the system does not. Revian lets managers override forecasts with their own judgment.
To override a forecast:
- Open the deal record or forecast view
- Click the forecast amount or probability
- Enter your override value
- Add a note explaining your reasoning
Overrides appear in reports with a special indicator. This creates accountability and lets you track whether AI or human forecasts prove more accurate over time.
Best practice: Require override notes so there is a record of the reasoning. This helps during forecast reviews and improves forecast accuracy over time.
Forecast reports
Access forecast reports from the Reports section. Standard reports include:
Available Reports
- Forecast by rep - Individual forecasts with AI vs. override comparison
- Forecast by team - Rolled-up team totals with drill-down
- Forecast by time period - Monthly, quarterly, or annual views
- Forecast accuracy - Historical comparison of predicted vs. actual
- Pipeline coverage - Compare pipeline to quota targets
- Forecast changes - Track how forecasts have moved week over week
Reports can be filtered by pipeline, deal type, region, and other dimensions. Export to CSV or schedule automatic email delivery to stakeholders.
Weighted pipeline calculation
The weighted pipeline multiplies each deal amount by its probability to create a more realistic forecast than raw pipeline totals.
Revian offers three weighting methods:
- Stage-based - Uses the probability assigned to each pipeline stage
- AI-based - Uses the AI prediction for each deal
- Blended - Averages stage and AI probabilities for each deal
Choose your preferred method in Settings > Forecasting. Most teams find the blended approach provides the best accuracy, combining process consistency with AI insights.
Weighted pipeline example
A $100,000 deal in Proposal stage (60% probability) with an AI prediction of 72% would have a blended probability of 66%. The weighted value is $66,000, which rolls up into your forecast.
Ask the AI assistant for forecast insights: "What's my weighted pipeline for this quarter?" or "Which deals are most likely to close this month?"
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