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Forecasting a pipeline you can defend

What the weighted number hides, which deals actually decide a quarter, and how to find out whether your own forecast runs hot. Every figure in these is computed by the same engine the product runs, not typed in.

• 10 October 20267 min

  Weighted pipeline: what the number tells you, and what it hides

  The formula is an average, and averages need many comparable things to mean anything. A pipeline is neither many nor comparable.

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