Pipeline Forecast
See expected MRR grouped by close month, adjusted for probability. Know what's realistically coming in and what's optimistic.
What the forecast shows
The Pipeline Forecast groups all open deals by their expected close month and computes three MRR figures for each month:
Probability-adjusted MRR. Sum of (Estimated MRR × Probability%) for all deals closing in that month. This is your realistic forecast number.
Sum of all Estimated MRR for deals in that month, regardless of probability. Assumes every deal closes.
Only deals with probability ≥ 80% included at full value. Conservative floor for the month.
Reading the bar chart
The bar chart displays each forecast month as a grouped bar:
- Weighted MRR bar (green) — your realistic target
- Best Case MRR bar (blue, lighter) — the upside if everything closes
- The gap between them is your probability risk — deals in early stages with low probability
A large gap between Best Case and Weighted MRR in a given month indicates that month has many early-stage, low-probability deals. A narrow gap indicates deals in late stages that are likely to close.
Drill-down deal tables
Click any bar in the chart (or any month row) to expand a deal table showing all deals expected to close that month:
- Account name (links to account detail)
- Deal name and type (New Logo, Expansion, Renewal, etc.)
- Pipeline stage
- Estimated MRR
- Probability %
- Weighted MRR (Estimated MRR × Probability)
- Expected close date
- Deal owner
Time window
Select the forecast window using the date range control:
For most MSPs, the 3-month view is most actionable for sales management. The 12-month view is useful for capacity planning and headcount discussions.
How probability affects weighted MRR
Probability % is set per deal and also has a default per pipeline stage. If a deal is in the Verbal Commit stage (default 90%), its $5,000 estimated MRR contributes $4,500 to weighted MRR.
Keep probabilities honest. Overinflated probabilities make your forecast look better but lead to missed targets and planning errors. The best practice is to use stage-default probabilities and only override them for deals with specific circumstances.