What is Forecast Category?
Forecast Category is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
A forecast category is a label that groups deals by confidence for revenue projection, independent of pipeline stage. Common categories are pipeline, best case, commit, and closed. They let a rep signal how sure they are a deal will land this period, which drives an accurate roll-up forecast.
Key takeaways
- Groups deals by close confidence: pipeline, best case, commit, closed.
- Separate from stage, which reflects buyer progress.
- Commit means the rep is confident the deal closes this period.
- Rolls up into the team forecast leaders present to the business.
Why it matters
Stage alone does not capture a rep's judgment about timing and risk. Forecast categories add that human confidence signal, producing a roll-up that leaders can actually commit to.
How Ardovo handles it
Ardovo supports forecast categories on every deal and rolls them up by rep and team. Rook compares a rep's category choices against real engagement signals and flags deals in commit that do not look ready.
Frequently asked questions
What is the difference between stage and forecast category?
Stage reflects where the buyer is in their journey. Forecast category reflects how confident the rep is the deal closes in the period. A late-stage deal can still be only best case if timing is uncertain.
What does commit mean in forecasting?
Commit is the rep's promise that a deal will close in the current period. Commit deals form the floor of the forecast that leadership counts on.