Why your forecast is wrong before the quarter starts

Most forecasts fail for a simple reason: the assumptions behind the number live in someone’s head, not in the model. When the quarter starts drifting, nobody can say which assumption broke.

Write the assumptions down

Start with three to five drivers: pipeline conversion, deal cycle length and expansion rate. Give each one an owner and a range. A forecast with visible assumptions can be challenged, improved and trusted.

Hyperion’s Forecast Explorer keeps every assumption one click away, so a change in conversion rate updates the forecast instantly and the whole team sees why.