Business problem
A team can be on pace from bookings already won while its remaining pipeline is too small or too late to reach target. RevPack shows booked progress, the expected booking pattern, deal estimates, and the leader's submitted forecast so the review can identify that gap.
My role
I built the pacing calculations, forecast comparisons, and snapshot history, then designed the review process for investigating differences between the model and the submitted forecast.
What I built
Compare progress with plan
Show the bookings target, closed-won revenue, and expected bookings by this date. Calculate the remaining gap and the daily pace needed to close it.
Check the open deals
Compare estimates based on stage, forecast category, rep history, and close timing. Identify which deals explain the difference from the sales leader's submitted forecast.
Save the forecast before updating
Store the date, deal state, model assumptions, and submitted forecast. At period close, compare each saved estimate with the final bookings result.
Key design decisions
Review large deals separately
Show how much each large deal contributes and what happens if it slips. Count it once in the total.
Check the rep history
Show the number of past deals behind a rep adjustment. Use a documented fallback when that history is too small to support the adjustment.
Match the action to the deadline
For current-quarter risk, identify buyer decisions or blockers the team can address in time. Track new-pipeline and hiring actions against the later periods they could affect.
How to use it
Compare closed-won bookings with the amount expected by this date. Divide booked revenue by the curve's expected cumulative share to project a finish if the same pattern continues. That projection uses no open deals. Next, inspect the opportunities expected to close before period-end and compare their estimated contribution with the sales leader's forecast. If the numbers disagree, identify the deals or timing assumptions responsible and assign the next action. Save the forecast before changing those assumptions.
Related playbooks
Pacing formulas, forecast snapshots, and accuracy checks. The planning example connects a bookings gap to pipeline and meeting capacity.