{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.pipeline_quarterly_forecasts",
    "slug": "pipeline_quarterly_forecasts",
    "domain": "sales",
    "defaultLabel": "Pipeline Quarterly Forecasts",
    "description": "Container handle for the addable per-quarter forecast rows — each row tracks quarter, totalPipelineValue, weightedPipelineValue, expectedCloses (committed forecast), and dealCount. Rendered via the AddableQuarterlyForecastTable widget. Provides the multi-quarter forward visibility view the board reviews to validate the next 2–4 quarters of revenue, not just the current quarter. Common pitfall: filling in only the current quarter and treating future quarters as \"we'll figure it out\" — multi-quarter forecasting forces honest top-of-funnel planning for the periods beyond the immediate one.",
    "fieldType": "text",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "recommended",
      "seriesB": "recommended",
      "seriesC": "recommended",
      "public": "recommended"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "Container — addable rows of (quarter, totalPipelineValue, weightedPipelineValue, expectedCloses, dealCount). Per-row: totalPipelineValue = same as sales.pipeline_value for that quarter; weightedPipelineValue = same as sales.weighted_forecast; expectedCloses = same as sales.quarterly_forecast; dealCount = pipeline deal count attributed to that close period.",
    "whyItMatters": "Forward-quarter coverage view — the board needs to see whether next-quarter and next-next-quarter pipelines look credible, not just current. Many revenue misses are visible 2 quarters out if the multi-quarter pipeline view is honest; without this surface, the only data point is \"current quarter looks ok.\"",
    "interpretationGuidance": "Next-quarter pipeline coverage should be ≥ 2× quota at the start of current quarter (giving the cycle time to fill in). A pattern of pipeline shrinking quarter-by-quarter from current to current+3 = top-of-funnel capacity gap that demands investment now (3+ months before the affected revenue period).",
    "relatedKpiIds": [
      "sales.pipeline_value",
      "sales.weighted_forecast",
      "sales.quarterly_forecast",
      "sales.pipeline_deal_count",
      "sales.new_opps_added_value"
    ]
  }
}