Sales Forecasting and Opportunity Management
Emasys Corporation was founded to develop applications that provide accurate analysis of available information to describe the results of a sales process within a specified level of confidence. Our goal is to develop applications that minimize the need for subjective interpretation and provide the highest possible level of accuracy within the limits of the data available.
All Emasys applications use proprietary techniques based upon Monte Carlo simulation methods. They
were developed specifically for and currently only run on the Salesforce CRM platform.
Our applications are 'native' force.com® applications, so
all data is maintained within your Salesforce environment.
Using Simulation Technology for Forecasting and Opportunity Management
Sales forecasts are the result of taking known information and applying judgment. This judgment can be based on a mental model that has been derived from an organization's understanding of the past performance of the sales team, the type of product, the economic environment and other various assumptions.
The more known information an organization has to work with, the less the forecast will depend upon the assumptions in their mental model. And the more current the information is, the better the accuracy of the resulting forecast.
One of the unique features of Emasys products is the use of
proprietary, adaptive modeling, techniques to automatically
tune the simulation models to reflect changing conditions.
Our current products, SureCast and SureCheck, both
utilize the same underlying technology to produce
high-confidence results.
Forecasting with SureCast
SureCast captures the actual duration times and completion probabilities for your sales pipeline
to maintain the models for every stage of every opportunity type you use in Salesforce. These models are the basis for
the thousands of scenarios that are evaluated during
each simulation run which provides on-demand, accurate sales forecasts.
In the left screen above SureCast displays a revenue forecast for a selected period by confidence intervals. The right screen displays the sales pipeline,
stretch, high-confidence forecasts and won data, by month,for the next 12 months.
Managing Your Opportunities with SureCast
Besides generating forecasts, SureCast provides some
powerful new information as it calculates the probable close dates for each opportunity in your pipeline for two levels of confidence
and projects the stage that an opportunity needs to be in,
in order to close on time. So, you can easily review
all of your opportunities by date and by stage progress, and
in real time.
The left screen above displays opportunities by stage. This user can compare the actual pipeline stage to the stage an opportunity should be in to close on time.
The opportunities are color coded to make it easy to see and
understand their status. The right screen compares the scheduled close dates to the simulated close dates for two levels of confidence.
Individual Opportunity Status with SureCheck
SureCheck uses the same Monte Carlo simulation and
statistical analysis capabilities to determine the likely close date, stage
progress and win probability for an individual opportunity. It runs on the Opportunity Detail page within
your Salesforce environment.
SureCheck is a simple means to demonstrate simulation as an opportunity management aid. It is available
for free on the Salesforce AppExchange and can be installed in
just a few minutes.