Customer Segmentation & Value Scoring

• Applies RFM scoring to classify customers

• Calculates expansion potential and customer counts

• Aggregates customer insights at territory level

Revenue Forecast Scoring

• Loads a pre-trained regression model

• Applies the same transformations used during training

• Generates monthly revenue forecasts for 2025 by territory and segment

• Outputs forecasted revenue aligned with planning dimensions

Quota Expansion & Monthly Target Creation

• Converts quarterly quotas into monthly targets

• Maps months to quarters

• Distributes quota evenly across months

• Produces monthly quota values for comparison with forecast

Planning Metrics & Risk Assessment

• Joins forecast, quota, and pipeline data

• Calculates: Revenue gap vs quota, pipeline required to close the gap and pipeline coverage ratio

• Classifies risk

AI Insight Generation

• Combines forecast, quota, pipeline, and customer metrics

• Structures data into a JSON input format.

Strategic Sales Analysis and Forecasting

This workflow prepares sales and quota data, generates monthly revenue forecasts using a machine learning model, and combines these forecasts with quota and pipeline metrics for each territory and month.

The process includes: Transforming and joining territory quotas with a calendar to create monthly targets. Applying a trained regression model to predict 2025 revenue by territory and segment, using recent sales features. Aggregating and joining forecast, quota, and pipeline data to calculate key planning metrics such as revenue gap and risk classification. Structuring the results for further analysis and AI-driven insight generation. This enables a clear comparison of predicted performance against targets, supporting territory-level planning and risk assessment.