Reporting & Forecasting
A forecast you can defend, because it points at behaviour.
Stage probability says a deal in negotiation is worth seventy percent of its value. Engagement data says whether anyone on the buyer side has touched it this month. Macklore shows both numbers next to each other and lets you argue from evidence.
The two numbers
The gap between them is the report.
A twenty percent spread between stage-weighted and engagement-weighted value is not a rounding error. It is a list of specific deals that are being carried by optimism.
- Both figures always shown, never blended into one score
- Drill from the gap straight into the deals causing it
- Filter by rep, stage, size band, account or close month
- Movement since the last review is tracked and attributed
Reviews change character once this is on screen. Instead of walking the whole board, a leader opens the gap and asks about four deals. The meeting gets shorter and considerably more useful.
Quarter forecast
Illustrative, current quarter
Stage weighted
₹62.4L
Standard probability by stage
Engagement weighted
₹48.1L
Adjusted by deal health
A gap of ₹14.3L sits in five deals. Three of them have had no inbound buyer activity in over a fortnight.
Health distribution of open value
Hot
34%
Steady
26%
Stalling
24%
At risk
16%
Largest contributors to the gap
Reports that get used
Six views, chosen because teams actually open them.
There is no report builder maze here. These are the views that answer the questions a pipeline review raises, and each one drills into named deals.
Pipeline health distribution
Open value split across hot, steady, stalling and at risk, for the whole team or any slice of it. The first chart most leaders open on a Monday.
Engagement-weighted forecast
Each deal's contribution is adjusted by its health read, shown next to the raw stage-probability figure so the gap between them is explicit.
Risk concentration
Where the exposure sits: by rep, by stage, by deal size band, by account. Useful when one rep's commit list is carrying the quarter.
Activity coverage
Which deals have had no buyer activity in a set window, by value. This is the report that changes how a pipeline review is run.
Stage velocity
Time in stage against your own historical norms, with the deals that are furthest outside the norm listed rather than averaged away.
Forecast movement
What changed since the last review and why, so the conversation starts from movement rather than from a static snapshot.
Questions
What leaders check before they put this in a board pack.
No. Both are shown. The committed figure remains the one your team stands behind, and the engagement-weighted figure sits beside it as a check. Where they diverge sharply, you have found the deals worth examining.
Yes. Any view exports to CSV, and the Growth and Enterprise plans include scheduled exports so a pipeline health summary can land in an inbox before a weekly review.
From the point your data is imported. Historical deals brought in during migration are included in velocity and win-rate reporting, though engagement scoring only applies from the date activity data becomes available.
Never. The engine produces a weighted view for you to read. Committing a number to leadership or to a board stays a human decision, taken with this evidence in hand.
Rest of the engine
Each part feeds the next one.
The engagement-weighted figure on this sample pipeline sits 23% below the stage-weighted one.
Run both numbers on your own quarter and see which five deals explain the gap.
Import takes one pass. The first engagement-weighted forecast is usually the conversation that changes how the next review is run.
- Hexfield Interiors moved to at risk
- Varun Steelworks flagged hot
- 4 follow-ups queued for review