Claude generates sales forecasts that managers then review and adjust based on historical patterns and account behavior. Account Executives feed data into the system through Stills, and forecast meetings focus on identifying where teams need support rather than assigning blame.
What's most important is forecasts are being largely run by Claude and then inspected and reviewed by managers. I will be honest, we still start every forecast meeting with at minimum a 10-minute discussion on how we should be forecasting. We're doing a lot of forecasting. We're trying to be disciplined. It is a moving target and a work in progress when the ground is shifting under your feet as rapidly as it is in AI. And for the labs today, it's definitely something where I'd like to think we're getting a little bit better at. This week felt like we had a good forecast call yesterday, but we still have a ways to go. What's most important is forecasts are being largely run by Claude and then inspected and reviewed by managers. So AEs are using Stills to make sure their sales force is updated, next steps are accurate, account notes and account plans are current. We have a sense we're a consumption business, so we know where spend is. We know what the commit is that we're talking about. We know what historical patterns have shown for that type of customer in that cohort with that set of products. And AEs are submitting their forecasts using Claude. Managers are then reviewing them because all of the reconciliation has happened. Between Claude and our existing tools and then submitting them. And forecast calls are for discussion. They're not for gotchas. They're action-oriented and they're focused around where does the AE need help, where do the managers need help, where do we need to make sure that the customer needs are on someone's radar. What is hopefully coming soon is forecast accuracy, but we are not quite there yet.
