Your Salesforce forecast is wrong. Not because your reps are bad at forecasting, and not because your methodology is flawed. It's wrong because forecasts are only as good as the data they're built on - and your data is incomplete.
Salesforce knows deal stages, amounts, and close dates. It doesn't know that your champion stopped responding to emails, that the CFO never opened the proposal, or that a competitor was mentioned on the last three Gong calls. Those are the signals that actually predict whether a deal will close.
The forecast accuracy gap
Research shows that 73% of sales forecasts miss their target by more than 10%. The gap isn't random - it consistently over-predicts. Teams forecast deals as 'likely to close' that are actually at risk, because the risk signals aren't visible in Salesforce.
A forecast built on CRM data alone is like a weather forecast built on temperature alone. It's missing wind speed, humidity, and pressure - the factors that actually determine what happens next.
See your pipeline's blind spots
Customer City connects to your revenue stack and surfaces the silent failures killing your deals.
What better forecasting looks like
Better forecasting doesn't require a better model. It requires better inputs. When you add cross-stack signals - email engagement, call sentiment, document activity, multi-threading status - to your deal data, your forecast accuracy improves because you're forecasting on reality instead of a subset of it.
Revenue Observability gives your forecast the full picture. Not just what reps entered into Salesforce, but what's actually happening across every tool in your revenue stack.