Stage Outcome Mapping
The data science and analytics parts of Clari rely heavily on open, won, and lost concepts. Since Clari's analytics have access to historical pick-list values, we've built the platform to classify deals as open, won, or lost — we call it "Stage Outcome Mapping". In other words, all current and historical stages can be associated with a given deal outcome: open, won, or lost.
This mapping happens automatically, but sometimes the system gets it wrong. For example, it might categorize an open stage as a won stage (e.g. "5 - Contract Signed" mis-categorized as "Won"). If you notice a forecast category that should be "Closed" showing up as a separate category in Pulse or Trend, for example, it might be related to this mapping.
A typical stage outcome mapping will look something like:
| Stage | Outcome |
| S1 - Prospecting | Open |
| S2 - PoC | Open |
| S3 - Demonstrating Value | Open |
| S4 - Contract Negotiation | Open |
| Closed Won | Won |
| Closed Lost | Lost |
| Lost Churn | Lost |
Edit Stage Outcome Mapping in Clari Studio
- From Clari Studio, click the hamburger menu in the top-left. Select Analytics & Data Science Management from the Application Config menu.
- You'll see the complete list of all current and historical stage values. To edit any of the stage outcomes, simply select the new outcome for a given stage and click Save Changes.
The changes will immediately take effect across the Clari platform and changes are revertible.
