Pipeline Forecasting and Incentive Modeling in Beacon

Beacon's forecasting tools let you model deal scenarios before sending an offer, project revenue across upcoming quarters, and align your marketplace sales motion with your overall revenue targets. Whether you're preparing for a QBR or building a board-level revenue forecast, Beacon gives you the data and modeling tools to do it from a single platform.

Incentive modeling

Before sending a private offer, use the Incentive Modeler to simulate different pricing and rebate structures. Modeling deal scenarios upfront helps you identify the structure most likely to be accepted — and ensures you're not leaving revenue or margin on the table.

Inputs:

• List price
• Seller discount %
• FPO credit amount
• Payment terms
• Deal duration

Outputs:

• Buyer's net cost
• Seller's net revenue
• Expected EDP or MACC drawdown for the buyer — how much of their cloud commitment the deal will consume
• Projected Flywl Credits earned by the buyer

You can model 2–3 scenarios side-by-side to compare outcomes. This is especially useful when a buyer has a large commit balance that needs to be drawn down before a deadline — structuring the right deal can make the transaction beneficial for both sides in ways that a standard direct sale cannot.

Pipeline forecast

The pipeline forecast in Beacon rolls up all active deals by expected close date, applying a probability weight based on deal stage. This gives you a realistic view of what's likely to close and when — not just what's in the pipeline.

View your forecast sliced by:

• Time horizon — next 30, 60, or 90 days
• Marketplace — AWS, Azure, or GCP
• Product — by listing or product line
• Sales rep — for individual quota tracking and rep-level coaching

If you have context that the automated stage-based probability doesn't capture — a verbal commit, a procurement freeze, a champion who left — you can manually adjust deal probability directly in the forecast view without changing the deal stage.

Using forecasts for RevOps alignment

Beacon's forecasting tools are built to integrate with your existing RevOps and finance workflows, not replace them.

• Export pipeline forecasts as PDF or CSV for board reviews, QBRs, or RevOps planning sessions
• Connect Beacon to your CRM to sync forecast data with your opportunity pipeline — keeping Beacon and your CRM in agreement without manual reconciliation
• Cross-cloud forecast combines AWS, Azure, and GCP pipeline into a single number, which is particularly useful for CROs presenting total marketplace revenue to leadership

The cross-cloud view is one of Beacon's most distinctive capabilities. Most marketplace sellers manage AWS, Azure, and GCP pipeline in separate tools or spreadsheets — Beacon surfaces them together so you always know your true marketplace revenue picture.