Forecast day arrives, reps submit their numbers, and you’re left doing the same mental math every CRO does: how much of this roll-up is real, and how much optimism wears a commit label. Rep sentiment has driven forecasting since CRM existed (and not because it works, but because it was the only input on offer).
We’re done with that.
Today we’re launching Intelligent Forecasting in Airspeed, built to strip the guesswork out of every number your reps submit and replace it with actual signals, pulled straight from your CRM data and every conversation your team is having across email, calls, and Slack.
From “I think” to “here’s why”
Airspeed already pulls your deal data straight from HubSpot or Salesforce, enriched with MEDDPICC fields and every touchpoint your team has logged across connected channels. Intelligent Forecasting builds directly on top of that foundation with one core capability: a close probability score for every deal in the pipeline, generated from real engagement signals rather than a rep’s read on the room.
Hover over any score and the model shows its reasoning: the specific signals that pushed a deal up or down.
That reasoning is the difference between a number you have to trust blindly and a number you can actually interrogate. When a rep is building their forecast and second-guessing whether a deal really belongs in commit, the model’s rationale is right there to settle it, one way or the other.
A sense check, built into the workflow
Reps build their forecast the way they always have, selecting deals into commit, best case, and pipeline categories, except now every deal carries its probability score as a built-in gut check. A deal a rep was ready to commit might be showing a weaker signal than they realized.
One they’d parked in the pipeline might be further along than expected. Reps can adjust their category calls accordingly, and add a note explaining their thinking for whoever rolls their number up next. Every submission is saved to a forecast history, so reps and managers can see how calls are tracked against outcomes over time.
What this means for you as a manager
This is where Intelligent Forecasting earns its place on your desk.
My Team Forecasts gives you every rep’s submission in one view, with the same close-probability layer surfaced at the team level, including a breakdown of your highest-value deals across the entire team, so you know exactly where to spend your attention before you’re in the roll-up meeting, not during it.
Drill into any rep’s forecast and you get their full reasoning: the categories they chose, the note they left, and the CRM detail behind every deal they selected, customizable to surface the AI insights that matter most to you.
If a rep’s commit number looks light given what the signals say, you’ll see it. If someone’s being overly optimistic on a deal that’s cooling, you’ll see that too. You can override any number in the roll-up directly, with your own note attached for whoever reviews your submission next.
The result is not only a more accurate number. It’s a forecasting process where every level of the chain, from rep to manager to CRO, is working from the same evidence instead of competing gut checks.
Guesswork was never the goal
Nobody chose sentiment-based forecasting because it was the best option. It was the only option, given what most CRMs had to work with. Intelligent Forecasting closes that gap by turning your CRM and conversation data into a forecasting signal your whole team can actually rely on: visible, explainable, and available at every level of the roll-up.
Intelligent Forecasting is live in Airspeed now. Head to the Deals view to see your close probability scores, or the Forecasting tab to submit your next forecast with real signals behind every number. Want to see it on your own pipeline first? Request a demo.
