Estimate from comparables

BETA

Switch the workspace to beta mode from the workspace switcher in the top-left header. If you do not see the estimate options described here, your account does not have beta access yet.

When to use it

A starting estimate is built from this customer's own profile and the general shape of its market. When one of those numbers has little direct evidence behind it, or carries a lot of the deal's value, you can ask for a second estimate made a different way: from specific companies directly comparable to this customer, with sources. It suggests one number per variable, with the reasons. Nothing changes until you accept it.

Use it when:

• You do not trust a number going into a budget conversation or a discovery call.
• The customer will not share or verify the figure.
• Deal Health shows "Weakly supported estimates" for the deal.

It is a way to ground a number before the customer confirms it. It is not a measurement, and it never replaces a figure the customer has confirmed.

Start a comparison

1. From Deal Health. Open the "Weakly supported estimates" item for the deal.
2. From a variable. Click "Estimate from comparables" beside the variable in the deal's Customer Values list.
3. From the coach. Ask how solid a number is, or pick the estimate option the coach offers, then follow its link.

Choose the variables

The recommended variables are listed first, and the three that matter most are already ticked. You can tick up to five. A variable you set yourself is not ticked; to include it, tick it and confirm that the estimate replaces your number. A variable the customer has confirmed cannot be selected. Click "Get estimates".

While it runs

The comparison takes a minute or two. You can close the window. Deal Health shows "Estimates ready to review" when it finishes.

Review each suggestion

For each variable you see your current number beside the suggested one, the reason, the sources, and a note when the match is weak. Then choose:

• Accept. Writes the number to the deal with the reason and sources, and recalculates.
• Reject. Leaves your number as it is.
• Reject and try again. Add a line on why, and the comparison runs again for that variable only.

If no good comparison was found, nothing is suggested, and the variable is not offered again until its value changes.

What accepting changes

The value is saved like any edit you make, with a history entry, and the variable shows "Estimated from comparables". Only you and your team see that label; the buyer sees "Updated by account team". A later edit of your own, or a customer confirmation, replaces it. See Customer variables and provenance.

Tips

• Treat a weak-match number with care and check the sources.
• Running the comparison again can give a somewhat different figure. That is expected: it gives one reasoned number, not a range.