Overview

The masthead is the header at the top of the Revenue Engine home screen (/ for leaders, and /revenue-engine for everyone). It gives you a one-glance read on the period: what your sellers are calling, how that tracks against quota, and the vital signs underneath. Most KPI tiles open a drill-down panel with the detail behind the number.

This guide covers the headline and pacing line, the period selector, the KPI tiles and their drill-downs, the masthead buttons, and the three panels further down the page that expand the forecast: the Forecast Rail, Quota pacing and Forecast gap diagnosis. For how the rest of the page adapts to your role, see Revenue Engine Home: Persona Views.

The headline: your sellers’ forecast call

Under the REVENUE ENGINE label, the headline reads the period and the projected landing, for example FY2026 Q4 · NZ$13.7M forecast. When forecast confidence is low, it adds , in jeopardy. Until the forecast arrives, it reads Forecast pending after the period name.

The projected landing is your sellers’ call, not a model output:

For each quota-carrying seller, Summit53 takes their most recent forecast call from the last 14 days: the manager’s commit if there is one, otherwise the rep’s commit, otherwise the model’s prediction.
Each call is converted to your reporting currency, and the calls are added up.
The total is never lower than the revenue already closed-won in the period.
If fewer than 70% of sellers have a recent call, the figure falls back to closed-won plus probability-weighted open deals closing in the period.

The headline itself doesn’t say which method is in use. Check the line under the big number in the Forecast Rail: projected landing · rep forecast calls means your sellers’ calls, and projected landing · closed-won + weighted pipeline means the fallback. Forecast gap diagnosis uses the same projected landing, so the two reconcile.

The pacing line

Under the headline, a pacing line summarises where you are, for example Day 12 of 92 · NZ$1.9M to quota · coverage 2.2×. The day count comes from the selected period’s start and end dates. The amount to quota appears only while a gap remains, and coverage appears once pipeline data has loaded. If the period dates haven’t resolved yet, the line reads Period pacing pending.

The period selector

Next to the REVENUE ENGINE label is a compact period dropdown, set to This Quarter by default. It offers three groups:

Current: This Month, This Quarter, This Year.
Forward-Looking: Next 6 Months, Next 12 Months, Next Quarter, Next 2 Quarters, Next Fiscal Year.
Trailing: Trailing 6 Months, Trailing 12 Months.

Changing the period reloads the masthead, the Forecast Rail, Quota pacing, Forecast gap diagnosis, the Operating View and, where it is shown, Capacity Planning. The flow canvas, the Prescription band and the persona chip strip show the engine’s live state and don’t change with the period.

The KPI tiles

The centre of the masthead holds up to seven tiles. Forecast, Quota Attainment and Coverage are always there; the others appear once their data is available.

FORECAST: the projected landing, with an on track or in jeopardy status.
QUOTA ATTAINMENT: attainment as a percentage, with the amount still to go (for example NZ$1.9M to go). Before quota data loads, it reads quota feed pending.
COVERAGE: pipeline coverage as a multiple, with its target (for example target 3×). The target turns red when coverage is below it.
WIN RATE: overall win rate, with its sample (for example 14 of 96 deals).
LEAD VELOCITY: the month-over-month lead velocity rate, with N net new MoM.
NRR: trailing-twelve-month net revenue retention, marked with a dot when it is 100% or more.
GRR: gross revenue retention, labelled healthy, fair or at risk.

Until retention figures are available, NRR and GRR are replaced by a single ARR GROWTH tile reading Pending and NRR · GRR · churn. Any tile that reads Pending is still waiting for its data.

KPI drill-downs

Click a tile to open its panel from the right. Close it with Close, the × button, Esc or a click on the dimmed page.

FORECAST → Forecast Command. The Forecast Overview card shows a Low / Most Likely / High range, where Most Likely is the same projected landing as the headline. A badge reads High Confidence, Medium Confidence, Low Confidence or, while the full forecast is still computing, Confidence pending. Under View Forecast Components, ML Forecast (next month) is the model’s prediction for the next month only, shown beside Manual Commit and Execution Score.
QUOTA ATTAINMENT → Quota Pacing: progress, gap and team productivity for the period.
COVERAGE → Pipeline Health: coverage, velocity and stage mix, with a pipeline health score.
WIN RATE → Win Rate Trend: the rate, the cohort behind it and the trend.
NRR, GRR or ARR GROWTH → ARR Growth Engine: see the ARR Growth Engine guide.

LEAD VELOCITY is informational and has no drill-down. A Data Quality panel opens from the Forecast Rail (below). It shows OVERALL SCORE, FIELD COMPLETENESS bars and up to three RECOMMENDATIONS, such as setting a billing country on accounts or adding exchange rates. See the Data Quality Monitor guide.

Masthead buttons

Weekly Review opens the Play·book slide-out, with the tabs What to do now (its badge counts high-priority actions), Daily routine, Scenarios and How metrics connect. Close it with Close Playbook.
Diagnostics opens the Revenue Mechanic; see Diagnostics & the Action Brief.
Glossary opens the Metric Glossary (below).
Refresh reloads the canvas, the forecast and KPI tiles, the Action Brief and persona strip, the Operating View’s segment figures, and Capacity Planning. When the Operating View is showing sales regions or markets, use that view’s own Refresh button.

The Forecast Rail

The left column of the row below the Operating View expands the forecast. From top to bottom:

FORECAST · the period, then the projected landing.
A basis line: projected landing · rep forecast calls, or projected landing · closed-won + weighted pipeline for the fallback. ML projection · weighted appears only when no projected landing is available, and forecast feed loading appears before any figure arrives.
A status pill: On track, At risk, In jeopardy or, while confidence is still computing, Pending. Beside it is the trend, for example trend stable -0.2pp.
A CONFIDENCE dial, or Confidence pending.
LANDING ZONE: the range the period is expected to land within, with the confidence percentage beside it.

Under FORECAST INPUTS, reconciling figures sit beside the projected landing. Hover each one for its explanation:

MODEL (ML): the trained model’s figure, labelled next month only when it is a one-month prediction.
WEIGHTED PIPELINE (pipeline says): closed-won plus probability-weighted open deals closing this period. It appears only when the headline is based on rep forecast calls, so you can compare what the reps say with what the pipeline says.
MANUAL COMMIT (committed pipeline): the sum of opportunities in the Commit stage. It is bottoms-up and not risk-adjusted.

If no projected landing is available, this block is headed COMMITTED and shows Manual Commit only. A currency note can follow (see Currency below). The bottom row shows:

EXEC HEALTH: a score out of 100 drawn from your deals’ health scores, or Not tracked.
DATA QUALITY: a score out of 100. Click it to open the Data Quality panel.
RISK DRAG: how many percentage points data and risk issues are pulling confidence down, or Not tracked.

Quota pacing

The right column starts with Quota pacing. It shows the days left (for example 80d left), attainment, of NZ$14.8M quota, and a progress bar with a PACE marker. While a gap remains, it adds the amount still to close and the period dates, for example NZ$1.9M gap to close · 01 Oct 2026 – 31 Dec 2026. This gap compares quota with revenue already closed. It is not the forward-looking gap in Forecast gap diagnosis.

Attainment at plan rates

If your team’s quota or bookings include currencies other than your reporting currency, and something has been booked, a line restates attainment at fixed fiscal-year plan rates, for example At FY2026 plan rates: 87%. Quota and bookings both use the same fixed rates, so this figure moves only with performance, not with exchange rates.

(FX +3 pts) or (FX −3 pts) shows how much exchange-rate movement is lifting or lowering your reported attainment. It appears when the effect is at least half a point.
· excludes JPY (no exchange rate) names currencies left out because they have no rate. The FX effect isn’t shown when anything is excluded.
Hover the line for a reminder of the method. If the period spans two fiscal years, the first year’s plan rates are used.

Ask an organisation owner or administrator to open Revenue Intelligence Settings, go to the Exchange Rates card and fill in the Plan rates for the fiscal year. Without a plan rate, the actual rate for the fiscal year’s first month is used.
Return to the Revenue Engine and read the plan-rate line under Quota pacing.
If it names excluded currencies, add rates for them. See Reporting Currency & Exchange Rates.

Forecast gap diagnosis

Below Quota pacing, Forecast gap diagnosis breaks down the forward-looking shortfall: team quota minus the projected landing. Hover the info icon and each label for its definition. The header badge reads:

Ready: the gap has been broken down.
Review: broken down, but at least one rep needs a manual review.
Limited: too few reps have usable data to break the gap down.

When the breakdown is ready, the panel shows:

TOTAL GAP, with the period and projected vs quota. It is red when you are short and green when the projection exceeds quota.
RAMP CAPACITY: the part of the gap from reps still ramping. It is structural and resolves as they ramp.
PRODUCTIVITY: the part from reps projected to land below their ramp-adjusted quota. This is the coachable part.
RESIDUAL: the offset from reps projected to beat quota. It is always zero or negative and needs no fixing.
REP FINDINGS: up to three reps, each with the layer and action (for example Effort · Coach), their gap and a confidence pill. For a rep whose quota is in another currency, hover the amount to see their quota and projection in that currency.

Amounts are in your reporting currency, so the reps’ figures add up to the team gap. When too few reps have recent data, the panel shows REP COVERAGE as a percentage and Insufficient data to decompose. instead. While loading it reads Loading diagnosis..., and if the request fails it reads Diagnosis unavailable. The panel reloads when you change the period. The Why did confidence move? section below it is covered in Signals & the Loop.

Currency

The masthead, Forecast Rail, Quota pacing and Forecast gap diagnosis show amounts in your organisation’s reporting currency, with its symbol (for example NZ$). When amounts were converted, the Forecast Rail shows a note such as FX converted to NZD, rates as of Oct 2026. If some amounts have no exchange rate, an amber warning starting Excluded from totals, no exchange rate: lists them, with an Add exchange rates link to Revenue Intelligence Settings.

The Metric Glossary

The Glossary button opens the Metric · Glossary panel. Type in Search metrics... to filter, or browse the sections: Masthead KPIs, Forecast Confidence, Health Signals, Pipeline Health Score, Capacity Planning, Revenue at Risk, Bowtie & Conversion Rates, ARR Growth Engine, Revenue Mechanic, Deal-Size Segmentation, Quota & Team Efficiency, Forecast Gap Diagnosis and Customer Success. Click a metric to see what it means, how it is calculated and where it comes from.

Loading and error states

On first load, the page shows LOADING REVENUE ENGINE until any panel has data.
If nothing on the page can load, a full-screen FORECAST FEED UNAVAILABLE message appears with a Refresh button.
If only the forecast fails, a banner reads Forecast feed unavailable — Retrying automatically. The page keeps retrying; use Retry now to try straight away.

Troubleshooting

The headline doesn’t match the ML forecast. That’s expected. The headline is your sellers’ call; the ML figure is a one-month model input listed under FORECAST INPUTS.
The rail says closed-won + weighted pipeline. Fewer than 70% of quota-carrying sellers have a forecast call from the last 14 days. Ask sellers and managers to submit their calls.
A tile reads Pending. Its data hasn’t arrived yet. Give the page a moment, or press Refresh.
The canvas didn’t change when I changed the period. The canvas always shows the engine’s live state; see the flow canvas guide.
There’s no plan-rate line under Quota pacing. It appears only when quota or bookings include another currency and something has been booked in the period.
A total looks low. Look for the amber Excluded from totals warning and add the missing exchange rates.
Forecast gap diagnosis says Limited. Too few reps have both a recent forecast call and a quota for the period.

Revenue Engine Masthead: Forecast Call, KPIs & Drill-downs