Last week in our blog on using dbt and Looker to analyze Hubspot CRM data we talked about metrics that let us look back at the history of a deal to understand deal velocity and measure open and active deals at any particular point in the past.

In this blog I wanted to share how we use that same data to forecast our likely revenue in the coming months, and how we use this forecasting technique along with some custom Hubspot deal properties to predict what resources and skills we’ll need to deliver the projects we’re forecasting.

In out Hubspot deals table, as processed previously in dbt tidy-up and cleanse the raw data coming from Hubspot via Stitch, a typical row of deal data contains these columns relevant to a revenue forecast: