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Gong Forecasting Edge Case

  • April 14, 2026
  • 1 reply
  • 22 views
Z
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Hi,

We have a curious case with Gong forecasting.

Our reps are working on a 50k renewal deal, and they are quite sure they will close this => so they put the deal to “Commit” forecast category.

However - there’s a chance for a huge expansion, so the deal might end up being worth 250k and the reps changed the deal amount to 250k. The chance for this additional 200k is much lower, so logically, the 200k would belong to “Best case” forecast category.

However - the deal can only belong to one forecast category.

At the moment, we put the deal in “Commit”, and we correct the submitted forecast number like:

  • They add 50k to “Commit”
  • They add 250k to “Best case”

The issue is that this is confusing for our management because they can see that the deal value in “Commit” is 250k, but we only forecast 50k.

We definitely don’t want to create 2 deals (one with 50k in “Commit” and one with 200k in “Best case”), because this is one opportunity with one contract.

What’s the best practice here? Any tips?

1 reply

Nisha Baxi
  • Nisha Baxi
  • Community Manager
  • April 21, 2026

​@Zsofia Does this help?

Keep the opportunity as one record, but separate the floor (renewal) from the upside (expansion) in your CRM and in Gong, instead of trying to make a single forecast category do both.

Here’s a simple pattern we see work well:

  1. Treat Commit as the floor.

    • Renewal you’re very sure about: 50k → Commit

    • Possible expansion: +200k → upside / Best Case, not part of the Commit number.

  2. Use separate amount fields instead of changing the deal amount back and forth.
    In your CRM, keep one opportunity but add fields like:

    • Renewal ARR (Committed) = 50k

    • Potential Expansion ARR = 200k

    • Optional: Total Potential ARR (= 250k)

  3. Configure your Gong forecast board to use different amount fields per category:

    • Commit column → uses Renewal ARR (Committed) (so it shows 50k)

    • Best Case column → uses Total Potential ARR (so it shows 250k)

This way:

  • Reps can keep the opportunity in Commit (because the renewal is highly likely).

  • Leadership sees Commit = 50k and Best Case = 250k, which clearly reflects floor vs upside.

  • You don’t have to create a second “fake” opportunity just for the expansion.

Head of Community, Gong
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