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Weak deals shouldn’t stop hiding until the forecast call. The deals that slip are rarely the ones nobody worked — they’re the ones that looked fine in the CRM and never had a defensible business case behind them. Your conversation intelligence tool can tell you a deal went quiet. Minoa can tell you it never had a real case in the first place. This page covers the whole path: the Pipeline Review page where you run that audit, and the two ways to push the signal out so it shows up in Salesforce, HubSpot, Clari, Gong, or whatever runs your forecast.
Pipeline Review rolls out workspace by workspace. If you don’t see it in the sidebar, contact our support team to switch it on. The rest of this page — pushing the signal into your CRM and from there into your forecast tool — works today for every workspace with a CRM connected.

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Review the pipeline through a value lens

Open Pipeline Review in the sidebar. The page shows every open deal on a manager’s team, in a close-date window you choose, scored on the value work that has actually happened. Workspace admins and anyone whose role is set to sales leader can open it. Admins can review any manager’s team; everyone else sees their own.

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Set the scope

Four controls at the top of the page decide what you’re looking at: Three cards sit under the filters — No business case, Business case created, and All deals — each with the amount and deal count behind it. Click one to filter the tables below. That first card is the number most managers want: open pipeline with nothing quantified behind it. Below the cards, a chart breaks the same window into covered versus at-risk amount, by stage and by rep. Click a bar to jump straight to those deals.
Start every review on No business case, sorted by the biggest amounts. Those are the deals where a forecast number is resting on a rep’s narrative and nothing else.

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Read what each deal still needs

Each stage renders a table of deals. The first columns are the facts; the rest are Minoa’s read on the deal, written from the business case, your CRM data, and recent call transcripts. The last seven columns are generated per deal and load progressively as you scroll — Minoa works through the stage you’re looking at rather than the whole pipeline at once. A deal whose calls are still being processed shows that state instead of a half-grounded answer.
Ask your rep is the one to take into the 1:1. It turns the review from “where is this deal” into a specific question the rep has to answer, and it’s drawn from the same evidence the rest of the row is.

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How the Value Activity score works

Seven yes/no checks, one point each. More completed checks mean healthier value activity:
  1. Buyer Input Survey — the buyer has completed the input survey.
  2. Business Case with Use Cases — a business case exists and contains at least one use case, rather than an empty case.
  3. Internal Collaborators — a business case exists and at least one accepted internal editor or commenter, other than the owner or co-owner, is working on it.
  4. Buyer Viewed the Case — at least one buyer-side contact has opened or engaged with the business case.
  5. Early stage document — any buyer-facing deal document exists: Value Hypothesis, One-Page Business Case, Discovery Summary, Cost of Inaction, Account POV, Time Machine Retro, or Deal Handoff.
  6. Deal Signal on Calls — calls confirm at least three of four core signals: signer, champion, quantified metric, and reason to act.
  7. Call in last 30 days — the team has spoken with the buyer within the last 30 days.
Scores roll up into five tiers: High (6–7), Med-High (5), Medium (3–4), Low-Med (2), and Low (0–1).
Treat the score as where to look, not a verdict. It points you at the deals worth inspecting; the conversation with the rep is still the inspection.

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Add the columns your team reviews on

Every team has its own inspection checklist. Admins can reshape the table to match it: click Configure → Dashboard columns, then toggle, reorder, or add columns. You can add up to eight columns from three sources:
  • Business case — Benefit / month, Investment, Upfront investment, Payback (months), Contract duration (months), Use cases.
  • Opportunity — Stage, Description, Created, Last updated.
  • CRM — fields Minoa already syncs from your CRM’s Opportunity or Deal object. The list is built from your workspace’s CRM field mapping, so if a field your team reviews on isn’t offered, enable it in your Salesforce or HubSpot integration settings first and it shows up here.
The Deal column always stays first. Everything else can be hidden or moved.

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Get the review in your inbox

Rather than asking managers to remember to open a page, send it to them. In Configure → Email digest, admins can schedule a weekly email of each manager’s team pipeline:
  • Recipients — the managers who should get it. Minoa verifies each address resolves to an active CRM user with direct reports.
  • Schedule — a weekly day and hour, on your workspace timezone, not Salesforce’s or UTC.
  • Close date window — the current calendar month, or everything closing in the next N weeks.
  • Business case filter — all deals, or only those with or without a business case.
  • Stages and Max deals per stage — keep the email to the deals worth a Monday morning.
  • Columns — the same columns as the dashboard, so the email and the page say the same thing.
Schedule it to land a couple of hours before the Monday pipeline call. The managers who get the most out of this feature are the ones who walk in already knowing which three deals to ask about.
The digest is rolled out separately from the page itself, so you may have one without the other. Contact our support team if the Email digest tab isn’t there.

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Push the signal into your CRM

Your reps live in the CRM, your managers forecast out of it, and most forecasting tools read from it. So the way to get Minoa into the forecast is to write Minoa’s signal onto the deal record. Two data points sync: It’s one signal in two places. A manager reading it in Salesforce and a manager reading it on Pipeline Review are looking at the same sentence. Minoa never creates or deletes fields in your CRM. You either use the fields the Minoa managed package installs, or create your own and point Minoa at them — your schema stays yours.
1

Set up the fields

Salesforce: follow Sync Minoa Data into Opportunity Fields. From package version 1.5.0 the fields ship with the package, so there’s nothing to create.HubSpot: follow Sync Minoa Data into Deal Properties.
2

Map them in Minoa

In Settings → Integrations, open your CRM’s settings and add a field mapping for each data point. The mapping list is the on switch — Minoa writes nothing until something is mapped.
3

Let the sync fill in

Values go out on an hourly run, for deals that changed since the last write. Deals that don’t have a Value Signal yet get one generated over the following runs, so coverage builds up on its own.
Add the two fields to a pipeline list view or report in your CRM and you have a value-coverage view before you’ve touched a forecasting tool.

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Use it in Clari, Gong, and other forecast tools

Forecasting tools build their deal views on top of the CRM. Clari, Gong Forecast, and the rest sync Opportunity fields and let you put them on a pipeline grid. So the CRM mapping above is the integration — once the fields are on the Opportunity, the forecast tool picks them up like any other field.
This is a different thing from the Clari Copilot integration, which pulls your call transcripts into Minoa. Copilot is Clari’s conversation intelligence product and the connection runs Clari → Minoa. What this page describes runs the other way: Minoa → your CRM → Clari’s forecasting and pipeline views. You can run either one on its own, or both.

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Clari

  1. Log in to Clari as an admin.
  2. Go to Settings → Data Integration → Salesforce Fields.
  3. Add Minoa__Has_Business_Case__c and Minoa__Value_Signal__c — or whichever fields you mapped — to the integration.
  4. Sync, then add the fields as columns on your pipeline and forecast views.
Now a Clari pipeline grid can be sorted and filtered on whether a deal has a quantified business case.

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Gong

Gong pulls Opportunity fields from Salesforce into its own deal records. A Gong admin adds the Minoa fields to the CRM field sync in Gong’s admin settings, and from there they’re available as columns on Deal Boards and in Gong Forecast.

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Any other forecasting tool

The pattern is the same everywhere: if the tool syncs custom Opportunity or Deal fields from your CRM — BoostUp, Aviso, Weflow, and similar — add the Minoa fields to its field sync and put them on the board. No Minoa-specific setup is involved, because to the forecasting tool these are ordinary CRM fields.

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Tools that don’t read your CRM

For a forecast running somewhere else entirely — a warehouse, a spreadsheet, an internal dashboard — use Minoa’s MCP server. An agent or an n8n workflow can read business cases, accounts, and pipeline analytics from Minoa and write them wherever your forecast actually lives.

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Key takeaways

  • Pipeline Review is the audit surface. Pick a manager, a close-date window, and your stages, and every open deal comes back scored on the value work behind it.
  • The generated columns tell you what the deal still needs — economic buyer, budget, technical validation, path to close — plus the question to put to the rep.
  • Two fields carry the signal into your CRM: Business Case Exists and Value Signal, written onto the Opportunity or Deal on an hourly run.
  • Your forecasting tool reads those fields like any other CRM field. Clari, Gong, and the rest need no Minoa-specific integration.
  • Clari Copilot is a separate integration that runs the other direction, pulling call transcripts into Minoa.