Flags, intelligence and forecast
Your Shadow watches every deal for signals: a competitor mention, a buyer who has gone quiet, a question the AI Concierge couldn’t answer. When it spots one, it raises a flag on the deal and explains why. This article covers the Flags rail, the Intelligence tab, and the Forecast and Sentiment scores.
The Flags rail
Section titled “The Flags rail”The Flags row sits directly under the deal header. Each flag is a short chip, such as Competition, Quiet, or Unanswered. Chips come in three colors:
| Color | Meaning | Examples |
|---|---|---|
| Red | Alert: a risk to the deal | Competition, Quiet, Sentiment, Objection, Champion, Downgrade |
| Blue | Request: someone on the buyer’s side is waiting on you | Unanswered (a question the AI Concierge couldn’t answer), Pricing, Document, Newcomer |
| Green | Opportunity | Cross sale |
A small dot on each alert shows its severity. Alerts are listed first, then requests, and within each group the oldest flag comes first.
Open a flag
Section titled “Open a flag”Click a chip to open the flag drawer. It reads top to bottom as a short story:
- The trigger: when it was detected and what the buyer said or did, with the evidence.
- What it means
- Impact, including Revenue at risk for alerts.
- Recommended: what the Shadow suggests and how fast to act (Solve within or Respond within). For a buyer request you also see Waiting since.
- Next steps: the Shadow’s suggested moves for this flag.
Some flags show extra detail:
- Pricing (a price the buyer named in the Deal Room): their price against yours, the discount needed, and your floor.
- Competition with a shared offer: their offer laid out, their total against yours, and what it takes to come in just under them.
- Document: the buyer’s revised file, their comment, and a download. You can send it to the right internal team (for example, Legal), upload a new version, or add a comment. Mark a comment Internal — buyer won’t see it to keep it private.
- Newcomer: a person the buyer invited to the room. Use Invite as stakeholder or Update contact.
If a request was handed to an internal team instead of you, the drawer says who has it. If nobody in that team could be reached, the drawer says so clearly. The buyer was told a team is on it, so pick it up yourself.
Act on a flag
Section titled “Act on a flag”Under Next steps, pick one of the Shadow’s suggested moves or type your own instruction. The Shadow prepares the move right in the drawer, and nothing goes out until you approve it. If the move is a buyer message, it opens in the Contact center for review. See Approving the Shadow’s drafts.
For a buyer question, you can also answer directly in the buyer’s Q&A thread: write the answer yourself or have the Shadow draft it, then click Send to buyer.
Resolve a flag
Section titled “Resolve a flag”When you’ve dealt with it, click Resolve at the bottom of the drawer. The flag leaves the rail, and its evidence is kept in the deal’s activity log. If the flag had a task, that task closes too, and your Next task card moves on.
The Intelligence tab
Section titled “The Intelligence tab”The Intelligence tab shows what the Shadow concluded about the deal and what it read to get there. If the deal has no messages, notes or meetings yet, it reads No intelligence yet.
- Executive summary: the Shadow’s verdict with up to five evidence-backed points. Click Re-analyse to refresh it.
- Why this slips: what’s stuck, in two lanes. Your side, what is not moving lists overdue steps, open buyer requests and active alerts. Their side, what they said they would do lists commitments the buyer made in conversation. Links to Go to Tasks and Contact stakeholder take you straight to the fix.
- Competitive and price position: competitors seen on the deal (Leading, Present, or Mentioned) and Your price against the band. From here you can jump to the Pricing tab with a counter-discount filled in for you.
- Company watch: news about the buyer’s company, such as funding, M&A, layoffs, leadership changes, earnings, hiring, or regulatory events.
- Comparable deals: how similar won deals behaved at this point, and what this deal is missing. If nothing is missing, it reads This deal is ahead of the pattern.
The Intelligence card on the Cockpit tab summarizes these sections and links into this tab.
Forecast and Sentiment
Section titled “Forecast and Sentiment”Two cards in the status strip score the deal:
- Forecast: click it to see the forecast category, the probability of closing this month, close-won quality, and What’s driving it. A deal that isn’t scored yet is scored the next time its stage or close date changes, or the buyer does something. Update forecast on the Where are we? card opens the same breakdown, where you can change the forecast category yourself.
- Sentiment: click it to see the sentiment score, its current state, the 7-day trend, and what’s driving it. Sentiment is only scored once the buyer has replied at least once. If sentiment is slipping, Draft a re-engage message opens the Contact center so you can write to the buyer.