What is best case?
Best case is a deal that could close this period if things go well, counted as upside above the commit number. Microsoft's CRM documentation describes it as a deal that is progressing, with quotes shared or substantive conversations held, but no commitment yet.
Why it matters to a revenue leader
Best case tells a revenue leader how much room sits above the commit, and which deals deserve the most attention this period. It is also where optimism hides. A best-case list far larger than commit, quarter after quarter, means the team is dating deals into the period without evidence. Track how much of best case converts, so the range you give the CEO or sponsor is honest at both ends.
Example
Fictitious numbersA testing and inspection company has a $2.0M commit and $900,000 in best case. Historically, about a third of best case closes in the period. The leader gives a range of $2.0M to $2.3M and asks each manager which best-case deal is closest to moving into commit.
"Which best-case deals would move to commit with one more buyer action, and what is that action?"
Sources
- Capture forecast category for opportunity checked 9 Oct 2026