If you work in B2B, you know how easy it is for go-to-market (GTM) strategies to get bogged down in endless meetings, wishful thinking, and data that doesn’t tell you much. Everyone talks about “alignment,” but what you really need is to know what’s coming—so you can make smart calls on inventory, sales, and operations. That’s where demand planning software enters the chat.
This guide is for sales ops, demand planners, and revenue leaders who are tired of software that promises the moon but doesn’t deliver in the real world. We'll break down the features in Avercast that are actually useful for B2B GTM teams—and call out what’s worth your time (and what’s not).
Why B2B GTM Needs More Than Guesswork
Let’s get real: B2B go-to-market is messy. Unlike B2C, your sales cycles are longer, buying committees are bigger, and “demand” can shift on a dime. A missed forecast can mean overstocking, stockouts, or a blown budget. So, the right demand planning tool isn’t just a nice-to-have—it’s table stakes if you want to stop running on blind optimism.
Avercast isn’t magic, but it’s got some features that help ground your GTM plans in data instead of gut feel.
1. Demand Forecasting That’s Actually Flexible
Plenty of tools say they forecast demand, but most are tuned for retail or basic distribution. B2B’s lumpy, unpredictable sales pipelines need something different.
What works:
Avercast lets you forecast at multiple levels—by customer, product, region, or even custom groupings. You can build forecasts that match how your business actually sells, not just how a software vendor thinks you should.
- Adjustable time buckets: Monthly, quarterly, or custom intervals so you can plan around how deals really close.
- Manual overrides: You can tweak forecasts when you know something the algorithm doesn’t (like a whale account about to churn).
- Scenario planning: Test the impact of best/worst case sales so you’re not caught flat-footed.
Watch out for:
Don’t expect Avercast (or any tool) to see black swan events coming. The models are only as good as your inputs—so if your CRM is junk, your forecasts will be too.
2. Real-Time Collaboration (So Sales and Ops Stop Pointing Fingers)
Getting sales, ops, and finance on the same page is like herding cats. Most of the time, each team has their own numbers. That’s a recipe for missed quotas and finger-pointing.
What works:
Avercast’s shared dashboards and collaboration features let teams see the same info and comment in real time. You get:
- Shared forecast reviews: Everyone can review, comment, and suggest changes directly in the platform.
- Change tracking: See who adjusted what and when—no more mystery spreadsheet edits.
- Role-based access: People see what they need, not the whole data mess.
What doesn’t:
It won’t fix team drama or make people agree. But at least they’ll be arguing over the same numbers.
3. Inventory Optimization That’s Not Just for Warehouses
Inventory planning isn’t sexy, but it’s where money gets made or lost—especially if you sell physical goods or have complex fulfillment.
What works:
Avercast lets you tie demand forecasts directly to inventory planning. You can:
- Set safety stock levels based on real demand, not guesswork.
- Model lead times for different suppliers or channels.
- Simulate “what if” scenarios—like a supplier delay or a sudden order spike.
Pro tip:
Use the “multi-echelon” planning if you distribute through multiple locations or channels. It’s nerdy, but it helps avoid tying up cash in the wrong warehouse.
What to ignore:
If you’re a SaaS company with no physical product, most inventory features won’t matter. Stick to the demand and sales planning modules.
4. Integration With Your Existing Stack (CRM, ERP, the Works)
Most B2B teams already juggle a pile of tools: Salesforce, NetSuite, spreadsheets, and maybe a homegrown database or two. If demand planning sits in a silo, it’s dead on arrival.
What works:
Avercast has out-of-the-box connectors for popular CRMs and ERPs, plus API access for custom setups. This means:
- Less manual data entry—pull in sales orders, forecasts, and inventory automatically.
- Single source of truth for demand and supply data.
- Automated updates keep things current, so you’re not always chasing the latest spreadsheet.
What’s meh:
Integrations always look easier in the sales demo. If your data is a mess, expect some hands-on work to get things running smoothly. And if you’re running a weird or ancient ERP, check compatibility first.
5. Reporting and Analytics That Don’t Require a PhD
The point of demand planning is to make better decisions, not just generate pretty charts. Too many tools drown you in dashboards that look nice but don’t help you act.
What works:
Avercast’s reporting is customizable and designed for business users, not just analysts.
- Drill-downs: Move from macro trends to specific deals or SKUs.
- Outlier detection: Flag weird sales patterns before they become big problems.
- Export options: Easy to pull data into Excel or BI tools if you need custom analysis.
What’s lacking:
Don’t expect fancy AI-powered insights. The analytics are solid, but not groundbreaking. That’s probably fine—what matters is clarity, not flash.
6. Scenario Planning for “What If” Moments
B2B sales is full of surprises—new competitors, supply chain hiccups, customers going dark. If your planning tool can’t help you think through options, you’re left guessing.
What works:
Avercast lets you build and compare scenarios, such as:
- Losing a big customer
- A new product launch
- Changing supplier terms
- Seasonal demand spikes
You can see the downstream impact on inventory, revenue, and even staffing levels. This beats scrambling to rebuild spreadsheets every time someone asks, “What happens if...?”
Heads up:
Scenario planning is only as good as the data and assumptions you feed it. Garbage in, garbage out. It’s a helpful tool, not a crystal ball.
7. Usability: Fast Enough for Busy Teams
Many demand planning platforms are so clunky you need a week of training just to adjust a forecast. That’s a nonstarter for B2B teams who live in meetings and Slack.
What works:
Avercast is reasonably user-friendly. The UI isn’t flashy, but it gets out of your way. Most features are accessible after a short ramp-up.
- Shortcuts & templates: Speeds up common workflows.
- Minimal “clicks to action”: You won’t get lost in endless menus.
Could be better:
Some of the deeper planning features are a bit hidden or require training. Budget a couple sessions for your power users.
What You Can Ignore (For Most B2B Teams)
Every software suite has “features” that look cool but rarely matter. With Avercast, here are a few you can probably skip:
- Promotional planning: More useful in retail than B2B.
- Point-of-sale analytics: Unless you also sell direct to consumers.
- “AI-driven” forecasting: It’s mostly tweaks to existing models; don’t expect miracles.
Stick to the basics that support your GTM motion. Bells and whistles sound nice, but usually add complexity you don’t need.
Bottom Line: Simple, Actionable, Repeatable
Avercast isn’t going to solve all your GTM problems. But it does offer real features that help B2B teams move from guessing to planning—without drowning you in complexity or false promises. Start with the core: flexible forecasting, shared visibility, and integration with your real data. Skip what doesn’t fit your model.
Keep it simple. Get the basics working. Iterate as you go. That’s how you actually improve your go-to-market, one forecast at a time.