Insights on revenue
Our team writes about running revenue as one system, from the plan to the monthly review that keeps the forecast honest.
A plan is a best guess, not a promise. (read where we wrote it)
4Pieces from our team on revenue
Where does a revenue number go wrong, in our team's words?
- Sriram ChidambaramPlan in months of trained salespeople, not headcount. Someone who joins in month seven gives you a fraction of a year, and less than that at full speed.
From "Revenue planning: a target you can actually work with"
- Sriram ChidambaramA reasonable target for a company with a working system is landing within about 10% of the quarterly forecast, consistently, with the misses spread evenly above and below rather than always on one side.
From "Revenue predictability: the one thing an investor can underwrite"
- Karthik BeknalCoverage has no clock in it. A deal opened last week counts the same as one waiting for a signature. That is how a full order book still misses the month: the deals are real, but they land next quarter.
From "Pipeline coverage: how much pipeline you actually need"
- How is this different from sales consulting?
- Who should own revenue here?
- How soon will the forecast improve?