Three Revenue Ops Forecasts
The key to driving what we call full-funnel accountability across the entire revenue process is the forecast, which is the output of every stage in the revenue process.
The forecast at each stage represents the commitment of the team that’s accountable for that stage.
The growth team provides the quarterly TOF pipeline plan: How much pipeline they commit to deliver by segment, by team, and by region for the coming quarters.
The sales team provides the current and out quarter sales forecast against net new ARR targets from the operating plan.
The customer success team delivers the current and out quarter churn forecast against net retention targets. This also informs what changes needed on the net new business to hit revenue targets.
Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
