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Use caseForecast and planAdvanced

Pressure-test the plan before committing to it

Saved scenarios sit beside the live pipeline baseline, so a what-if is a comparison rather than a spreadsheet nobody else has.

RRRevTech RevOpsRevenue operations team 2 min

The job

“I want to see what the plan looks like if the assumptions are wrong.”

  • Finance
  • Sales leaders
  • RevOps

Planning conversations are usually conducted against one set of assumptions and one spreadsheet, owned by one person. The assumptions are rarely written down as assumptions, which means the disagreement in the room is about the output when it is really about an input nobody has named.

Saved scenarios make the assumption the object of discussion. Two people who disagree about the plan can look at the same two projections and find the input they actually disagree about, which is a much shorter conversation.

What it moves

  • Forecast variance
  • Plan confidence

The division of labour

What RevTech does, and where you decide

Agent workComputes the projection for a set of assumptions and holds it against the live pipeline baseline
Human gateYou choose the assumptions, and you decide which projection to plan against
Workflow KPIPlan confidence

In the product

How to do it

  1. Step 1 of 4

    Read the plan surfaces first

    Bookings, Revenue, Revenue by Segment and Recurring Revenue are the four reports the plan is argued from. Bookings is the coverage problem, Revenue is what finance is asking, Recurring is the story you defend to a board, and the segment view is where the mix problem shows up.

    Bookings attainment against plan in RevTech, with the drivers behind the variance.
    The Bookings plan view: attainment measured against plan for the period, with the movement and drivers behind the variance available in the same place. Screenshot of the RevTech application; sample data.
    The planning surfaces. Scenarios are argued against these, not instead of them.
  2. Step 2 of 4

    Save the assumptions, not the answer

    A scenario is a named set of assumptions that everyone can open, rather than a number somebody arrived at. They are shared across the tenant, which is the point: a scenario only settles an argument if both sides can see it.

  3. Step 3 of 4

    Compare against the live baseline

    Each scenario’s projection is computed and shown against the baseline drawn from live pipeline. A scenario that looks fine until you put it next to the baseline is the normal outcome, and it is the one worth having before the commitment rather than after.

  4. Step 4 of 4

    Name the input you are arguing about

    When two scenarios disagree, the useful question is which single assumption accounts for most of the difference. That is the number to go and get evidence for, and usually there is a standing analyst question that speaks to it.

What to take away

  • A scenario is a set of assumptions, saved so other people can open it.
  • The comparison against the live baseline is the point, not the projection on its own.
  • When two scenarios disagree, find the one input that accounts for the gap.

Go deeper

The material behind this

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Give everybody their number

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