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ARR plan 2,500

Week 1 Week 2 Week 3 Week 4 Week 5

Pipeline, ARR $ 9,500 7,500 7,000 6,500 5,500
ARR closed to-date - - 250 500 500
To-go to plan 2,500 2,500 2,250 2,000 2,000
To-go coverage ratio 3.8 3.0 3.1 3.3 2.8
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Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13

5,050 4,500 4,250 3,900
750 750 1,050 1,050
1,750 1,750 1,450 1,450
2.9 2.6 2.9 2.7
Final
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This-Qtr Next-Qtr
ARR plan 2,500 3,250

Week 1 Week 2 Week 3 Week 4 Week 5

Current Quarter Pipeline
Pipeline, ARR $ 9,500 7,500 7,000 6,500 5,500
ARR closed to-date - - 250 500 500
To-go to plan 2,500 2,500 2,250 2,000 2,000
To-go coverage ratio 3.8 3.0 3.1 3.3 2.8

Next-Quarter Pipeline
Pipeline, ARR $ 3,500 5,250 4,750 4,800 5,000
Coverage ratio 1.1 1.6 1.5 1.5 1.5
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Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13

5,050 4,500 4,250 3,900

750 750 1,050 1,050
1,750 1,750 1,450 1,450
2.9 2.6 2.9 2.7

5,250 6,550 6,800 7,050

1.6 2.0 2.1 2.2
Final
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Forecasting Next-Quarter Pipeline

Forecast
Current next-quarter pipeline 7,050
Assumed net creation at steady state thorugh end of quarter 1,000
PIpeline from big one-of webinar 750
Spillover analysis
This-quarter pipeline
ARR to-go to plan
This-quarter "surplus" pipeline
Next-quarter slip ratio 858
Total 9,658

Next-quarter plan 3,250

Next-quarter coverage goal 9,750
Current next-quarter forecast 9,658
Surplus/(gap) (93)
rnational License.

Calculations

3,900
1,450
2,450
35%
Kellblog by Dave Kellogg is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.

This-Qtr Next-Qtr
ARR plan 2,500 3,250

Week 1 Week 2 Week 3 Week 4 Week 5

Current Quarter Pipeline
Pipeline, ARR $ 9,500 7,500 7,000 6,500 5,500
ARR closed to-date - - 250 500 500
To-go to plan 2,500 2,500 2,250 2,000 2,000
To-go coverage ratio 3.8 3.0 3.1 3.3 2.8

Next-Quarter Pipeline
Pipeline, ARR $ 3,500 5,250 4,750 4,800 5,000
Coverage ratio 1.1 1.6 1.5 1.5 1.5

All-Quarters Pipeline
Pipeline, ARR $ 20,000 20,250 20,000 21,000 20,500
Pipeline, oppties (count) 150 151 152 153 154
Average oppty size $ 133 $ 134 $ 132 $ 137 $ 133
Number of reps 9 9 11 11 11
Oppties/rep 14.8 14.9 12.0 12.5 12.1
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Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13

5,050 4,500 4,250 3,900

750 750 1,050 1,050
1,750 1,750 1,450 1,450
2.9 2.6 2.9 2.7

5,250 6,550 6,800 7,050

1.6 2.0 2.1 2.2

20,000 21,000 23,000 23,250

155 156 157 158
$ 129 $ 135 $ 146 $ 147
10 10 10 12
12.9 13.5 14.6 12.3
Final