Quarterly Forecast Update

Confidential and Proprietary, Internal Use Only

As of 9/1/18
3Q18 FC 3Q18 Plan Variance Plan %
Starting ARR 20,000 20,000 - 100%
New ARR 3,200 3,000 200 107%
Churn ARR 600 550 (50) 92%
Ending ARR 22,600 22,450 150 101%

Pipeline Coverage Analysis Plan % Top 5 Deals in Play

New ARR booked QTD 1,900 63% Alpha
New ARR to-go (to plan) 1,300 Bravo
Current this-qtr new ARR pipeline 3,100 Charlie
To-go coverage (to plan) 2.8 Delta
Echo
Total

Notes
For confidence levels, see https://kellblog.com/2017/05/10/how-to-train-your-vp-of-sales-to-think-abou
Forecasts defintionally change so include an as-of date
You may wish to add ending cash and cashflow if you run tight; oxygen is critcial
Showing churn-out as positive either sign is acceptable as long as convention is clear

Kellblog by Dave Kellogg is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.
 Best Case Plan % 3Q17 A FC YoY %
14,000 43%
3,500 117% 2,100 52%
500 110% 400 50%
23,000 102% 16,500 37%

Deals in Play ARR

500
250
250
200
150
1,350

ur-vp-of-sales-to-think-about-the-forecast/

4.0 International License.