VALUE CREATION & GROWTH EXECUTION

Sales forecasting & methodologies

As business revenue increases, serious investors expect credible sales forecasts. Many businesses struggle to provide these figures, relying on gut instinct or poor management information. This often leads to material discrepancies between committed and delivered revenue.

Lower than expected revenue creates obvious issues, but higher than expected numbers also demonstrate a lack of management control. Either of these will adversely affect valuations and exit strategies.

Best practices solve this problem. By implementing practical systems and incorporating the sales playbook, we can create a predictable revenue model and deliver business intelligence.

Service offerings

Scenario

A company was over-committing and under-delivering on its revenue forecasts. Investment decisions related to hiring, expansion and R&D, were about to be made against inflated numbers.

Our work identified the issue and triggered a review of the entire pipeline. 80% of the opportunities marked as closing in that quarter were not properly qualified.

Left unchecked, this error would have required a workforce reduction of 20% to compensate for excessive spend. Building on the sales playbook, we implemented a sales qualification framework leveraging MEDDIC and BANT, and aligned Salesforce CRM sales stages with the go-to-market (GTM) model. The business and board could then plan against consistent, qualitative and quantitative forecasts.

Related services

Channel partner ecosystem service. International expansion often begins by establishing a partner strategy. We can build an ecosystem to help your business scale, expand and enter new markets

Lead-to-cash (CRM, CPQ & ERP)

We help our clients break down the silos and boundaries between teams, and create processes that provide end-to-end visibility and control.

Channel partner ecosystem service. International expansion often begins by establishing a partner strategy. We can build an ecosystem to help your business scale, expand and enter new markets

Demand generation

We scale and grow your demand and awareness, and optimise the revenue conversion by focusing on sales and marketing to drive buyer engagement.

Go-to-market (GTM) and sales playbook service. We help businesses build and execute a GTM strategy that defines how to attract, engage and sell to customers. Critical for efficient scaling and growth

Go-to-market (GTM) & sales playbook

We help businesses build and execute a GTM strategy that defines how to attract, engage and sell to customers. Critical to scale and growth.

Service offerings

Contact us to discuss your needs in confidence