Start by outlining your GTM strategy and growth initiatives and how your revenue team is structured to support it.

Go-To-Market Framework

Define the key metrics you need to measure and inspect so you can track and report on the performance of the business to the board or the street.

Metrics

• Attainment

• Growth/Retention

• Renewal Rate / Churn

Accuracy

• + / - % from week 2

• + / - % from week 10

CRM Hygiene

• No overdue deals

• Close Date, Stage, Forecast Category, Next Steps are updated before Rep<>Manager 1:1

Pipeline Generation

• X # deals generated per w/m/q

• X% deals sourced from abc

40k 43k 96%

25k 1.3X 1.8X

NAME COMMIT UPSIDE PIPELINE QUOTA COVERAGE COMMIT COVERAGE

Coverage

• X coverage for CQ by week x

• X coverage for CQ+1 by week x

• X coverage for CQ+2 by week x

Linearity

• X% of quota closed by month 1

• X% of quota closed by month 2

Metrics and KPIs

Determine what you need to forecast and who submits a forecast.

Forecasting Structure

Design the sequence of meetings throughout the quarter including the themes, KPIs and participants of each meeting.

Operating Cadence

Design key interactions (i.e. 1:1s, forecast calls, pipeline reviews) that drive consistency and alignment across the revenue organization.

1:1 coaching sessions Forecast calls Pipeline reviews QBRs Board meetings

Moments that Matter

Align and execute on the Future of Forecasting in your organization.

Adoption Plan

How do we continue to inspect how this is going and mature our process as we excel in what we are doing today?

Continuous Maturation

New Business

Upsell/Cross Sell

Renewals

AE

AM

CSM + AM

Net New ARR $ from new customers

Net New ARR $ from existing customers

Renewal Rate %

REVENUE TYPES RESPONSIBLE QUOTA BASED ON

89%

15k 14k 93%

7k 1.2X 1.2X 100%

Forecasting Blueprint A short guide for designing a repeatable forecasting process that drives efficiency and accuracy.

With the right forecasting blueprint, you can effectively drive predictable revenue. Here are the key steps you need to take to create a forecasting process that drives alignment across your revenue team and leads to forecast consistency quarter after quarter.

Who is forecasting?

What part of the business are we forecasting? How do we make our call?

What else do we want to have visibility into to make the call?

Now repeat

1 Align on delivery schedule

2 Get early feedback and buy-in

3 Enlist champions to drive adoption

4 Create communication & enablement plan

5

6

7

Send launch communication from CRO

Enable the team

Roll out the Future of Forecasting

WEEK 1 2 3 4 5 6 7 8 9 10 11 12 13

THEME

INSPECT

Forecast Outlook & Slip

MEDDIC & SOE of Slipped Deals

Action Items, CQ Top Deals

Steps to close M1

deals

CQ Forecast, Top deals Pipe Gen,

Q+1 Coverage

CQ Top Deals,

MEDDIC, SOE

CQ Forecast, Top deals Pipe Gen,

Q+1 Coverage

CQ Forecast, Top deals Pipe Gen,

Q+2 Coverage

CQ Forecast, Top deals Pipe Gen,

Q+2 Coverage

Top Deal SOE

Top Deal SOE

Top Deal SOE

Steps to close M2

deals

CQ Top Deals,

MEDDIC, SOE

Forecast Post QBR Follow-Up

Forecast M1 SOE

(Linearity)

Forecast M2 SOE

(Linearity)

Pipeline Q+1

Pipeline

Pipeline Q+1

Pipeline

Pipeline Q+2

Pipeline

Pipeline Q+2

Pipeline

Forecast CQ

Focus

Forecast CQ

Focus

Forecast CQ

Focus

Forecast CQ

Focus

Close Out CQ!

Clari’s Revenue Operations Platform improves efficiency, predictability, and growth across the entire revenue process. Clari gives revenue teams total visibility into their business, to drive process rigor, spot risk and opportunity in the pipeline, increase forecast accuracy, and drive overall efficiency. Thousands of sales, marketing, and customer success team at leading companies, including Okta, Adobe, Workday, Zoom, and Finastra, use Clari’s execution insights to make their revenue process more connected, efficient, and predictable. Visit us at clari.com and follow us @clari on Linkedin.

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