Mechanics of the Pega Consulting Revenue Forecasting Process
Revenue Forecast introduction
The below video will provide a foundation of how we manage our forecast. We have reviewed how a CSE will interact with our Sales Automation system and our Projector system earlier in this class - we will now show you which fields in these systems impact the forecast as well as some general best practices.
Update to forecast file
Consulting Operations is always looking for opportunities to improve on our internal processes and to that end has recently introduced a new forecast file. The way that you manage your revenue forecast is not changing, updates still need to be made in Projector and Sales Automation but the file now looks a little different.
During forecast weeks, Operations will ask that you’ve made all updates in Projector and Sales Automation by midday in your local region. Your Operations Business Partner will then send you a file on Monday afternoon which should be returned to them by close of business on Tuesday. When providing your forecast numbers please navigate to the CSE Detail tab and find your name; this will show you the same data as shown in the video above just in a slightly different format.
Work out your Most Likely, Low and High numbers using the information in the sheet and copy these into an email to your Operations Business Partner and your Regional Director. Important - If you see something missing in the sheet please update that directly in Projector or Sales Automation only; you should not make any manual changes to the excel sheet.
|
Current Quarter |
Next Quarter |
||||||||||
|
Sold |
$673,459 |
Upside |
$0 |
Most Likely |
$850,000 |
Sold |
$180,209 |
Upside |
$176,085 |
Most Likely |
$380,000 |
|
Verbal |
$0 |
Stretch |
$30,000 |
Low |
$780,000 |
Verbal |
$0 |
Stretch |
$185,183 |
Low |
$180,000 |
|
Commit |
$293,475 |
Upside & Stretch |
$30,000 |
High |
$970,000 |
Commit |
$0 |
Upside & Stretch |
$361,268 |
High |
$400,000 |
|
SVC Total |
$966,934 |
SVC Total |
$180,209 |
||||||||
If you have any questions please don’t hesitate to reach out to your local operations team for support.
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