10 cách để dự báo doanh thu
Your Revenue forecast is the most sensitive area of your revenue…
as every business has their own nuances.
But they all follow the same principles
Today, we going to show you the best 10 ways to forecast revenue 👇
1️⃣ Sales reps ➡️ Each sales rep * monthly quota * attainment
Here you assume that each sales rep hired has a quota in terms of customers / revenue, and they hit that quota by a certain
It’s also important to include a ramp period, as new hires won’t be hitting their quota right from day 1
2️⃣ Ad spend ➡️ Ad spend / CAC * Conversion rate
This is a real common one, and it works great for simplicity.
You can also flip it so that you calculate CAC by an assumed amount of customers closed per ad spend
3️⃣ Organic ➡️ Total monthly web traffic * conversion rate (to lead) * conversion rate (to customer)
Great for B2B companies who don’t require a sales process to close a customer
4️⃣ Partnerships ➡️ Total Partners * after referrals per partner * conversion rate
You can also factor in a rev share to the partner her
5️⃣ Referrals ➡️ Total Customers * referral rate * conversion rate
The higher your Net Promoter Score, the higher the referrals
6️⃣ Conferences & events ➡️ Conferences attended * leads per event * conversion rate
If you are the one hosting the conference, the formula would be a bit different, factoring in sponsorship revenue
7️⃣ SEO ➡️ Backlinks / articles post * avg visitors * conversion rate
8️⃣ Existing customers ➡️ Analyze renewal dates * renewal likelihood
This one is key…don’t forget about renewals from existing customers
9️⃣ Pipeline ➡️ Contracts in CRM * close likelihood
It’s common to apply a close likelihood
🔟 Expansion ➡️Total ARR / MRR * expansion
This is very common with SaaS companies
Those are our 10 ways to forecast revenue after building 100s of financial models for companies and startups
