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Tag Archives: Forecasting

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Computing run rate in Power BI

Business IntelligenceBy Nathan PratsAugust 12, 20192 Comments

A run rate is a forecast based on current performance. For SaaS companies, this metric is interesting to compute as their future performance is highly influenced by the actual ARR of the company. For example, if a company sells yearly subscriptions, the sales “seasonality” will be influenced by contract anniversary. Business intent The purpose of…

How SaaS companies can forecast ACV in Salesforce

Sales OperationsBy Nathan PratsJanuary 29, 20191 Comment

If you’re familiar with Salesforce, you know that customizing it to fit your SaaS company metrics can be challenging. For forecasting, the default field Salesforce utilizes is the Amount field on the Opportunity object. In this post, I’ll explain why you shouldn’t use the amount field for forecasting, and how you can forecast properly within…

Analyze pipeline history to improve forecast accuracy

Sales OperationsBy Nathan PratsMarch 6, 2018Leave a comment

Analyze pipeline history to improve forecast accuracy Pipeline historical data can be hard to get. Salesforce reports mostly show real-time data. Unless you master Salesforce, you won’t be able to retrieve opportunities historical data. Having this data can be quite useful for forecasting, as there is a tight relationship between a consistent pipeline and projected…

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