A Board member asks you a simple question: What is the revenue forecast for the next 9 months? Developing an accurate response is anything but easy for most finance departments. The process has become more challenging as companies diversify their revenue streams with multi-element arrangements that can include recurring and service-based revenue sources via subscriptions and professional services engagements. Predicting booked orders are difficult enough, estimating future revenues presents an even bigger challenge. But it doesn’t have to be that way. Join FinancialForce.com for an information packed webinar to find out how you can build more accurate revenue forecasts while dramatically reducing the time and effort it takes to do so.

1. Ask, Share, Learn – Within the Largest Community of Corporate Finance Professionals
Revenue Forecasting:
Art, Science or Guesswork?

2. Welcome to Proformative
Proformative is the largest and fastest growing online
resource for senior level corporate finance, treasury,
and accounting professionals.
A resource where corporate finance and related
professionals excel in their careers through:
• Uniquely valuable, online Peer Network
• Direct subject-matter-expert advice
• Valuable Features and Resources
All of it completely noise-free
Check it out at www.proformative.com

3. Ask, Share, Learn – Within the Largest Community of Corporate Finance Professionals
Revenue Forecasting:
Art, Science or Guesswork?
Mike O'Brien, General Manager, Financial Management
Applications, FinancialForce.com

4. Today’s Revenue Forecasting Challenge
• Revenue Stream vs. Booking Value
• Valuation of MEA (Multi Element Arrangements)
• Different Sources of Data
• Gathering and Combining the Data
• What is Known
• What is Expected
• What can be Predicted
• And, The DREADED Question:

5. Today’s Revenue Forecasting Challenge

6. Typical Revenue Forecast Model
Opportunity Data from CRM
Typically by booking date
Products
Delivered or ratably
Project billing milestone data
Billing do not equal revenue
Subscription Bookings
Very reliable revenue schedule

7. Typical Revenue Forecast Model
MUSH

8. FinancialForce Revenue Forecasting
Uncertainty Certainty
Early Stage
Opportunities to
be Forecasted
Late Stage Quotes
© 2013 Proformative. 8 Proprietary and confidential
Booked MEA’s
Booked Project
Revenue
Projections
Combined
Scalable
Auditable
Version Controlled
Revenue Forecast

9. Revenue Forecasting:
Art, Science, or Guesswork?
Thank you for your interest in this presentation.
View the on-demand webinar or download the full
presentation at:
www.Proformative.com