Business Valuation PowerPoint Presentation SlidesSlideTeam
Presenting this set of slides with name - Business Valuation PowerPoint Presentation Slides. The stages in this process are Business Valuation, Financial Analysis, Economic Valuation.
Valuation of private companies - Omnifin SolutionsVikash Goel
Valuation of Private Companies by Omnifin Solutions - Author Vikash Goel. The file gives details of valuation of a private company based on various multiples and income approach.
The Subscription Economy Operating PlanZuora, Inc.
Due to the massive demand, we are replaying this webinar on 3/12. Register here: http://info.zuora.com/ZuoraOperatingPlan.html
In the Subscription Economy, your business' operating plan must be based on maximizing and maintaining recurring revenue. But there are metrics that need to be considered when creating the right operating plan for recurring revenue businesses. In fact, we call these The Only 3 Metrics that Matter in the Subscription Economy.
Key Metric #1:
Churn Rate
Key Metric #2:
Recurring Profit Margin
Key Metric #3:
Growth Efficiency
However, creating an operating plan around these key metrics and delivering a profitable and sustainable business is easier said than done.
Check out our slide deck, The Subscription Economy Operating Plan to see how CFOs in the subscription world are translating the most critical metrics into an efficient and scalable operating plan.
Real Estate Development & Asset ManagementSD Chandra
Sapphirez is a professional services firm that specializes in management and marketing of assets (property, corporate and brands).
Sapphirez focuses on unlocking the full value of assets. It provides integrated services focused on real estate, hotels, restaurants and leisure industries.
In maximizing the value of assets, Sapphirez shares accountability for business success with its customers.
This was my Presentation at the 2018 SAFMA (South African Facilities Management Association) Conference. The presentation seeks to explain the move from FM as a Non-Core offering to Workplace as a Mission-Critical Offering.
As Facilities Managers, we need to move our focus from ‘work as somewhere you go’ to ‘work is something that you do’.
The former definition has led FM to a focus on physical assets as the currency of FM. The latter looks at how we can enable work to happen.
This shifts the emphasis of our role to being a Facilitating Manager as opposed to a Facilities Manager, which I would advocate is one step closer to the role of Chief Workplace Officer.
Executives need to understand that the greatest value of their facilities is not the entry on the balance sheet or its market value, but in how it supports the strategic objectives of the organisation and the workforce empowered to deliver them.
For these organisations workplace is core to what they are about and hence we become a value adding partner as opposed to a cost optimising supplier/contractor.
There is an opportunity to embrace workplace as a way to realise a more business-relevant version of FM.
Whereas FM is often concerned with the means (the supply of operational services), workplace implicitly focuses on the ends (enabling strategic business performance).
Fixed Capital Evaluation To Improve Business Growth Powerpoint Presentation S...SlideTeam
Fixed capital is required to purchase the assets for production purposes and a long duration and not for selling purposes such as for purchasing land and buildings, furniture and fixtures, and machinery and plant. The objective of this deck is to assess the requirements and performance of fixed assets in our company, understand the need for fixed capital investment, and evaluate the need for expansion, development programs and affect equipment replacement. We have covered the current situation analysis wherein current challenges faced by our company, fixed asset turnover ratio for the past 10 years, calculation of depreciation on fixed assets are analyzed The presentation also focuses on the need for fixed capital evaluation in a company such as collateral security, financial reports and audits, and capital budgeting. Factors affecting the requirement of fixed capital in our company are also focused such as the nature of the business, the scale of operation, production technique, technology up gradation, growth prospects, diversification, etc. This slide focuses on the sources of fixed capital such as owners resources, issue of shares, issue of right shares, private placement of shares, issue of debentures, term loans, retained earnings, lease financing, etc. Techniques considered to evaluate fixed capital are discussed here such as net present value, internal rate of return, payback period, and best investment measure techniques are used. The deck also covers the implementation plan, impact of fixed capital evaluation, fixed asset management software, and fixed asset dashboards. https://bit.ly/3tp6sTn
When Agile is a Quality Game Changer Webinar - Michael Mah, Philip LewXBOSoft
Accelerate your Agile success with in-depth research and smarter decisions. Michael Mah of QSM Associates shows you what it takes to find and utilize patterns of successful Agile development in this quarterly XBOSoft webinar.
Business Valuation PowerPoint Presentation SlidesSlideTeam
Presenting this set of slides with name - Business Valuation PowerPoint Presentation Slides. The stages in this process are Business Valuation, Financial Analysis, Economic Valuation.
Valuation of private companies - Omnifin SolutionsVikash Goel
Valuation of Private Companies by Omnifin Solutions - Author Vikash Goel. The file gives details of valuation of a private company based on various multiples and income approach.
The Subscription Economy Operating PlanZuora, Inc.
Due to the massive demand, we are replaying this webinar on 3/12. Register here: http://info.zuora.com/ZuoraOperatingPlan.html
In the Subscription Economy, your business' operating plan must be based on maximizing and maintaining recurring revenue. But there are metrics that need to be considered when creating the right operating plan for recurring revenue businesses. In fact, we call these The Only 3 Metrics that Matter in the Subscription Economy.
Key Metric #1:
Churn Rate
Key Metric #2:
Recurring Profit Margin
Key Metric #3:
Growth Efficiency
However, creating an operating plan around these key metrics and delivering a profitable and sustainable business is easier said than done.
Check out our slide deck, The Subscription Economy Operating Plan to see how CFOs in the subscription world are translating the most critical metrics into an efficient and scalable operating plan.
Real Estate Development & Asset ManagementSD Chandra
Sapphirez is a professional services firm that specializes in management and marketing of assets (property, corporate and brands).
Sapphirez focuses on unlocking the full value of assets. It provides integrated services focused on real estate, hotels, restaurants and leisure industries.
In maximizing the value of assets, Sapphirez shares accountability for business success with its customers.
This was my Presentation at the 2018 SAFMA (South African Facilities Management Association) Conference. The presentation seeks to explain the move from FM as a Non-Core offering to Workplace as a Mission-Critical Offering.
As Facilities Managers, we need to move our focus from ‘work as somewhere you go’ to ‘work is something that you do’.
The former definition has led FM to a focus on physical assets as the currency of FM. The latter looks at how we can enable work to happen.
This shifts the emphasis of our role to being a Facilitating Manager as opposed to a Facilities Manager, which I would advocate is one step closer to the role of Chief Workplace Officer.
Executives need to understand that the greatest value of their facilities is not the entry on the balance sheet or its market value, but in how it supports the strategic objectives of the organisation and the workforce empowered to deliver them.
For these organisations workplace is core to what they are about and hence we become a value adding partner as opposed to a cost optimising supplier/contractor.
There is an opportunity to embrace workplace as a way to realise a more business-relevant version of FM.
Whereas FM is often concerned with the means (the supply of operational services), workplace implicitly focuses on the ends (enabling strategic business performance).
Fixed Capital Evaluation To Improve Business Growth Powerpoint Presentation S...SlideTeam
Fixed capital is required to purchase the assets for production purposes and a long duration and not for selling purposes such as for purchasing land and buildings, furniture and fixtures, and machinery and plant. The objective of this deck is to assess the requirements and performance of fixed assets in our company, understand the need for fixed capital investment, and evaluate the need for expansion, development programs and affect equipment replacement. We have covered the current situation analysis wherein current challenges faced by our company, fixed asset turnover ratio for the past 10 years, calculation of depreciation on fixed assets are analyzed The presentation also focuses on the need for fixed capital evaluation in a company such as collateral security, financial reports and audits, and capital budgeting. Factors affecting the requirement of fixed capital in our company are also focused such as the nature of the business, the scale of operation, production technique, technology up gradation, growth prospects, diversification, etc. This slide focuses on the sources of fixed capital such as owners resources, issue of shares, issue of right shares, private placement of shares, issue of debentures, term loans, retained earnings, lease financing, etc. Techniques considered to evaluate fixed capital are discussed here such as net present value, internal rate of return, payback period, and best investment measure techniques are used. The deck also covers the implementation plan, impact of fixed capital evaluation, fixed asset management software, and fixed asset dashboards. https://bit.ly/3tp6sTn
When Agile is a Quality Game Changer Webinar - Michael Mah, Philip LewXBOSoft
Accelerate your Agile success with in-depth research and smarter decisions. Michael Mah of QSM Associates shows you what it takes to find and utilize patterns of successful Agile development in this quarterly XBOSoft webinar.
[Redis conf18] The Versatility of RedisEiti Kimura
This presentation shows Movile/Wavy uses cases, presented at RedisConf18 in San Francisco California. Here you can see how versatile is Redis how you can use it to leverage your business!
Orion Network Performance Monitor (NPM) Optimization and Tuning TrainingSolarWinds
For more information on NPM, visit: http://www.solarwinds.com/network-performance-monitor.aspx
During this Orion NPM training session, we'll demonstrate the processes for optimizing Orion's performance. We'll cover tuning parameters and procedures for:
• Orion's website
• Orion's SQL database backend
• Orion's data collection services
The information covered in this class will be helpful for those administering Orion servers of all sizes, small and large, who are interested in receiving optimal performance.
nLogic is an employee-owned, small business that delivers logical solutions to our Government and industry customers. Our customers include Army, Navy, Air Force, Special Operations, Missile Defense Agency, Defense Commissary Agency, NASA, and US Department of Agriculture. Core competencies include systems engineering and integration, software life cycle, modeling and simulation, test and evaluation, logistics, information technologies, and cyber security. Current office locations include Huntsville, AL; Vandenberg Air Force Base, CA; Fort Greely, AK; Colorado Springs, CO; Fort Bliss, TX; Fort Lee, VA; and Arnold Air Force Base Tullahoma, TN. We are ISO 9001:2008 certified, AS9100C compliant, CMM-I Level 2, NIST 800-171 compliant, and ITAR registered.
Mobile User Experience: Auto Drive through Performance MetricsAndreas Grabner
Believe it or not - 85% of mobile apps are removed after first usage! In this presentation - given at the APM Meetup in Singapore in April 2015 - I talked about the challenges, best practices and especially metrics to avoid this situation.
Key Points of the Presentation
The two key trends "Internet of Things" and "DevOps" play a big role in our life when we talk about User Experience and especially mobile user experience. In this presentation I tell you what metrics to use to make sure you deliver your ideas faster to your mobile end users but also ensuring the right quality and user experience so that your users stay loyal and dont delete the mobile app after first usage.
By: Marianne Eggett, Linux Emerging Technology Practice Mgr, Mainline Information Systems
Are you considering a migration to Linux on IBM System z? The first step is to develop a detailed plan that outlines the short term and long term benefits of your migration.
In this presentation you will learn:
- How to identify the business case to support consolidation with System z Linux
- Examples of cost savings other businesses have experienced
- How to build a Total Cost of Ownership report specific to your environment
To view this presentation with audio, visit: http://go.mainline.com/pages/start/knowledge-center-building-the-case-zlinux-webcast-june-2009/index.html?Campaign_Id=7071&Activity_Id=6131
For other topics, visit: www.mainline.com/kc
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
The key differences between the MDR and IVDR in the EUAllensmith572606
In the European Union (EU), two significant regulations have been introduced to enhance the safety and effectiveness of medical devices – the In Vitro Diagnostic Regulation (IVDR) and the Medical Device Regulation (MDR).
https://mavenprofserv.com/comparison-and-highlighting-of-the-key-differences-between-the-mdr-and-ivdr-in-the-eu/
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
2. 2
Web
Presentation
Servers
Staging Servers
Test
Servers
Forecasting – Art or Science
“Forecasting is very difficult, especially if
it’s about the future” – Niels Bohr
“Forecasting future events is like
searching for a black cat in an unlit
room, that may not even be there.” –
Mark Twain
“If you have to forecast, forecast often.”
– Edgar R. Fiedler
3. 3
Staging Servers
Test
Servers
Forecast – Creators & ConsumersTerritoriesTerritories
Districts,Regions&AreasDistricts,Regions&Areas
GEOsGEOs
FP&AFP&A
VP Sales,
CEO & CFO
RevenueRevenue
AccountingAccounting
AR/IRAR/IR
MarketingMarketing
Product BUProduct BU
Product BUProduct BU
Product BUProduct BU
Product BUProduct BU
SalesOpsSalesOps
5. 5
Web
Presentation
Servers
Staging Servers
Test
Servers
Three Views of Forecasting
• Field forecast / field assessment
• The forecast provided by the field based on all
known factors in the local market.
• Funnel perspective / assessment
• Analysis against the opportunities currently in the
system, typically analytically driven
• Historical & analytical perspective
• Based purely on historical achievement & trends
We are going to mostly talk about the first one
6. 6
Web
Presentation
Servers
Staging Servers
Test
Servers
Components of an Opportunity
• Sales Method
• Account / Customer
• Partner(s)
• Territory(s) / Sales Team
• Revenue (including line item breakout)
• GAM Home
• Buying Program
• Sales Stage
• Technical Sales Stage
• Sales Status
• Close Date
7. 7
Web
Presentation
Servers
Staging Servers
Test
Servers
Components of an Opportunity - Stages
Sales
Meth
od
Stage
Standard
00 – Prospect
01 – Suspect/Lead
02 – Qualified
03 – Technical Validation
04 – Business Validation/Pre-Agreement
05 – Agreement to Purchase
06 – Closed Won
07 – Closed Lost
OEM
01 – Suspect/Lead
02 – Qualified
03 – Technical Validation
04 – Business Validation/Pre-Agreement
05 – Agreement to Purchase
05a – Awaiting OEM Activation (Closed)
06 – Closed Won
07 – Closed Lost
Sales
Method
Stage
PSO
00 – Prospect
01 – Suspect/Lead
02 – Qualified
03 – Technical Validation
04 – Business Validation/Pre-Agreement
05 – Agreement to Purchase
06 – Closed Won
07 – Closed Lost
Renewals
01 – Suspect/Lead
02 – Qualified
05 – Agreement to Purchase
06 – Closed Won
07 – Closed Lost
Under Bar
05 – Projected
06 – Closed Won
9. 9
Web
Presentation
Servers
Staging Servers
Test
Servers
Components of an Opportunity - Probability
Sales Method Stage Forecast % Upside %
Standard
00 – Prospect 0% 0%
01 – Suspect/Lead 35% 20%
02 – Qualified 55% 40%
03 – Technical Validation 75% 60%
04 – Business Validation/Pre-Agreement 95% 80%
05 – Agreement to Purchase 100% 90%
06 – Closed Won 100% 100%
07 – Closed Lost 0% 0%
OEM
01 – Suspect/Lead 35% 20%
02 – Qualified 55% 40%
03 – Technical Validation 75% 60%
04 – Business Validation/Pre-Agreement 95% 80%
05 – Agreement to Purchase 100% 90%
05a – Awaiting OEM Activation (Closed) 100% 100%
06 – Closed Won 100% 100%
07 – Closed Lost 0% 0%
10. 10
Web
Presentation
Servers
Staging Servers
Test
Servers
Closing out the Opportunity
• When orders are booked in Oracle (ERP), orders are booked at GROSS value
• All orders booked flow into the Bookings DB (Bookings). An automatic reduction of the
front end rebates are applied
• The NET amount (w/o Back End rebates applied) is passed into the Order Log, which flows
to Siebel
• The NET amount is what should be applied to the opportunity when closing an opportunity
• Once revenue is updated, you move the opportunity immediately to Sales Stage 06 –
Closed Won
• The Order ID (or id’s) should be entered into the opportunity. This will allow automatic
updates as and when we implement
Lots of Fussy Details
Lots of Fussy Details
11. 11
Web
Presentation
Servers
Staging Servers
Test
Servers
VP Level - Forecasting the ‘Run Rate’
VIP RUN RATE Level of business tracked
Managed
Periods
Geo/Function <1.5k <4.5k <10k <20k 13 Wks
US Northeast x x
US West x x
AMER x x
Japan Tracked x x
Korea x x
APAC
CE x x
SE x x
EMEA
Renewals - AP x x
Renewals - EMEA x x
Renewals
Web Sales x
Web
Worldwide
More Fussy Details
More Fussy Details
13. 13
Web
Presentation
Servers
Staging Servers
Test
Servers
Called Numbers – 10 Data Points
• Best Case
• Most Likely Case
• Worst Case
• Management Gap (can be negative)
• To Go
• Conversion Ratio - (Forecast + Upside)/To Go
• Weighted Roll Up – Funnel weighted by Stage & Status
• Run Rate (usually <$20k,varies by GEO)
• OEM Royalty
• War Room Deals
14. 14
Web
Presentation
Servers
Staging Servers
Test
Servers
Forecast Calls – 24/7
• Monday – WW Forecast call
• Previous Monday – GEO call
• Previous Friday – Area call
• Previous Thursday – Regional call
• Previous Weds – District call
• Previous Tuesday – Team call
• Is the data always a week old? - sales mgmt is
discussing deals real time, all the time
• Don’t forget about monthly “Deep Inspection Calls”
• Oh, and don’t forget your weekly report, which contains
all of the above
15. 15
Web
Presentation
Servers
Staging Servers
Test
Servers
Last Week of the Quarter – FCST 3x Day
Mgmt Commits Mgmt Commits
Goal 307.0
Best Case 315.0 Quarter
Most Likely 300.0 Upside Commit Worst
Worst Case 280.0 West Area 64.00 61.00 57.00
Central Area 48.00 48.00 45.00
Trended Forecast East Area 94.00 91.00 85.00
Canada 20.50 19.50 18.00
Current Closed in Flash 185.3 Fed 28.00 27.00 26.50
Unclosed in Siebel 71.6 Latin 12.50 11.50 10.50
Sub Total 256.9 Americas 267.00 258.00 242.00
OEM Estimate for December 0.0 Globals 20.6 15.8 16
OEM Double Counted 0.0 Under $4,500 9 8 7
OEM Not Counted Above 9.0 Total 296.6 281.8 265.0
Total Projected 265.9
Remaining Pipeline 49.5 (all deals, including war room, $75M as of yesterday)
Siebel Stats FCST PIPE
Monday 103.7 49.0 9am
103.2 48.0 11am
102.9 48.8 1pm
Wednesday 103.1 45.6 7:30am
97.5 49.5 3:30pm
Thursday 97.3 45.3 7am
16. 16
Web
Presentation
Servers
Staging Servers
Test
Servers
Last Week of the Quarter – War Room Review
region subregion unique_territory sales_team account Total
US East NY Metro Strategic-NJ2 JDEAS Bristol Myers Squibb $5,400,000
US Central Ohio Valley Strategic-Ohio CWEER Lexisnexis $3,000,000
US East Midatlantic Strategic-East Midatlantic JMCDONALD Capital One Services Inc $3,000,000
US West Northwest Strategic-Northwest DHARPER Washington Mutual, Inc. $1,843,000
US West Southwest Strategic-Colorado LPARRISH First Data Corporation $1,751,311
US Central Plains St. Louis LDALEBOUT Scottrade, Inc $1,500,000
US Central North Central Strategic-Wisconsin BKLAAS Manpower Inc. $1,500,000
US Central Plains Twin Cities HBLUMENTHAL Minnesota State Colleges and Universities $1,300,000
US East Southeast Strategic-Atlanta STHOMAS Worldspan, L.P. $1,300,000
US East Midatlantic Strategic-East Midatlantic JMCDONALD Sas Institute Inc $1,250,000
Canada Canada Ontario West RSETH Rogers Shared Services $1,200,000
US West Southwest Strategic-San Diego RANDERSON Intuit Inc $1,121,000
US Central North Central Strategic-Illinois1 JBUCCI United Air Lines $1,100,000
US West Southwest Strategic-Southwest SDUNBAR First American Corporation $1,000,000
US West Southcentral East Houston/LA DION Capital One, N.A. $1,000,000
US East Midatlantic Strategic-PA BMCFARLAND SEI Investments Company $955,549
US Central North Central Strategic-Illinois3 TKAGEL Accenture, Inc $909,975
US West Northwest NorCal JFALVEY Deltanet, Inc $891,000
US West Northwest Strategic-SiliconValley KENP Juniper Networks, Inc $880,000
US West Southwest Strategic-Arizona2 BOLDEN Apollo Group Inc $820,000
Canada Canada East Canada GSCHEMAGIN Quebecor Inc $800,000
US Central Plains St. Louis LDALEBOUT Yellowbook Company, Inc $800,000
LatAm LatAm Brazil-Country CAMBC Sicredi $782,000
US East New England Strategic-Boston2 RICHA ACI Worldwide, MA $778,476
US East NY Metro Strategic-NY1 JCORWIN Metropolitan Life Insurance Company Inc $750,000
US Central Plains St. Louis LDALEBOUT Iowa Health System $728,864
region subregion unique_territory sales_team account Total
US East NY Metro Strategic-NJ2 JDEAS Bristol Myers Squibb $5,400,000
US Central Ohio Valley Strategic-Ohio CWEER Lexisnexis $3,000,000
US East Midatlantic Strategic-East Midatlantic JMCDONALD Capital One Services Inc $3,000,000
US West Northwest Strategic-Northwest DHARPER Washington Mutual, Inc. $1,843,000
US West Southwest Strategic-Colorado LPARRISH First Data Corporation $1,751,311
US Central Plains St. Louis LDALEBOUT Scottrade, Inc $1,500,000
US Central North Central Strategic-Wisconsin BKLAAS Manpower Inc. $1,500,000
US Central Plains Twin Cities HBLUMENTHAL Minnesota State Colleges and Universities $1,300,000
US East Southeast Strategic-Atlanta STHOMAS Worldspan, L.P. $1,300,000
US East Midatlantic Strategic-East Midatlantic JMCDONALD Sas Institute Inc $1,250,000
Canada Canada Ontario West RSETH Rogers Shared Services $1,200,000
US West Southwest Strategic-San Diego RANDERSON Intuit Inc $1,121,000
US Central North Central Strategic-Illinois1 JBUCCI United Air Lines $1,100,000
US West Southwest Strategic-Southwest SDUNBAR First American Corporation $1,000,000
US West Southcentral East Houston/LA DION Capital One, N.A. $1,000,000
US East Midatlantic Strategic-PA BMCFARLAND SEI Investments Company $955,549
US Central North Central Strategic-Illinois3 TKAGEL Accenture, Inc $909,975
US West Northwest NorCal JFALVEY Deltanet, Inc $891,000
US West Northwest Strategic-SiliconValley KENP Juniper Networks, Inc $880,000
US West Southwest Strategic-Arizona2 BOLDEN Apollo Group Inc $820,000
Canada Canada East Canada GSCHEMAGIN Quebecor Inc $800,000
US Central Plains St. Louis LDALEBOUT Yellowbook Company, Inc $800,000
LatAm LatAm Brazil-Country CAMBC Sicredi $782,000
US East New England Strategic-Boston2 RICHA ACI Worldwide, MA $778,476
US East NY Metro Strategic-NY1 JCORWIN Metropolitan Life Insurance Company Inc $750,000
US Central Plains St. Louis LDALEBOUT Iowa Health System $728,864
18. 18
Web
Presentation
Servers
Staging Servers
Test
Servers
What they don’t teach you in new hire training
• For Reps
• Asymmetry in the penalty for being wrong vs. the reward for being right
• Listen to your customers, not your manager, to keep your job (why would he
pressure you to raise your forecast??)
• Nobody goes to club for being a good forecaster (or gets promoted for that
matter)
• For Managers
• Fear isn’t necessarily a good thing, but it sure works well on the forecast call
• Forecasting – more important than when you were a rep (slightly) but still
asymmetric
• For Sales Ops
• For every process, there is a loophole (sales stages, probabilities, $’s)
