Crystal Ball Economics: Forecasting – The Science of Predictability
Only 15% of revenue leaders are satisfied with their forecast process, and yet everyday SaaS businesses are making critical decisions with zero to no confidence in their current and future growth.
Achieving accurate forecasting is pretty much Revenue 101 for Sales & Marketing leaders, CFOs & Founders. Getting this vital element wrong undermines Board trust, and indicates a fundamental failure of Predictability.
Very few leaders, despite claiming to be “data-driven”, are getting this right, so we have brought together three of the most sought-after names in SaaS revenue analytics to definitively reveal what best-in-class predictability actually looks like.
Pete is a 4x successful scale-up revenue leader. He has been running SaaS revenue teams for over 20 years, most recently as CRO at Ometria, who Deloitte placed in the Top 10 growth businesses in the UK with revenue acceleration above 3000%.
He is also a founding member of the Revenue Collective, serving as Chair of the Manchester chapter, a non-executive board member at Kluster, the hot revenue analytics start-up, and the founder of Pete Crosby Revenue, a highly sought after specialist SaaS revenue consultancy.
Co-Founder & CEO at Kluster
Dan leads Kluster, a revenue analytics and forecasting platform enabling sales leaders to predictably beat their revenue targets.
His forecasting experience comes from a career as a consultant, providing forecasting services used by President Barack Obama, The Bank of England, Lloyd’s of London, and many global corporations.
This experience resulted in co-founding Kluster, which is relied upon by scale-ups, unicorns, and post-IPO SaaS companies worldwide.
Revenue professionals from SDRs to the CRO, RevOps to AEs, rely on Kluster for driving predictable growth across their organisations.
Founder & CEO at RevOps Squared
Ray leads RevOps Squared, the B2B SaaS Benchmarking company, and has over 30 years of experience in subscription B2B software, SaaS, and service companies.
His passion for data-driven, metrics informed decision making began with his participation in the GE Executive Management Development program and was subsequently enhanced by his experiences across 5 company exits.
These experiences, coupled with his analytical orientation provides the foundation for RevOps Squared mission to enable companies to embrace metrics-informed, externally benchmarked decision making to accelerate revenue performance and increase enterprise value.
Founder at the SaaS CFO
Ben Murray is a corporate finance executive with over 20 years of public and private company experience in finance and operations in the software and airline industries.
Throughout his roles, he has demonstrated the ability to link the key drivers between finance and operations to drive corporate transparency, margin improvement, and real time fact-based decision making.
Ben has 8 years of experience as a SaaS CFO in private and private-equity backed software companies and writes about all things SaaS finance and accounting at TheSaaSCFO.com.
Ben also has an MBA from the University of Iowa and holds an active CPA license.
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