Date post: | 15-Apr-2017 |
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Forecast Accurately with Salesforce Forecasting Collaborative Forecasts
Mike Wey Director, Product Management [email protected] @weymike
Dushyant Pandya Comity Designs Founder
Thomas Gadd Nitro Revenue Ops
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Safe Harbor
What Sales Might Think of Forecasting
Foundation for Forecasting
Forecasting
People Process Technology
Real-time, automatic roll-ups
Quota attainment visibility
Collaboration with teams
Multiple forecast types
What is Collaborative Forecasts?
+45% Improved forecast accuracy
Gain a complete, real-time view of team forecasts
We Extended Forecasting Capabilities
Winter ‘15
GA Overlay Forecast
GA Forecast on Custom Field
Adjustment Notes
Spring ‘15
Owner Adjustments
Summer ‘15
Cumulative Forecast Rollups
Non-Cumulative (prior to Summer feature) Cumulative Forecast Categories
Difference Between Cumulative and Non-Cumulative
Data is based on distinct forecast categories
“Based on all the opportunities, where are the deals sitting now?”
Closed Commit
Best Case
Pipeline
Commit = ‘Commit’
Closed = ‘Closed’
Best Case = ‘Best Case’
Pipeline = ‘Pipeline’
Best Case Commit Pipeline
Data is based on aggregation of forecast categories
“Based on all the opportunities, what will sales deliver?”
Commit Forecast = ‘Closed’ + ‘Commit’
Closed = ‘Closed’
Best Case Forecast = ‘Closed’ + ‘Commit’ + ‘Best Case’
Open Pipeline = ‘Commit’ + ‘Best Case’ + ‘Pipeline’
Closed
Difference Between Cumulative and Non-Cumulative (cont.) Illustrate the difference using an example
Assume all commit deals will eventually close
Assume no deals pushed or pulled
Cumulative Forecast Categories Non-Cumulative (prior to Summer feature)
Which of these resonate?
Forecasting Demo
Place Customer or Partner logo
in white area of slide,
centered horizontally
Pure Storage is Flash for the Enterprise
Mission-critical reliability 99.999%, non-disruptive operations
Less cost than disk Inline deduplication & compression
Consistent performance 100% Flash Storage System
Differentiated Technology that scales with your business 10 à 100s of TBs, Purity software
Founded in 2009
Leadership team made up of best in class storage and tech veterans
Confidential Property of Comity Designs - Recipient is not to share with any 3rd Parties
• Forecast on a quarterly basis • Use a mix of methods to arrive at our projected
bookings # • 60% of advanced stage pipe • 25% of non-factored pipe • Closed Won + % of Adv Pipe while in qtr
• Use Salesforce to track new logo counts • A significant portion of our business involves
cross-theater revenue splits • A percentage of our team books business that
is both discrete and overlay
Customizable Forecast - Standard View
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in white area of slide,
centered horizontally
Dushyant Pandya Founder, Comity Designs
About Comity - Proven Success Across All Clouds
Salesforce Projects CSAT Score (out of 10) No Red Account
Bay Area Atlanta India
Hackathon Awards • Best Enterprise App • Force.com deployment • Social Enterprise App • Chatter
Partner Apps are winners of Awards
400+ 9.8
1. A way to remove the need to duplicate opportunities for revenue sharing
2. Ability for revenue sharing to show up in both parties forecasts through Opportunities Teams & Splits
3. Forecast Category only displays information for that specific category
What Pure Storage Needed
1. Collaborative Forecasts include much of the same functionality as Customizable Forecasts
• Felt native and familiar to the team
• Transition over was straightforward since 90% of the team would still use a standard view
2. Collaborative Forecasts works with Splits and allows viewing by specific forecast categories
3. Still needed a way to allow specific sales team to see their business across discrete and overlay opps
Single custom consolidated view provides better visibility into overall forecast – Discrete + Overlay
Collaborative Forecasting
Forecast Standard View – Revenue Splits
Confidential Property of Comity Designs - Recipient is not to share with any 3rd Parties
Forecast Standard View – Overlay Splits
Confidential Property of Comity Designs - Recipient is not to share with any 3rd Parties
Forecast Consolidated View
Confidential Property of Comity Designs - Recipient is not to share with any 3rd Parties
Place Customer or Partner logo
in white area of slide,
centered horizontally
Tom Gadd Revenue Operations
Nitro Transforms How the World Interacts with Documents • Founded in Australia with our global HQ in San Francisco. • 500,000 customers in nearly 200 countries. • 200 employees across 5 locations. • Nitro Pro, our flagship product, is the leading replacement to Adobe Acrobat.
• Our Salesforce Instance
• Sales Cloud, Service Cloud, Work.com, Chatter
• 8.5 million leads, 300k API requests/day, 127 users
• 300K paying customers in database (and a couple million free users on top of that!)
• Great Implementation Partners
Nitro’s Salesforce Usage
• Exchange rates in Salesforce must match Netsuite, our ERP
• Manage 5 global currencies
• Exchange rates fluctuate daily and are loaded daily
• Salesforce has Advanced Currency Management (ACM)
• But gotcha!
• Collaborative Forecasting does not support ACM
• Current workaround is to leverage Opportunity Reports to manage forecasting
The Problem
Not ideal since we wanted Sales to manage business through Forecasting Module instead of reports
• Collaborative Forecasting only leverages static exchange rates
• Harder to manage the business since we capture commit and best case weekly based on moving exchange rates
• Forecasting module data differs from Opportunity Reports
• Sales Ops is unable to give quota relief without right insight
• Quota attainment reporting is huge, and fractions of a percent matter
• For a sales team there’s a big difference between 99.5% and 100.5%!
What Does That Mean in Practice?
Caused frustration among Sales, which led to lower adoption of forecasting
• Winter ‘15 brought Custom Field Forecasting (CFF) as a feature to explore
• Makes it easy to forecast on amounts like ACV and TCV at the same time
• But gotcha!
• Opportunities can only have one currency, so your custom field currency has to match your record currency
• Some creative algebra to support ACM in forecasting
• Goal – trick the forecasted amount = converted amount on oppty
• Worked backwards to come up with Custom Currency Field
Leverage Custom Field Forecast with Creative Algebra
Custom Currency Field = Converted Amount
Static Exchange Rate =
Static Exchange Rate
Amount * Dated Exchange Rate
• All of this might seem confusing to sales users
• Hid custom field from sales users – no need to understand back end
• Just made sure data is consistent between forecasting and oppty historical amount
• Opptys can be outdated quickly since we update exchange rates daily
• Created batch APEX solution to update custom field nightly
• Very simple implementation – 2 custom fields, 1 workflow, 1 trigger, and 1 class
Keep Solution Simple
Only 30 lines of code!
• Greater adoption of forecasting module
• Sales managers leverage tool to manage team and business
• Sales can explore “pipeline” to improve outlook
• More accurate forecasting
• Quota attainment reporting!
• “Holy grail” for me and Nitro
• Waited 3.5 years for solution
• Achieving this was awesome!
Potential Benefits
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Q&A
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