The planning model behind the Plan and Forecast pages: 24 months, three segments, one Inputs tab. Quota is derived from what a rep can work and win, not typed in. A hiring solver puts new reps into quarterly hiring classes, so onboarding runs as a group, and adds the fewest whole hires that bring each segment to its year-end target; if the class size gets in the way, the shortfall shows. The funnel checks that Marketing's leads can support that plan, and the forecast reruns everything at live assumptions to show the gap. The Cost tab prices the plan: sales and marketing spend, magic number and CAC payback.
Read-only view. Open in Google Sheets and make a copy to change the blue input cells, or download the Excel version. Start here lists one-cell stress tests and what each one moves.
How to read this
- Inputs
- Rep capacity
- Hiring plan
- Capacity
- Funnel
- ARR
- Cost
- Start here: the executive summary, a first test to try, hiring by segment, unit economics, and one-cell stress tests with what each one moves.
- Inputs: every assumption by segment, baseline and live side by side. Baseline sets quota, hiring and the plan of record; live moves only the forecast. Blue is an input, black is a formula, amber marks a live value that differs from its baseline.
- Rep capacity: hours on open opportunities, hours per opportunity, win rate and deal size give street quota; on-target earnings give the commission rate.
- Hiring plan: the hiring classes (whole people, earliest class first) that reach each segment's year-end target, with the overshoot or shortfall shown.
- Capacity: ramped reps and bookings by month, for the plan of record and the forecast, including deals new hires close from inherited pipeline.
- Funnel: leads, SQLs, queue and pipeline coverage, with flags when coverage falls below target or rep load runs above tolerance.
- ARR: the monthly roll-forward by segment (new, expansion, contraction, churn), GRR and NRR of the starting customers, and the target line.
- Cost: spend for the plan and the forecast, magic number and new-logo CAC payback.
- Notes: definitions, a glossary, the source behind each default, and what is left out on purpose.