How to Build a Revenue Forecast That Your Board Actually Trusts
Bottom-up forecasting using pipeline data, historical conversion rates, and cohort-based expansion projections.
Board-level revenue forecasting requires accuracy and transparency. The model should show exactly how the number was derived, what assumptions were made, and what risks could change the outcome.
The bottom-up approach starts with current pipeline: weighted by stage probability, adjusted for historical stage-to-close conversion rates, and discounted by age (older deals close at lower rates). Then layer in expected new pipeline generation based on marketing and sales activity forecasts, and cohort-based expansion revenue from existing customers.
Find the revenue leaks before they compound
Weekly: pipeline gaps, conversion drop-offs, and retention signals that show exactly where money is leaving.
We'll share the exact model in Google Sheets, including the formulas, the data inputs needed, and how to present the output with confidence ranges. Plus, the process for updating the forecast monthly and tracking accuracy over time.
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