Streamlining account-based forecasting with Salesforce

by | Sep 29, 2021 | Analytics, CRM, Digital Transformation, Salesforce

For many companies, Account-based forecasting is critical to support effective sales and revenue management. This forecasting methodology can directly drive revenue by calling out prior year versus current-year same-period performance to re-capture and grow a cyclical business. Beyond the direct performance impact, accurate forecasts drive better planning and decision-making. Finally, account-level forecasts can provide rich data to support seller evaluation, coaching, and performance management.

While many companies realize value from account-based forecasting, they often face challenges in operationalizing the forecasting process, managing at scale, and maximizing the value of the data captured in the planning process. After working with clients for over 15 years, we have seen a few common challenges when it comes to account-based forecasting.

Challenge #1: Manual, spreadsheet-based approaches to account-based forecasting are time-consuming and error-prone.

To generate account-based forecasts, companies often must resort to exporting data with account lists, prior-year actuals, and other reference information to spreadsheets for users to enter data. These systems are brittle and require many hours of manual effort to maintain. Additionally, a lack of tools to enforce data integrity, effectively track changes and maintain accuracy as business data changes by the minute leads to results that are less than optimal. To put it another way, you have to put in a lot of work just to get minimally satisfactory results.

Challenge #2: Managing multiple forecasting methodologies in tandem with an account-based forecasting and planning process is difficult.

Many companies need to leverage multiple forecasting methodologies based on different revenue profiles of products in their portfolio. For example, the methods that work well to forecast direct insertion order sales are not as useful for forecasting programmatic revenue. In order to deliver the strongest results, an account-based forecasting and planning solution needs to enable users to make informed forecasts based on all relevant data sources as well as deliver analytics that allows for the compilation and comparison of different forecast metrics.

Challenge #3: Tools for managing qualitative data to support strategic account planning are not integrated with tools for quantitative account-based forecasting.

V2’s modern, solution allows you to streamline your sales operations while reducing the risk associated with data being managed across multiple spreadsheets. Your team will also benefit by saving time, which allows your sellers and managers to focus on interacting with prospects and clients. We at V2 understand that every client is different, which is why we customize every solution to fit your company’s needs.

Our solution is flexible and we are able to adjust to your organization’s nuanced approach to account planning & forecasting. We can tailor our solution to your organization’s unique requirements, build a prototype, test, and deploy the solution in weeks. As an added bonus, our solution is classified as a consulting arrangement, meaning that there are no annual license fees attached. Start your next quarter with a streamlined, secure solution from V2.


Get in Touch to discuss how V2 can help your organization with our proven Account Planning & Forecasting Manager solution built on the Salesforce platform.

Posted In:

← Return to All Posts

Who We Are

V2 is a leading boutique management & technology consultancy in the Salesforce ecosystem. Since 2005, we've built a respectable client list of well-known brands and fostered a culture of excellence, diversity, inclusion, and growth.

What We Do

V2 supports business and technology transformation initiatives across a range of industries. We take a holistic approach to solving client challenges by focusing on people, processes, data and platforms, and partner with best-in-class technology solutions including Salesforce and Snowflake.

How We Operate

V2 is an independently owned consulting firm that delivers a unique customer experience by combining proven enterprise capabilities, fair & reasonable pricing, a flexible delivery model, and a white-gloved approach to client success.

Industries

V2 understands the nuances of your industry including key trends, process flows, roles & responsibilities, data structures, and technology integrations. We'll speak your language on day one and share proven, innovative approaches to help you drive business and digital transformation in a competitive landscape.

Featured Insights

V2 believes that providing world-class consulting services begins with a passion to listen, learn, analyze, debate and share. While we certainly retain some of our "special sauce" for clients, we feel it's important to highlight our perspective and insights on a range of relevant topics.