The sub-sections
| Section | What it is for |
|---|---|
| Overview | ARR movement and recognized revenue by period |
| Snapshot | Revenue actuals from your CRM and billing |
| Pipeline | Weighted opportunities feeding the forecast |
| Contracts | Per-line contract modeling with ramps and modifications |
| Assumptions | Renewal, churn, and recognition settings |
| Drivers | Bottom-up capacity math: reps x quota x attainment |
| Streams | Configure each revenue stream and its forecast method |
Ways to forecast
Pipeline-based
Weight opportunities by stage and roll them into the forecast.
Driver-based
Build ARR bottom-up from productive reps, quota, and attainment by cohort.
Top-down targets
Set quarterly CARR add targets and let the model allocate them down to months.
Contract-level
Model ramps, expansions, pauses, and churn per contract line.
Streams and recognition
Each stream (subscription, one-time bookings, usage, marketplace, other income) has its own forecast method and recognition schedule. The model expands ARR events into recognized revenue and derives the result into the GL, so revenue lands in the same P&L as everything else.Live ARR is derived from contracted ARR through a per-cohort activation curve, so you can
model the lag between booking a deal and revenue going live.