|@alcurtis||Consolidation, Enterprise Sales|
|@bmenegocci||Commercial Sales, Channels, Alliances|
|@ysun3||Customer Success, Professional Services, Field Ops|
We believe an excellent forecasting process enables us to deploy our resources effectively, risk-manage the business, and provide early warning systems. At GitLab, we design our Sales Forecast Rhythm to foster careful inspection and execution of bookings target throughout the quarter. Each week we review various aspects of the business, such as Current/Next Quarter pipeline, Renewals timing, and leading indicators KPIs, to name but a few.
The following Single Source of Truth (SSOT) dashboards provide a monthly and quarterly Sales & Marketing funnel trend view, including;
Seperate dashboards have been created for each Stamped User Segment, and for only First Order deals. Each dashboard gives you the ability to filter for Web Direct deals, and SDR generated opportunities to enable the user to obtain multiple views of the data.
This file details how much Net IACV has been closed relative to the quarterly target and the pace it has been booked at throughout the quarter. The current quarter performance is compared to other historical quarters, to highlight whether the speed at which the net iACV has been closed is ahead or behind that of historical performance.
In addition, the file also analyses how open pipeline is progressing for the next quarter relative to its quarterly target and the pace at which new opportunities are being added. This is also compared to historical quarters to inform whether the current quarter is ahead, in line, or behind the pace of previous quarters.
High-level long-range Quota & Capacity model to assess the feasibility of future bookings target and HC needs.
This dashboard analyzes the Landed Addressable Market (LAM) offered by our existing customer base
This file is intended to detail how the pipeline evolves throughout the quarter: capturing deals in the initial pipeline, those added later in the quarter, closed deals, slipped deals, and those remaining at quarter end.
This file is intended to assess and forecast Professional Services department's performance.
This dashboard provides a monthly trend view for Bookings, including dollar and count information. The 3 main sections of the dashboard are as follows: