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RD: Budgeting (Income Statement (Headcount (GTM Capacity Model, Support…
RD: Budgeting
Income Statement
T&E
By department, team and trips (dom/intl)
Headcount
GTM Capacity Model
Support Roles
R&D Product Velocity
Method: People in seat & indiv hiring detail
Software
By team and item
Allocation
Based on HC
Healthcare/food/rent etc
Discretionary
Contracts/Consulting
Team building/Offsite
CPH items (team build)
CAPEX
Projects for each year
Revenue Model
Bottom Up
Customer Operations
Capacity planning by territory
By manager and role (corp/ent)
ACV by territory
Retention target by territory
Churn by territory
Marketing: Opportunity by territory/segment (3-4x)
Top Down
Exec/Board Target
GAAP Revenue
ACV/ARR timing
ACV
Churn ARR (geo) (segments)
New/Expansion ARR (geo) (segment)
AE Capacity Model
Cash Flow
Cash Out
Expenses (Connected to IS)
Large expenses/CAPEX
Cash In
New Invoicing (Connected to rev model)
Invoicing of previous customer (Connected to BS)
Balance Sheet
Linked to IS & CF