The financials section of AccountPlan is where you will find all of the information related to the financial performance of this account. You can use this to tell a financial story related to the account strategy. In this section:

  • Financial Overview Waterfall Charts for revenue and Order/TCV
  • Revenue Landscape
  • Order Landscape
  • Pipeline list
  • Whitespace view of Revenue landscape

 

Financials Overview

On this page you will see.

The information provided on this page reflects the revenue (spend) landscape as a waterfall chart (left) and the order to pipeline cover (right of the screen image above)

Against the revenue landscaping you can see easily the revenue profile of the account

In the pipeline cover chart you can see the current cover of opportunities for the financial year. In the pipeline cover you will see:

  • Won – value of orders in the financial your you have closed won
  • Existing – value of open orders in your pipeline, with close dates this financial year, that are tagged against renewal, substitution, existing, retention and other such categories.* 
  • New – value of open orders in your pipeline, with close dates this financial year, that are tagged against new, growth, net new business and other such categories.* 
  • Cover – the difference between expected Order Plan and total unweighted pipeline
  • Order Plan – the total order value expected in the financial year. Details taken from the Order Landscape page if you have one (otherwise the order plan field on the revenue landscape page)

*Your salesforce administrator can confirm the mapping of your custom opportunity types. 

Revenue Landscape

To understand the financial opportunities and threats in a customer, the Revenue Landscape page is where you should capture information related to each of the relevant propositions selected in the set up page.

If you do not use an orders landscape page, in this page you will see an ANNUAL ORDER TARGET field. This reflects how much new order value is expected for the account in the year. This value is used in the waterfall chart in the financials overview page to allow you to track new orders performance and pipeline cover. 

The following fields reflect REVENUE in the plan year not new orders

  • LAST – Revenue for the prior year
  • CHURN – revenue lost or not to be repeated (one off) revenues
  • KEEP – This is contracts that you have and would like to keep. Add a total of the spend here. This is used in the Wallet share and the Growth Potential KPI’s
  • GROW – Where are you targeting new growth in each proposition area. Add your estimate of the potential growth possible in each proposition in the account.
  • PLAN (Used to be called Target) – What is your revenue expectation for each proposition in this account for this year. This is not necessarily a defined quota (unless this is defined) but more a desired level of revenue for this financial year. This is a calculated field = Keep+Grow
  • SPEND – Your estimate of the customers spend in each proposition area. It is hard information to get sometimes, so do not worry unnecessarily about this and put here your best estimate of the customers spend.
  • NO – Not all of the customers spend is addressable for you in the financial planning year. Sometimes their spend is outside your capability, coverage or scope. Sometimes the customers spend is contracted to another party. Add a number for each proposition to reflect “un-addressable” spend.
  • COMPETITOR – Where there is an existing competitor identified select them from your competitor list here.
  • RENEW DATE – Is there a specific contract renewal date for this proposition. This is especially useful for companies that have services that are typically procured on multi-year contracts.
  • OPPORTUNITY or THREAT – Where a proposition represents a key opportunity or threat,  and you would like to add this to the SWOT analysis, check the relevant box. Do not think you need to do this for every row in the landscape as not all lines will truly represent an opportunity or be considered a threat.

 

An example of a completed landscape page is shown below.

If you have defined Business units you can capture further notes related to the BU revenue spend landscape. This information will be used in the whitespace page if captured.

To add details use the BU Detail simply use toggle the visibility of the business unit landscape using the switch.

Information added here does not effect the overall landscape, wallet share or growth potential aspects of your plan.

The fields are the same for the detailed BU landscape as they are for the overall landscape as provided above.

 

Order Landscape

Some companies have an orders, TCV or new business view of the landscaping. If this is you, you may well have an orders landscape page instead or as well as the revenue landscape page.

The Order Landscape page is where you should capture Expected TCV values related to each of the relevant propositions selected in the set up page.

The following fields reflect ORDER VALUES in the plan year not revenue/spend

  • LAST FY ORDERS – the total TCV or order value for this proposition in the prior year
  • RENEWAL – the total TCV or order value for this proposition that you expect to work on this year as a retention or renewal opportunity
  • NEW – the total TCV or order value for this proposition related to new growth opportunities this year. 
  • FY ORDERS – the total TCV or order value for this proposition in the current financial year
  • ORDERS NOTES – add further details of the opportunities and projects
  • OPPORTUNITY & THREAT – this mirrors the revenue landscape page. Mark one of these to capture the proposition into your SWOT summary. This will also update the value on the revenue landscape page too.

 

An example of a completed landscape page is shown below.

If you have defined Business units you can capture further notes related to the BU order landscape (works as above). 

 

Pipeline

 

All opportunities for the financial year of the plan will be shown in this list.

You can filter this list using a free text filter and also to allow a view of opportunities in a particular forecast category.

 

Whitespace

Use this page to quickly see your revenue landscaping date in a different way (not orders)

You can see the following information easily by proposition and business unit (if you have added information to this)

  • SPEND – total revenue spend by the customer in this financial year – GREY
  • NO – un-addressable spend in this fiancial year by proposition – ORANGE
  • KEEP – your expected base revenue for the year, revenue you want to keep – BLUE
  • GRWO – yoir expected growth/new revenue for the year, revenue you hope to get – GREEN

An example of a completed landscape page is shown below.

If you have defined Business units you can capture further notes related to the BU order landscape (works as above). 

 

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