| A | B | C | D | E | F | G | H | I | J | K | L | M | N | O | P | Q | R | S | T | U | V | W | X | Y | Z | AA | AB | |
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1 | [Insert your company logo] | |||||||||||||||||||||||||||
2 | Legend | Stage Names | Forecast Weight | |||||||||||||||||||||||||
3 | Input Values | Stage 1 | 10% | |||||||||||||||||||||||||
4 | Calculated | Stage 2 | 20% | |||||||||||||||||||||||||
5 | "A" = Actual | Stage 3 | 30% | |||||||||||||||||||||||||
6 | "F" = Forecast | Stage 4 | 60% | |||||||||||||||||||||||||
7 | Stage 5 | 85% | ||||||||||||||||||||||||||
8 | ||||||||||||||||||||||||||||
9 | ||||||||||||||||||||||||||||
10 | Illustrative example using randomized data (not a benchmark for best in class, not a proxy for independent management decisions, not ICONIQ Growth data) | |||||||||||||||||||||||||||
11 | All Pipeline (in $M) | Monthly | Quarterly | |||||||||||||||||||||||||
12 | By Stage & Close Month | Dec-23 | Jan-24 | Feb-24 | Mar-24 | Apr-24 | May-24 | Jun-24 | Jul-24 | Aug-24 | Sep-24 | Oct-24 | Nov-24 | Dec-24 | Q1 2023 | Q2 2023 | Q3 2023 | Q4 2023 | ||||||||||
13 | Stage 5 | $0.7 | $0.5 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 5 | $0.5 | $0.0 | $0.0 | $0.0 | |||||||||
14 | Stage 4 | $1.1 | $0.8 | $0.2 | $0.8 | $0.4 | $0.4 | $0.3 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 4 | $1.8 | $1.1 | $0.0 | $0.0 | |||||||||
15 | Stage 3 | $1.2 | $2.2 | $3.0 | $1.0 | $0.8 | $0.5 | $0.5 | $0.2 | $0.2 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 3 | $6.2 | $1.8 | $0.4 | $0.0 | |||||||||
16 | Stage 2 | $1.1 | $0.9 | $1.2 | $1.1 | $1.0 | $1.0 | $0.7 | $0.7 | $0.5 | $0.2 | $0.0 | $0.0 | $0.0 | Stage 2 | $3.2 | $2.7 | $1.4 | $0.0 | |||||||||
17 | Stage 1 | $0.9 | $1.1 | $0.8 | $1.2 | $1.1 | $2.2 | $2.1 | $0.5 | $0.4 | $0.3 | $0.3 | $0.2 | $0.1 | Stage 1 | $3.1 | $5.4 | $1.2 | $0.6 | |||||||||
18 | Total Pipeline | $5.0 | $5.5 | $5.2 | $4.1 | $3.3 | $4.1 | $3.6 | $1.4 | $1.1 | $0.5 | $0.3 | $0.2 | $0.1 | Total Pipeline | $14.8 | $11.0 | $3.0 | $0.6 | |||||||||
19 | Weighted Pipeline | $1.9 | $1.8 | $1.3 | $1.1 | $0.8 | $0.8 | $0.7 | $0.3 | $0.2 | $0.1 | $0.0 | $0.0 | $0.0 | Weighted Pipeline | $4.3 | $2.3 | $0.5 | $0.1 | |||||||||
20 | ||||||||||||||||||||||||||||
21 | Target & Coverage | Target & Coverage | ||||||||||||||||||||||||||
22 | Bookings Goal | $1.9 | $2.0 | $2.2 | $2.3 | $2.4 | $2.5 | $3.0 | $3.1 | $3.2 | $3.3 | $3.4 | $3.8 | $4.0 | Bookings Goal | $6.5 | $7.9 | $9.6 | $11.2 | |||||||||
23 | Pipeline Coverage | 2.6x | 2.7x | 2.4x | 1.8x | 1.4x | 1.6x | 1.2x | 0.5x | 0.3x | 0.2x | 0.1x | 0.1x | 0.0x | Pipeline Coverage | 2.3x | 1.4x | 0.3x | 0.0x | |||||||||
24 | Weighted Pipeline Coverage | 1.0x | 0.9x | 0.6x | 0.5x | 0.3x | 0.3x | 0.2x | 0.1x | 0.1x | 0.0x | 0.0x | 0.0x | 0.0x | Weighted Pipeline Coverage | 0.7x | 0.3x | 0.1x | 0.0x | |||||||||
25 | ||||||||||||||||||||||||||||
26 | ||||||||||||||||||||||||||||
27 | SMB Pipeline (in $M) | Monthly | SMB Pipeline (in $M) | Quarterly | ||||||||||||||||||||||||
28 | By Stage & Close Month | Dec-23 | Jan-24 | Feb-24 | Mar-24 | Apr-24 | May-24 | Jun-24 | Jul-24 | Aug-24 | Sep-24 | Oct-24 | Nov-24 | Dec-24 | By Stage & Close Month | Q1 2023 | Q2 2023 | Q3 2023 | Q4 2023 | |||||||||
29 | Stage 5 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 5 | $0.0 | $0.0 | $0.0 | $0.0 | |||||||||
30 | Stage 4 | $0.1 | $0.1 | $0.0 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 4 | $0.2 | $0.1 | $0.0 | $0.0 | |||||||||
31 | Stage 3 | $0.1 | $0.2 | $0.3 | $0.1 | $0.1 | $0.1 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 3 | $0.6 | $0.2 | $0.0 | $0.0 | |||||||||
32 | Stage 2 | $0.1 | $0.1 | $0.1 | $0.1 | $0.1 | $0.1 | $0.1 | $0.1 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 2 | $0.3 | $0.3 | $0.1 | $0.0 | |||||||||
33 | Stage 1 | $0.1 | $0.1 | $0.1 | $0.1 | $0.1 | $0.2 | $0.2 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 1 | $0.3 | $0.5 | $0.1 | $0.1 | |||||||||
34 | SMB Total Pipeline | $0.5 | $0.5 | $0.5 | $0.4 | $0.3 | $0.4 | $0.4 | $0.1 | $0.1 | $0.1 | $0.0 | $0.0 | $0.0 | SMB Total Pipeline | $1.5 | $1.1 | $0.3 | $0.1 | |||||||||
35 | SMB Weighted Pipeline | $0.2 | $0.2 | $0.1 | $0.1 | $0.1 | $0.1 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | SMB Weighted Pipeline | $0.4 | $0.2 | $0.1 | $0.0 | |||||||||
36 | ||||||||||||||||||||||||||||
37 | Target & Coverage | Target & Coverage | ||||||||||||||||||||||||||
38 | SMB Bookings Goal | $0.2 | $0.2 | $0.3 | $0.3 | $0.3 | $0.3 | $0.4 | $0.4 | $0.4 | $0.4 | $0.4 | $0.5 | $0.5 | SMB Bookings Goal | $0.8 | $0.9 | $1.2 | $1.3 | |||||||||
39 | SMB Pipeline Coverage | 2.2x | 2.3x | 2.0x | 1.5x | 1.1x | 1.4x | 1.0x | 0.4x | 0.3x | 0.1x | 0.1x | 0.0x | 0.0x | SMB Pipeline Coverage | 1.9x | 1.2x | 0.3x | 0.0x | |||||||||
40 | SMB Weighted Pipeline Coverage | 0.8x | 0.8x | 0.5x | 0.4x | 0.3x | 0.3x | 0.2x | 0.1x | 0.1x | 0.0x | 0.0x | 0.0x | 0.0x | SMB Weighted Pipeline Coverage | 0.5x | 0.2x | 0.0x | 0.0x | |||||||||
41 | ||||||||||||||||||||||||||||
42 | ||||||||||||||||||||||||||||
43 | Mid-Market (MM) Pipeline (in $M) | Monthly | Mid-Market (MM) Pipeline (in $M) | Quarterly | ||||||||||||||||||||||||
44 | By Stage & Close Month | Dec-23 | Jan-24 | Feb-24 | Mar-24 | Apr-24 | May-24 | Jun-24 | Jul-24 | Aug-24 | Sep-24 | Oct-24 | Nov-24 | Dec-24 | By Stage & Close Month | Q1 2023 | Q2 2023 | Q3 2023 | Q4 2023 | |||||||||
45 | Stage 5 | $0.2 | $0.2 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 5 | $0.2 | $0.0 | $0.0 | $0.0 | |||||||||
46 | Stage 4 | $0.4 | $0.3 | $0.1 | $0.3 | $0.1 | $0.1 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 4 | $0.6 | $0.4 | $0.0 | $0.0 | |||||||||
47 | Stage 3 | $0.4 | $0.8 | $1.1 | $0.4 | $0.3 | $0.2 | $0.2 | $0.1 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 3 | $2.2 | $0.6 | $0.1 | $0.0 | |||||||||
48 | Stage 2 | $0.4 | $0.3 | $0.4 | $0.4 | $0.4 | $0.4 | $0.2 | $0.2 | $0.2 | $0.1 | $0.0 | $0.0 | $0.0 | Stage 2 | $1.1 | $0.9 | $0.5 | $0.0 | |||||||||
49 | Stage 1 | $0.3 | $0.4 | $0.3 | $0.4 | $0.4 | $0.8 | $0.7 | $0.2 | $0.1 | $0.1 | $0.1 | $0.1 | $0.0 | Stage 1 | $1.1 | $1.9 | $0.4 | $0.2 | |||||||||
50 | MM Total Pipeline | $1.7 | $1.9 | $1.8 | $1.4 | $1.2 | $1.4 | $1.3 | $0.5 | $0.4 | $0.2 | $0.1 | $0.1 | $0.0 | MM Total Pipeline | $5.2 | $3.9 | $1.1 | $0.2 | |||||||||
51 | MM Weighted Pipeline | $0.7 | $0.6 | $0.5 | $0.4 | $0.3 | $0.3 | $0.2 | $0.1 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | MM Weighted Pipeline | $1.5 | $0.8 | $0.2 | $0.0 | |||||||||
52 | ||||||||||||||||||||||||||||
53 | Target & Coverage | Target & Coverage | ||||||||||||||||||||||||||
54 | MM Bookings Goal | $0.7 | $0.8 | $0.8 | $0.9 | $0.9 | $1.0 | $1.1 | $1.2 | $1.2 | $1.3 | $1.3 | $1.4 | $1.5 | MM Bookings Goal | $2.5 | $3.0 | $3.6 | $4.3 | |||||||||
55 | MM Pipeline Coverage | 2.4x | 2.5x | 2.2x | 1.6x | 1.3x | 1.5x | 1.1x | 0.4x | 0.3x | 0.1x | 0.1x | 0.0x | 0.0x | MM Pipeline Coverage | 2.1x | 1.3x | 0.3x | 0.0x | |||||||||
56 | MM Weighted Pipeline Coverage | 0.9x | 0.8x | 0.6x | 0.4x | 0.3x | 0.3x | 0.2x | 0.1x | 0.1x | 0.0x | 0.0x | 0.0x | 0.0x | MM Weighted Pipeline Coverage | 0.6x | 0.3x | 0.0x | 0.0x | |||||||||
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59 | Enterprise (ENT) Pipeline (in $M) | Monthly | Enterprise (ENT) Pipeline (in $M) | Quarterly | ||||||||||||||||||||||||
60 | By Stage & Close Month | Dec-23 | Jan-24 | Feb-24 | Mar-24 | Apr-24 | May-24 | Jun-24 | Jul-24 | Aug-24 | Sep-24 | Oct-24 | Nov-24 | Dec-24 | By Stage & Close Month | Q1 2023 | Q2 2023 | Q3 2023 | Q4 2023 | |||||||||
61 | Stage 5 | $0.4 | $0.2 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 5 | $0.2 | $0.0 | $0.0 | $0.0 | |||||||||
62 | Stage 4 | $0.6 | $0.4 | $0.1 | $0.4 | $0.2 | $0.2 | $0.2 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 4 | $1.0 | $0.6 | $0.0 | $0.0 | |||||||||
63 | Stage 3 | $0.7 | $1.2 | $1.7 | $0.6 | $0.4 | $0.3 | $0.3 | $0.1 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | Stage 3 | $3.4 | $1.0 | $0.2 | $0.0 | |||||||||
64 | Stage 2 | $0.6 | $0.5 | $0.7 | $0.6 | $0.6 | $0.6 | $0.4 | $0.4 | $0.3 | $0.1 | $0.0 | $0.0 | $0.0 | Stage 2 | $1.8 | $1.5 | $0.8 | $0.0 | |||||||||
65 | Stage 1 | $0.5 | $0.6 | $0.4 | $0.7 | $0.6 | $1.2 | $1.2 | $0.3 | $0.2 | $0.2 | $0.1 | $0.1 | $0.1 | Stage 1 | $1.7 | $3.0 | $0.7 | $0.3 | |||||||||
66 | Ent Total Pipeline | $2.7 | $3.0 | $2.9 | $2.3 | $1.8 | $2.3 | $2.0 | $0.8 | $0.6 | $0.3 | $0.1 | $0.1 | $0.1 | Ent Total Pipeline | $8.1 | $6.1 | $1.7 | $0.3 | |||||||||
67 | Ent Weighted Pipeline | $1.0 | $1.0 | $0.7 | $0.6 | $0.4 | $0.4 | $0.4 | $0.1 | $0.1 | $0.0 | $0.0 | $0.0 | $0.0 | Ent Weighted Pipeline | $2.4 | $1.3 | $0.3 | $0.0 | |||||||||
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69 | Target & Coverage | Target & Coverage | ||||||||||||||||||||||||||
70 | Ent Bookings Goal | $1.0 | $2.0 | $2.2 | $2.3 | $2.4 | $2.5 | $3.0 | $3.1 | $3.2 | $3.3 | $3.4 | $3.8 | $4.0 | Ent Bookings Goal | $6.5 | $7.9 | $9.6 | $11.2 | |||||||||
71 | Ent Pipeline Coverage | 2.9x | 1.5x | 1.3x | 1.0x | 0.8x | 0.9x | 0.7x | 0.2x | 0.2x | 0.1x | 0.0x | 0.0x | 0.0x | Ent Pipeline Coverage | 1.2x | 0.8x | 0.2x | 0.0x | |||||||||
72 | Ent Weighted Pipeline Coverage | 1.1x | 0.5x | 0.3x | 0.3x | 0.2x | 0.2x | 0.1x | 0.0x | 0.0x | 0.0x | 0.0x | 0.0x | 0.0x | Ent Weighted Pipeline Coverage | 0.4x | 0.2x | 0.0x | 0.0x | |||||||||
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