Sales Forecast Validation Template

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	A	B	D	E
1	Example SaaS Company
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3	http://www.forentrepreneurs.com/	by David Skok, General Partner at Matrix Partners
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5		(All $ numbers in $,000's)
6	Question	Answer	What this tell us	Result
7	Revenue goal for the month?	$ 1,000
8	MRR in the previous month?	$ 950	(MRR = Monthly Recurring Revenue)
9	Churn rate? (monthly)	2.50%	Revenue from existing customers	$ 926.25
10			Bookings: monthly growth in MRR rqd	$ 73.75
11	Average deal size (monthly value)	$0.5	No of new customers needed	148
12	Trial to closed deal conversion rate?	20%	No of trials needed	738
13	Visitor to trial conversion rate?	10%	No of visitors needed	7,375
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15	Lead Source Validation
16	% of Web Traffic that is organic?	30%	Paid Visitors required	5,163
17	Cost per visitor	$2.50	Marketing programs budget	$ 12.91
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19	Is it realistic to get this traffic from current lead sources?
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21	Sales Productivity Validation
22	Average new customers per rep?	15	Fully productive reps required	9.8
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24	% of sales hires that are successful?	70%	How many sales people to hire	14
25	Ramp time for a new rep? (months)	4	When they should be hired
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