One revenue model, not three departmental ones
Sales, marketing, and finance routinely operate from three different models of how revenue is generated. This framework reconciles them into one.
Marketing typically measures leads and pipeline generated. Sales measures closed deals against quota. Finance measures recognised revenue against forecast. Each of these can look healthy in isolation while the underlying business is actually struggling, because none of the three models talks to the others.
The framework builds a single revenue model with one set of definitions, feeding all three functions' reporting from the same underlying data rather than three separately-maintained spreadsheets.
Implementation typically surfaces disagreements that had been quietly unresolved for years — what actually counts as a 'closed' deal, when revenue is genuinely recognised, which pipeline stage reliably predicts a close. Resolving these is most of the actual work.
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