How to Create a Bottoms Up Plan

This RevOps Corner podcast episode focuses on creating data-driven, bottoms-up revenue plans for B2B SaaS companies. The podcast contrasts this approach with traditional top-down models, highlighting the limitations of the latter in achieving realistic targets. Eddie Reynolds, the CEO, explains how to build a bottoms-up plan starting with granular retention forecasting, then expanding to new business and capacity planning for sales teams. A key takeaway is the importance of detailed capacity planning, considering factors like sales cycle length, average deal size, and rep capacity to ensure achievable targets. The podcast concludes by emphasizing the need to blend top-down aspirations with bottoms-up realities for realistic growth strategies.