The Annual Planning Framework for B2B SaaS

In this episode of Go-To-Market Science, Eddie Reynolds and Rachael Bueckert of Union Square Consulting discuss the importance of annual planning for revenue leaders. They emphasize the need to create achievable targets by combining top-down goals with bottoms-up planning, which involves validating targets, understanding revenue streams (retention, expansion, and new business), and analyzing metrics like close rates and sales cycles. They stress the significance of having accurate data and processes in place to inform forecasting and capacity planning, as well as the importance of considering external factors and operational improvements. The discussion also covers the need for risk mitigation, contingency planning, and continuous monitoring and iteration of the plan throughout the year to ensure alignment and execution.