A26 - Metrics Strategy: Manage The Revenue Drivers
Best Practice Report, Management Roundtable, Inc., Watertown, Massachusetts, USA
August 1999 -- Pages 10-12
This article makes the case for managing revenue forecasting without primary reliance on sales/marketing forecasts. Instead, the suggestion is to utilize three metrics for the critical 2-4 year forecasting needs: product releases, actively supported products and current year sales due to products released in the prior N years.
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