Revenue forecasting is the systematic estimation of the revenue a company is expected to generate in a future period through the sale of its products or services.<\/p>\n
For start-ups, it is a key component of financial planning. It shows what turnover can be achieved under certain assumptions and whether the business model can be economically viable in the long term.<\/p>\n
A simplified calculation is as follows:<\/p>\n
Planned sales volume \u00d7 average selling price = planned turnover<\/strong><\/p>\n For example, a SaaS start-up is forecasting an average of 500 paying customers and an annual turnover of 1,200 euros per customer for the coming year:<\/p>\n 500 customers \u00d7 1,200 euros = 600,000 euros in projected annual turnover<\/strong><\/p>\n Depending on the business model, other factors may be taken into account:<\/p>\n Start-ups can use various methods for revenue planning:<\/p>\n The bottom-up approach is often particularly well-suited to young start-ups, as it is based on specific and verifiable assumptions.<\/p>\n Effective revenue planning helps founders to:<\/p>\n As it is never possible to predict future turnover with complete certainty, various scenarios should be drawn up:<\/p>\n Common mistakes in revenue planning include:<\/p>\n Sales forecasts should be regularly compared with actual results and adjusted accordingly. Any discrepancies provide important indications as to whether prices, sales processes or market assumptions need to be revised.<\/p>\n innoWerft helps founders to critically assess revenue assumptions, develop financial models and scenarios, and present their plans in a clear and comprehensible manner for internal decision-making and discussions with investors.<\/p>\n ","protected":false},"excerpt":{"rendered":" Sales planning is a central process for start-ups in which future sales revenues are estimated on the basis of market analyses, previous sales trends and planned business activities.<\/p>","protected":false},"author":5,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","content-type":"","inline_featured_image":false,"_monsterinsights_skip_tracking":false,"footnotes":""},"categories":[47],"tags":[],"class_list":["post-10627","post","type-post","status-publish","format-standard","hentry","category-glossareintrag"],"yoast_head":"\n\n\n
\n factor<\/strong><\/td>\n Meaning<\/strong><\/td>\n<\/tr>\n<\/thead>\n\n \n Number of potential customers<\/strong><\/td>\n How many customers can realistically be reached?<\/td>\n<\/tr>\n \n Conversion rate<\/strong><\/td>\n How many prospective customers go on to become paying customers?<\/td>\n<\/tr>\n \n Average selling price<\/strong><\/td>\n What is the revenue generated per sale or per customer?<\/td>\n<\/tr>\n \n Frequency of purchase<\/strong><\/td>\n How often do customers make purchases during the planning period?<\/td>\n<\/tr>\n \n Customer loyalty<\/strong><\/td>\n How many customers remain loyal to the company?<\/td>\n<\/tr>\n \n Seasonality<\/strong><\/td>\n Does demand fluctuate over the course of the year?<\/td>\n<\/tr>\n \n Sales capacity<\/strong><\/td>\n How many deals can the team actually close?<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n \n
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\n Scenario<\/strong><\/td>\n Meaning<\/strong><\/td>\n<\/tr>\n<\/thead>\n\n \n Best-case scenario<\/strong><\/td>\n a particularly positive trend in demand and sales<\/td>\n<\/tr>\n \n Realistic Case<\/strong><\/td>\n the most likely scenario based on current knowledge<\/td>\n<\/tr>\n \n Worst-case scenario<\/strong><\/td>\n cautious planning in the event of delays or lower demand<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n \n