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How do you run joint forecast and renewal pipeline reviews across Sales and CS leadership?

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2 Answers
Customer Success / Sales Alignment
  1. Natasha Evans
    Natasha Evans

    Hook VP Customer Growth • 8mo

    We each run our own motion, but then we come together at the LT to present a combined number. I have 3 core components to how I run my renewals:1. Forecast call - bi-weekly - what's our forecast and what are the swing deals that will make/break it. What's the plan on these to bring our number home. 2. Risk call - bi-weekly - for the full year ahead what are our biggest risks and how are we tracking against our plan to turn them around.3. Deal/risk reviews - more focused sessions on a specific cu ...Read More

    417 Views
  2. Conor Holmes
    Conor Holmes

    Confluent Senior Director of CS & Account Management • 1mo

    The success of running joint renewal reviews comes down to having a aligned methodology but distinct inputs. Here is the framework I use: Aligned Forecast Categories: Ensure both teams use the exact same definitions for forecast stages (e.g., Commit, Best Case, Pipeline, At Risk) so we are speaking the same language. Dual Input Submissions: Both CS and Sales submit distinct forecasts in the CRM. Sales forecasts based on commercial view; CS forecasts based on product adoption, health scores, and ...Read More

    377 Views

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