Can this team deliver the plan?
Underwriting the revenue line from capacity, not ambition.
A revenue plan is a claim about capacity. How to test it with effective headcount, measured productivity, ramp and attrition against target, and the three ways plans most often hide a shortfall.
A revenue plan is a claim about capacity, and it deserves the same scrutiny as the cost base. The talk shows how to underwrite the revenue line from the bottom up: who is actually in seat, how long new hires really take to become productive, how many will leave, and what each team has measurably delivered in its market. Set against target, that shows whether the plan is achievable, where any shortfall sits, and what it would cost to close.
It also covers the three places plans most often hide a gap: hires assumed to be productive from their first day, productivity gains with no named change behind them, and targets set from the top that nobody has reconciled with what the organisation can produce.
A short checklist for testing an investment case or a budget.
For a talk, panel or podcast, send the event name, date, format and audience to ian@illogicaldata.com.