Imports opportunity-level data from a CRM to produce an upsell forecast

Description

This functionality takes in detailed data about an organization's sales opportunities from existing accounts and consolidates them to produce a forecast. This forecast is unique to accounts that the business already has, showing growth in the customer base.

Example Use Case

Scenario: A technology company uses their CRM for sales forecasting. They're especially focused on customer upsells, as they are eager to prove that the product has room to grow in the customer base.

Solution: The CPM software imports opportunity-level data from the CRM system to create an upsell forecast. This data might include information about the customer's purchase history, potential purchasing power, and product interactions, and opportunities that the Account Management team is actively working. Once loaded into the revenue model, management has a clear picture of the impact of upsells over time.

Considerations

Tracking upsells can come in many forms - new products, new services, passes to conferences, training, etc. It is important that the CRM is able to pass that data over in a usable format, and for the CPM to connect that to dimensions and attributes used for reporting.

Also consider metrics that are needed based on upsell transactions such as Expansion MRR, ARPA Growth, time to upsell, and so on.

Questions to Ask a Vendor

• Integration Possibilities: How does your CPM software integrate with CRM systems for opportunity-level data import, specifically for upsell forecasting?
• Metrics: Are we able to automatically calculate the metrics we need for reporting when this upsell opportunity detail comes into the CPM tool?
• Scenario Analysis: Can the system create multiple scenarios using the upsell opportunity forecast data?