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jonerp : modeling   4

Win Rates, Close Rates and Milestone vs. Flow Analysis - by @kellblog
"Back to our original topic, the same concept comes up in analyzing win rates. Regardless of which win rate you’re calculating, at most companies you’re calculating it on a milestone basis. I find milestone-based win rates more volatile and less accurate that a flow-based SAL-to-close rate. For example, if I were building a marketing funnel to determine how many deals I need to hit next year’s number, I’d want to use a SAL-to-close rate, not a win rate, to do so. Why? SAL-to-close rates."
marketing  metrics  modeling  saas  sales  startups  uncategorized 
10 weeks ago by jonerp
EPM: Now More Than Ever - by @kellblog
"If you cannot predict the future, you should at least be able to respond to it in agile way. If your company takes 6 months to make a budget that gets changed once a year, you will be very exposed to surprise changes."
featured  posts  technology  software  agile  planning  budgeting  epm  modeling  scenario  analysis  strategy  uncertainty 
november 2016 by jonerp
Reprise: A Great Miracle Happened Here! - by @infullbloomus #hcm
"The end of chest beating by industry executives, of hyping their own accomplishments in hopes no one will ask too many questions, and of disrespecting the competition in loud voices and with known half-truths if not outright lies."
enterprise  software  holiday  thoughts  hr  tech  hrm  models  modeling  preferred  architectural  behaviors 
december 2015 by jonerp
Modest Rant — HCM SaaS Economics - by @infullbloomus
"Unless your organization is operating in the same environment as it did 20+ years ago, doing pretty much the same things within pretty much the same competitive landscape (and this is true for NO ONE), then the cost of technology-enabled innovation should be the focus of any cost comparison between on-premise or faux SaaS/”cloud” and true SaaS."
"killer"  hrmds  scenarios  hcm  debunking  calling  out  enterprise  software  hr  tech  hrm  looking  back  forward  models  modeling  preferred  architectural  behaviors  saas 
february 2015 by jonerp

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