AVL client’s investors believed the story but didn’t understand the financial model. Client:  Enterprise Application Platform

Issues:

• Investors believed the story but didn’t understand the complex, 17-page financial model
• The company assumed all bookings would turn into revenue
• Assumptive sales pipeline
• Pricing didn’t make sense based on how revenue was being booked

What we did:

• Rebuilt and simplified the financial model
  
• Added levers (MRR, CAC, etc.) to articulate actual and forecasted performance
  
• Built a revenue schedule to show where sales were coming from
  
• Updated market research to better define the pricing strategy

Results:

• Investors understood the story
  
• Company is achieving forecasted revenue, and it was clear to all stakeholders how they will meet financial goals.

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