Appendix 7
Goal Build by Opportunity
The Goal Build chart helps you understand how you will achieve your quota or revenue goal with this account. It lists your revenue goal for this account, and then each opportunity and its value that will help you advance to that goal.
| FY18 GOAL | |
| Revenue Goal | $43,000,000 |
| Revenue Identified | $13,680,000 |
| New Revenue Needed | $29,320,000 |
| Multiple of New Revenue Target | 2.5 |
| Multiple of New Revenue Target ($) | $73,300,000 |
| FY18 GOAL BUILD | |
| Opportunity | Value |
| Systems Infrastructure | $5,600,000 |
| Partner Management Program | $3,400,000 |
| Support Services | $9,000,000 |
| Network Rollout Optimization | $12,500,000 |
| Lab Management Outsourcing | $14,300,000 |
| Allied Services Partnership | $8,500,000 |
| APAC Assessment | $1,500,000 |
| New Product Development Support | $13,700,000 |
| Market Launch Readiness | $2,300,000 |
| NewCo Acquisition Integration | $4,500,000 |
| Systems Testing | $1,400,000 |
| TOTAL | $76,700,000 |
| Surplus (Deficit) | $3,400,000 |
Directions: In the top section, list your Revenue Goal (your financial goal for this account) and Revenue Identified (revenue coming in from prior sales or recurring revenue). Subtract the Revenue Identified from the Revenue Goal and list in the New Revenue Needed row. Next, select a multiple and put it in the Multiple of New Revenue Target row. (Best practices state that you should have between 2.5 and 3 times the revenue needed in your pipeline to meet your financial goals.) Multiply New Revenue Needed by your multiple, and put that number in the Multiple of New Revenue Target ($) row. In the bottom section, list opportunities within this account and their value. This exercise requires some thinking, but you should be able to identify enough opportunities to total to the Multiple of New Revenue Target. This number and the opportunities listed will become a critical focal point for your account plan.
| GOAL | |
| Revenue Goal | |
| Revenue Identified | |
| New Revenue Needed | |
| Multiple of New Revenue Target | |
| Multiple of New Revenue Target ($) | |
| GOAL BUILD | |
| Opportunity | Value |
| TOTAL | |
| Surplus (Deficit) | |