1. © 2005 Right90, Inc. All rights reserved. Forecasting 101 For Salesforce.com Somrat Niyogi Right90 Corporate Sales February 29, 2016

2. 2 © 2007 Right90. All Rights Reserved. You’ve Just Announced the iPhone How many do you expect to sell? In which markets? With which providers? How many should you build? So you have enough? So you don’t build too many? When should you build them? What numbers will you report to Wall Street? How confident are you? What if you’re wrong?

3. 3 © 2007 Right90. All Rights Reserved. Forecasting Matters VP Sales Financials Operations Customers Wrong numbers reported to street Wrong products are built Customers don’t receive orders Share price impact Excess inventory Stock outs Lost sales Lost customers Make My Number! Sales Ops Sales Forecasts = Order Fulfillment = Revenue Recognition = Making Our Number

4. 4 © 2007 Right90. All Rights Reserved. Forecasting is Challenging for Sales… VP Sales Forecast Summary Forecast by Rep / Channel Forecast by Opportunity UnitsCustomersDivisionsRegionsTime How Am I Doing?! USEMEAPartner

5. 5 © 2007 Right90. All Rights Reserved. Distribution … As Well as the Entire Company CustomersSalesProduction Marketing FinanceSuppliers

6. 6 © 2007 Right90. All Rights Reserved. Right90 Improves Forecasting Help Make Sales Number by Consolidating, Rolling Up and Analyzing Forecasts Sales Escape Excel hell Share and roll up forecasts Track forecast changes Eliminate sandbagging Analyze variances to identify sales risks Finance Operations Build the Right Products View forecast details for units over time Adjust for historical accuracy Feed more accurate info into production planning Stop Surprises Analyze sales numbers across company Guide the street with confidence Identify and reduce margin leaks

7. 7 © 2007 Right90. All Rights Reserved. Qualify Your Manufacturing Account How long does it take them to roll up a forecast from the field – minutes, hours, days, weeks? What lead time is required to build products – days, weeks, months? Do they use spreadsheets to reconcile sales forecasts with operations or finance? Do reps forecast units over time? For example, customer buys 100 of product ABC in April, 100 of ABC in May, 250 of ABC in August? Do reps forecast price at different times? For example, customer buys 100 of ABC in April at $10, 250 of ABC in August at $9.50? If they answer … …to 3 or more questions, then they’re a good opportunity for Right90 and Salesforce! More than a couple of days More than a couple of weeks Yes

8. © 2005 Right90, Inc. All rights reserved. Questions somrat.niyogi@right90.com 415.202.3901 www.right90.com/sfdc

9. 9 © 2007 Right90. All Rights Reserved. Forecasting in Salesforce and Right90 Forecasting MethodTop-down revenue forecastBottoms-up forecast by unit and price Forecast CollaborationOne forecast owner with multiple contributors to forecast Multiple people can create own view of forecast Forecast RollupSingle-level rollupMultiple-level rollup with products, regions and customers Forecast to Plan to Actuals Comparison View forecast to overall sales planCompare actual sales to plan along multiple dimensions Forecast AccuracyN/AView forecast accuracy for sales reps, regions, etc. Change HistoryTrack at overall forecast levelTrack change history of overall forecast and forecast details Forecast PlansSingle forecast planMultiple forecast plans for marketing, sales, operations, etc. Forecast Analysis & ReportingOne-dimensional forecast reportsDrill-down, trend analysis, multi- dimensional analysis