Monte Carlo Analysis for Forecasting Wins from Sales Funnel Data

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Presented by

Jamie Genge, Head of Financial Planning and Analysis at National Physical Laboratory (NPL)

About this talk

This webinar describes the methodology and key considerations of using Monte Carlo analysis through a financial planning and analysis (FP&A) lens in order to forecast the likely value of project wins from current sales funnel data, and potential revenue flows from those projected wins. Traditional portfolio analysis using predicted win probabilities multiplied by individual opportunity information can give a misleading view of likely outcomes, especially when the opportunities are not similar in size and probability. Monte Carlo analysis overcomes this and gives a spread of likely outcomes based on the data from the sales funnel. This enables more accurate scenario planning activities around business demand and delivery profiles.

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