Revenue planning that
finance can trust.
Your board wants a revenue number they can plan against. Your sales team gives you a number they hope is right. ORM builds the model that closes the gap between forecast and actuals.
Schedule a DemoThe revenue planning problem nobody talks about
Every B2B SaaS company has a revenue plan. Most of them are wrong by 15-30% by the time Q2 closes.
The reason is structural. Annual plans are built on assumptions: pipeline will grow at X%, win rates will hold at Y%, average deal size stays constant. But those assumptions shift every quarter. Reps leave. New products launch. Segments that converted at 35% in Q4 convert at 22% in Q1 because buying committees tightened budgets.
Spreadsheet-based revenue planning cannot absorb these shifts. By the time you update the model, the quarter is half over. You are planning with stale numbers, and the board knows it.
Revenue planning software solves this by keeping the model connected to live pipeline data. But most tools hand you a dashboard and expect you to build the model yourself. That works if you have a full-time analyst. Most companies do not.
The analytical backbone
for your revenue plan.
Bookings-to-Revenue Models
ORM forecasts bookings and amortizes them to revenue. You see what will close, what it translates to in recognized revenue, and when. MRR and ARR trend over time with full visibility into expansion, contraction, and churn.
Plan vs. Actual Variance
See exactly where your revenue plan diverges from actuals. ORM breaks down variance by segment, product line, and rep cohort so you know what changed and why. No more guessing which assumption broke.
What-If Scenario Modeling
Test assumptions before committing capital. What happens to Q3 revenue if you hire two reps now? What if enterprise win rates drop 5 points? ORM runs the scenarios on your actual pipeline data so the answers are grounded, not theoretical.
Operated by a Dedicated Team
ORM is not a platform you log into and figure out yourself. A dedicated analyst builds and maintains your revenue model, reviews it quarterly against board expectations, and updates it as your business changes. You get a forecasting team without the headcount.
How revenue planning works with ORM
ORM connects to your CRM and pulls pipeline, bookings, and historical conversion data. From there, a dedicated analyst builds a custom forecast model calibrated to how your deals actually move through stages.
The model is not static. As new deals enter the pipeline and existing deals progress (or stall), the forecast updates. Your FP&A team sees a revenue projection grounded in real pipeline behavior, not last year's assumptions carried forward with a growth multiplier.
Every quarter, ORM reviews the model against your board targets and recalibrates. If your enterprise segment slowed in Q1, the model reflects that in Q2 projections without manual adjustment from your team.
The result: a revenue plan that finance can actually allocate headcount and cash against. Not because someone made optimistic assumptions in December, but because the model is connected to what is happening in the pipeline right now.
Built for finance teams that own the number
CFOs need a revenue forecast they can present to the board without a silent 25% haircut. ORM's models give you that confidence. You see bookings amortized to revenue, variance by segment, and leading indicators before the quarter closes. Learn more about ORM for CFOs.
FP&A teams spend weeks building bottoms-up revenue models in spreadsheets. Those models break every time a rep leaves or a deal structure changes. ORM handles the modeling so FP&A can focus on scenario analysis and strategic planning instead of data wrangling.
RevOps leaders sit between sales and finance, fielding questions from both sides about why the numbers do not match. ORM gives everyone the same model, updated from the same pipeline data, with the same methodology. One number. One truth.
Common revenue planning pitfalls
Stale assumptions. Annual plans are built on Q4 data and Q1 optimism. By Q2, the assumptions are wrong. Conversion rates shift. Deal sizes change. The plan stays fixed while reality moves.
Multiple versions of the truth. Sales reports one number. Finance reports another. The board gets a third. When your revenue plan lives in six spreadsheets across three departments, alignment is impossible.
No leading indicators. Most revenue plans tell you what happened. They do not tell you what is about to happen. By the time you see the miss in actuals, it is too late to course-correct.
Spreadsheet fragility. One broken formula. One missed tab update. One departing analyst who built the model. Spreadsheet-based revenue planning scales to a point, then becomes a liability.
ORM eliminates all four. The model stays current because it is connected to your CRM. Everyone sees the same numbers because there is one model. Leading indicators are built into the forecast methodology. And the model is maintained by ORM's team, not a single person on yours.
Frequently asked questions
Revenue planning your board can trust.
ORM builds custom revenue forecast models for B2B SaaS companies. Not dashboards. A dedicated team that operates the models for you.
Schedule a Demo