Forecasting Exercise

Attachments

Exercise

Assumptions and Background Information
Finance has assigned $6.8M of target to Education in Q4’21. It is our job to assess the risk/upside to this target
The tools typically used are a variety of data analyses. For this exercise, you will have trended product actuals and the overall pipeline history as options to make your assessment
Trended ARR actuals by product type can be found on the “ARR Actuals” tab
Trended pipeline actuals can be found on the “Pipeline Actuals” tab
Goal
1) Estimate the Q4’21 anticipated actuals for each Edu product
2) Estimate the total risk or upside versus the total Finance target for Q4’21
3) Summarize your findings in a PowerPoint presentation to be discussed with myself and senior leaders
This should include your responses to #1 and #2, a brief summary of your approach, and any additional information that you feel would improve the analysis

ARR Actuals

Qtr Week Named SDL SLP Total ARR
Q1’19 WK 1 90,000 38,000 21,000 149,000
Q1’19 WK 2 72,000 18,000 51,000 141,000
Q1’19 WK 3 88,000 143,000 30,000 261,000
Q1’19 WK 4 83,000 36,000 20,000 139,000
Q1’19 WK 5 82,000 51,000 13,000 146,000
Q1’19 WK 6 142,000 36,000 30,000 208,000
Q1’19 WK 7 48,000 169,000 29,000 246,000
Q1’19 WK 8 121,000 87,000 26,000 234,000
Q1’19 WK 9 113,000 262,000 52,000 427,000
Q1’19 WK 10 99,000 33,000 32,000 164,000
Q1’19 WK 11 243,000 78,000 46,000 367,000
Q1’19 WK 12 105,000 265,000 23,000 393,000
Q1’19 WK 13 277,000 184,000 41,000 502,000
Q4’18 WK 1 180,000 32,000 10,000 222,000
Q4’18 WK 2 104,000 20,000 14,000 138,000
Q4’18 WK 3 73,000 120,000 12,000 205,000
Q4’18 WK 4 182,000 31,000 54,000 267,000
Q4’18 WK 5 82,000 39,000 12,000 133,000
Q4’18 WK 6 102,000 33,000 30,000 165,000
Q4’18 WK 7 75,000 57,000 21,000 153,000
Q4’18 WK 8 106,000 61,000 20,000 187,000
Q4’18 WK 9 200,000 69,000 22,000 291,000
Q4’18 WK 10 102,000 144,000 14,000 260,000
Q4’18 WK 11 173,000 61,000 24,000 258,000
Q4’18 WK 12 81,000 275,000 16,000 372,000
Q4’18 WK 13 312,000 333,000 195,000 840,000
Q3’18 WK 1 116,000 22,000 11,000 149,000
Q3’18 WK 2 41,000 35,000 31,000 107,000
Q3’18 WK 3 134,000 135,000 24,000 293,000
Q3’18 WK 4 116,000 97,000 41,000 254,000
Q3’18 WK 5 43,000 52,000 34,000 129,000
Q3’18 WK 6 67,000 37,000 25,000 129,000
Q3’18 WK 7 156,000 62,000 34,000 252,000
Q3’18 WK 8 116,000 124,000 25,000 265,000
Q3’18 WK 9 177,000 28,000 27,000 232,000
Q3’18 WK 10 102,000 26,000 68,000 196,000
Q3’18 WK 11 106,000 161,000 25,000 292,000
Q3’18 WK 12 165,000 164,000 78,000 407,000
Q3’18 WK 13 346,000 164,000 5,000 515,000
Q2’18 WK 1 44,000 5,000 28,000 77,000
Q2’18 WK 2 140,000 50,000 26,000 216,000
Q2’18 WK 3 56,000 72,000 30,000 158,000
Q2’18 WK 4 207,000 39,000 28,000 274,000
Q2’18 WK 5 87,000 168,000 9,000 264,000
Q2’18 WK 6 75,000 45,000 22,000 142,000
Q2’18 WK 7 247,000 52,000 24,000 323,000
Q2’18 WK 8 161,000 40,000 63,000 264,000
Q2’18 WK 9 162,000 137,000 22,000 321,000
Q2’18 WK 10 82,000 60,000 32,000 174,000
Q2’18 WK 11 196,000 25,000 34,000 255,000
Q2’18 WK 12 63,000 64,000 23,000 150,000
Q2’18 WK 13 232,000 211,000 29,000 472,000
Q1’18 WK 1 111,000 9,000 15,000 135,000
Q1’18 WK 2 65,000 8,000 15,000 88,000
Q1’18 WK 3 62,000 11,000 33,000 106,000
Q1’18 WK 4 62,000 4,000 44,000 110,000
Q1’18 WK 5 31,000 9,000 19,000 59,000
Q1’18 WK 6 59,000 71,000 40,000 170,000
Q1’18 WK 7 29,000 18,000 25,000 72,000
Q1’18 WK 8 59,000 94,000 31,000 184,000
Q1’18 WK 9 113,000 47,000 21,000 181,000
Q1’18 WK 10 40,000 143,000 17,000 200,000
Q1’18 WK 11 161,000 121,000 9,000 291,000
Q1’18 WK 12 150,000 21,000 26,000 197,000
Q1’18 WK 13 229,000 204,000 32,000 465,000
Q2’19 WK 1 30,000 70,000 15,000 115,000
Q2’19 WK 2 73,000 42,000 32,000 147,000
Q2’19 WK 3 91,000 113,000 28,000 232,000
Q2’19 WK 4 67,000 255,000 61,000 383,000
Q2’19 WK 5 57,000 125,000 30,000 212,000
Q2’19 WK 6 59,000 127,000 30,000 216,000
Q2’19 WK 7 50,000 108,000 33,000 191,000
Q2’19 WK 8 89,000 105,000 43,000 237,000
Q2’19 WK 9 35,000 124,000 34,000 193,000
Q2’19 WK 10 83,000 75,000 46,000 204,000
Q2’19 WK 11 67,000 217,000 29,000 313,000
Q2’19 WK 12 79,000 360,000 49,000 488,000
Q2’19 WK 13 483,000 123,000 73,000 679,000
Q3′ 19 WK 1 67,000 36,000 29,000 132,000
Q3′ 19 WK 2 92,000 146,000 39,000 277,000
Q3′ 19 WK 3 45,000 119,000 56,000 220,000
Q3′ 19 WK 4 146,000 212,000 82,000 440,000
Q3′ 19 WK 5 59,000 40,000 74,000 173,000
Q3′ 19 WK 6 109,000 119,000 31,000 259,000
Q3′ 19 WK 7 93,000 59,000 34,000 186,000
Q3′ 19 WK 8 65,000 394,000 22,000 481,000
Q3′ 19 WK 9 101,000 253,000 53,000 407,000
Q3′ 19 WK 10 79,000 156,000 67,000 302,000
Q3′ 19 WK 11 116,000 111,000 49,000 276,000
Q3′ 19 WK 12 104,000 296,000 131,000 531,000
Q3′ 19 WK 13 256,000 527,000 57,000 840,000
Q4′ 19 WK 1 60,000 101,000 40,000 201,000
Q4′ 19 WK 2 64,000 87,000 35,000 186,000
Q4′ 19 WK 3 218,000 149,000 41,000 408,000
Q4′ 19 WK 4 105,000 210,000 60,000 375,000
Q4′ 19 WK 5 65,000 318,000 35,000 418,000
Q4′ 19 WK 6 46,000 220,000 48,000 314,000
Q4′ 19 WK 7 109,000 162,000 52,000 323,000
Q4′ 19 WK 8 134,000 96,000 68,000 298,000
Q4′ 19 WK 9 99,000 229,000 61,000 389,000
Q4′ 19 WK 10 103,000 192,000 53,000 348,000
Q4′ 19 WK 11 98,000 210,000 41,000 349,000
Q4′ 19 WK 12 237,000 367,000 97,000 701,000
Q4′ 19 WK 13 91,000 529,000 123,000 743,000
Q1’20 WK 1 95,000 121,000 23,000 239,000
Q1’20 WK 2 84,000 337,000 217,000 638,000
Q1’20 WK 3 120,000 280,000 61,000 461,000
Q1’20 WK 4 36,000 134,000 69,000 239,000
Q1’20 WK 5 50,000 126,000 23,000 199,000
Q1’20 WK 6 132,000 61,000 45,000 238,000
Q1’20 WK 7 47,000 218,000 42,000 307,000
Q1’20 WK 8 80,000 67,000 28,000 175,000
Q1’20 WK 9 203,000 110,000 48,000 361,000
Q1’20 WK 10 77,000 98,000 70,000 245,000
Q1’20 WK 11 99,000 277,000 51,000 427,000
Q1’20 WK 12 191,000 333,000 52,000 576,000
Q1’20 WK 13 134,000 538,000 102,000 774,000
Q2’20 WK 1 110,000 28,000 31,000 169,000
Q2’20 WK 2 65,000 79,000 30,000 174,000
Q2’20 WK 3 266,000 177,000 51,000 494,000
Q2’20 WK 4 105,000 70,000 100,000 275,000
Q2’20 WK 5 113,000 256,000 53,000 422,000
Q2’20 WK 6 89,000 107,000 24,000 220,000
Q2’20 WK 7 118,000 151,000 43,000 312,000
Q2’20 WK 8 51,000 80,000 45,000 176,000
Q2’20 WK 9 151,000 54,000 36,000 241,000
Q2’20 WK 10 72,000 78,000 30,000 180,000
Q2’20 WK 11 52,000 177,000 27,000 256,000
Q2’20 WK 12 101,000 347,000 62,000 510,000
Q2’20 WK 13 175,000 309,000 209,000 693,000
Q3’20 WK 1 86,000 159,000 29,000 274,000
Q3’20 WK 2 80,000 136,000 42,000 258,000
Q3’20 WK 3 35,000 52,000 45,000 132,000
Q3’20 WK 4 191,000 213,000 73,000 477,000
Q3’20 WK 5 127,000 150,000 63,000 340,000
Q3’20 WK 6 85,000 107,000 42,000 234,000
Q3’20 WK 7 34,000 150,000 51,000 235,000
Q3’20 WK 8 65,000 119,000 46,000 230,000
Q3’20 WK 9 202,000 230,000 57,000 489,000
Q3’20 WK 10 118,000 107,000 56,000 281,000
Q3’20 WK 11 169,000 98,000 47,000 314,000
Q3’20 WK 12 94,000 531,000 102,000 727,000
Q3’20 WK 13 471,000 324,000 129,000 924,000
Q4’20 WK 1 107,000 112,000 56,000 275,000
Q4’20 WK 2 72,000 70,000 73,000 215,000
Q4’20 WK 3 113,000 97,000 46,000 256,000
Q4’20 WK 4 199,000 239,000 47,000 485,000
Q4’20 WK 5 141,000 225,000 62,000 428,000
Q4’20 WK 6 96,000 101,000 62,000 259,000
Q4’20 WK 7 185,000 91,000 57,000 333,000
Q4’20 WK 8 137,000 115,000 61,000 313,000
Q4’20 WK 9 182,000 211,000 75,000 468,000
Q4’20 WK 10 165,000 301,000 38,000 504,000
Q4’20 WK 11 57,000 223,000 64,000 344,000
Q4’20 WK 12 215,000 567,000 40,000 822,000
Q4’20 WK 13 197,000 367,000 126,000 690,000
Q1’21 WK 1 104,500 127,050 24,610 256,160
Q1’21 WK 2 92,400 353,850 232,190 678,440
Q1’21 WK 3 132,000 294,000 65,270 491,270
Q1’21 WK 4 39,600 140,700 73,830 254,130
Q1’21 WK 5 55,000 132,300 24,610 211,910
Q1’21 WK 6 145,200 64,050 48,150 257,400
Q1’21 WK 7 51,700 228,900 44,940 325,540
Q1’21 WK 8 88,000 70,350 29,960 188,310
Q1’21 WK 9 223,300 115,500 51,360 390,160
Q1’21 WK 10 84,700 102,900 74,900 262,500
Q1’21 WK 11 108,900 290,850 54,570 454,320
Q1’21 WK 12 210,100 349,650 55,640 615,390
Q1’21 WK 13 147,400 564,900 109,140 821,440
Q2’21 WK 1 121,000 29,400 33,170 183,570
Q2’21 WK 2 71,500 82,950 32,100 186,550
Q2’21 WK 3 292,600 185,850 54,570 533,020
Q2’21 WK 4 115,500 73,500 107,000 296,000
Q2’21 WK 5 124,300 268,800 56,710 449,810
Q2’21 WK 6 97,900 112,350 25,680 235,930
Q2’21 WK 7 129,800 158,550 46,010 334,360
Q2’21 WK 8 56,100 84,000 48,150 188,250
Q2’21 WK 9 166,100 56,700 38,520 261,320
Q2’21 WK 10 79,200 81,900 32,100 193,200
Q2’21 WK 11 57,200 185,850 28,890 271,940
Q2’21 WK 12 111,100 364,350 66,340 541,790
Q2’21 WK 13 192,500 324,450 223,630 740,580
Q3’21 WK 1 94,600 166,950 31,030 292,580
Q3’21 WK 2 88,000 142,800 44,940 275,740
Q3’21 WK 3 38,500 54,600 48,150 141,250
Q3’21 WK 4 210,100 223,650 78,110 511,860
Q3’21 WK 5 139,700 157,500 67,410 364,610
Q3’21 WK 6 93,500 112,350 44,940 250,790
Q3’21 WK 7 37,400 157,500 54,570 249,470
Q3’21 WK 8 71,500 124,950 49,220 245,670
Q3’21 WK 9 222,200 241,500 60,990 524,690
Q3’21 WK 10 129,800 112,350 59,920 302,070
Q3’21 WK 11 185,900 102,900 50,290 339,090
Q3’21 WK 12 103,400 557,550 109,140 770,090
Q3’21 WK 13 518,100 340,200 138,030 996,330

Pipeline Actuals

Beginning Pipeline New Pipeline Beg Pipe Won New Pipe Won
Q1’19 10,876,012 4,350,405 2,476,466 900,534
Q2’19 10,782,559 4,852,152 2,561,938 1,048,062
Q3’19 12,248,198 5,144,243 3,273,947 1,250,053
Q4’19 13,862,816 5,545,127 3,705,532 1,347,468
Q1’20 15,405,267 6,624,265 3,507,776 1,371,224
Q2’20 10,255,265 4,512,316 2,944,284 1,177,716
Q3’20 16,777,611 7,549,925 3,488,064 1,426,936
Q4’20 17,365,552 6,946,221 3,954,135 1,437,865
Q1’21 16,070,880 6,428,352 3,818,445 1,388,525
Q2’21 12,015,511 6,411,022 2,973,839 1,442,481
Q3’21 14,490,877 6,086,168 3,809,648 1,454,592
Q4’21 17,045,468
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