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  "notes": "Includes a personal anecdote about the challenges of aligning ARR forecasts at Intercom.",
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      "text": "In most SaaS companies, when you reach a certain scale, Finance has its own forecast, and Sales (or Sales Ops) tend to have their own. Your goal should be to align these two groups as closely as possible. Sales and Finance should walk into every forecast review with a tightly aligned view of the state of the business. It took us many iterations (and horrific meetings) to get there at Intercom.\n\nThere were many times over the first few months of that relationship when we’d walk into a Go-to-Market forecast review, and Sales would be calling a number millions off from what we were calling in Finance. We looked like buffoons.\n\nThis would happen for a variety of reasons. Sometimes, it was because the contract signed date in Salesforce differed from the invoice date. Other times, it would be because a customer would",
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      "text": "BY CHRIS BURGNER, HEAD OF FINANCE AND ANALYTICS",
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      "text": "CHAPTER 4",
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      "text": "Defining Your ARR",
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