Projecting SaaS sales and funnel values with no historical data is often described as "shooting for a pie in the sky."
You’ll hear marketing and sales throw out phrases like “There’s just not enough data,” or “Our funnel would be impossible to predict.”
And, to a certain extent, this is true.
There isn’t enough data, and it is impossible to predict the exact number.
However, that doesn’t mean all hope is lost. There are ways to project sales goals strategically, but (and I say this with a large emphasis) your SaaS company is walking on dangerous ground if you commit to these numbers without a large asterisk and the understanding that they are by no means concrete.
Without further delay, here are five pro tips that will help guide your funnel projections as a B2B SaaS start-up without historical data to work off of.
Before you go off to build the SaaS funnel projection model of your dreams, remember that these numbers should simply serve as guides.
They give your investors, sales, marketing, and entire company tangible targets to measure against. However, once you are out in the field, things may change, and that’s okay. Be prepared for that steep learning curve I mentioned earlier. And note that progress can look differently than closed-won sales.
Simply being out in the field and learning what works or doesn’t work are all steps that will get you closer to reaching exponential growth.
Stay optimistic. Stay sensible. Be Patient.
With this in mind, you’re ready to start building out your sales projections!