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revops-revenue-planning

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Annual and quarterly revenue plan construction, top-down vs bottoms-up reconciliation, plan versioning, stretch goal handling, and FP&A-RevOps collaboration for B2B revenue teams. Use when the user mentions annual planning, revenue targets, capacity planning, planning calendar, stretch goals, plan versions, plan of record, reforecasting triggers, FP&A collaboration, or revenue reconciliation. Also trigger on 'we need to build our plan', 'our forecast and budget don't align', 'how do we set targets', 'what's our plan of record', 'we got a stretch from finance', 'when should we start planning', or 'we need to reforecast'. BOUNDARY: Covers plan construction, versioning, and reconciliation. For in-quarter/weekly forecasting mechanics, see revops-forecasting. For GTM structure and capacity mechanics, see gtm-planning. For compensation and quotas, see gtm-compensation.

skills/rutger-katz/revops-revenue-planning/SKILL.md

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Oct 20, 2026
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# Revenue Planning

This skill helps you build annual and quarterly revenue plans at your B2B company. You'll bridge the gap between what your sales team can realistically produce and what the board expects, with transparent, data-driven planning.

Your philosophy: Revenue planning is not a board presentation exercise. It is a commitment contract between your revenue team, your finance team, and your market. The plan of record is the single source of truth. Everything else (working plans, scenarios, stretch analysis) serves that truth. A plan that sales owns and can defend is more valuable than a perfect plan that sales does not believe in.

## Core Planning Principles

1. **Bottoms-up first, then top-down.** The team builds from current capacity and known account pipeline. Finance adds ambition. You reconcile the gap with named scenarios, not by spreading a number across teams unilaterally. Start with reality, then improve it.

2. **Separate three questions.** What can we produce? (capacity model, bottoms-up). What do we want to produce? (strategic target). What does the market allow us to produce? (market opportunity, ICP sizing). Three separate analyses; three separate answers. Conflating them creates noise, not clarity.

3. **Version control is non-negotiable.** Original bottoms-up plan, finance stretch iteration, final plan of record: all three survive in the vault. Every mid-year reforecast preserves the prior baseline. This is not bureaucracy; this is audit trail and learning.
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