EA Technology FY27 Forecasting System
Version 0.31.0 — 28 April 2026 — 1,949 deals — Consultant: Laurent Bignier (VIA) — Mandate: Jane Hoffer (CGO)
Won£1.6m
C+ML£2.0m
Commercial gap+£8.9m
Best case£2.1m
Recurring run rate—
What you see
4 KPI cards: Won+C+ML total, Commercial gap vs Q1 plan, Pipeline quality RAG, Pace RAG (day X/91). A colour-coded gap-to-plan bar (Won → Committed → Most Likely → Upside vs £12.47M). A progressive waterfall. Segment summary table with RAG per row. FY27 annualised projection (Conservative / Base / Best case).
Objective
Answer in 10 seconds: "Where are we vs the £12.47M Q1 plan?" Board-ready — print via Ctrl+P for board pack. The single page Jane opens to start every pipeline conversation.
Who & when
Jane (CGO) — opens first at every meeting. CEO / Board — monthly board pack. Market leads — quick self-serve check. Read-only. No interaction required.
Key numbers (28 Apr 2026): Won £2.12M · C+ML £21.51M · Commercial gap vs Q1 plan: −£11.16M · Best case: +£28.54M · Recurring run rate: £26.71M/yr
What you see
Bookings by segment (6 rows: SA, UK+Ireland, APAC, Americas, EMEA, Speciality) with Won, Committed, Most Likely, Upside, C+ML coverage %, RAG. Forecast accuracy slip tracker (Committed & ML deals with Apr 2026 close date not yet Won). Conversion rate sensitivity slider. Override audit trail. FY27 annualised projections. Revenue waterfall. Forecast lock control.
Objective
The working view for the monthly Exec Pipeline Review meeting. Confirms the final forecast after overrides, reviews the exec audit trail, locks the forecast, and flags slippage risks. All overrides applied in Pipeline are reflected here in real time.
Who & when
Jane (CGO) + Hazel (Sales Ops) — last Friday each month (Exec Pipeline Review). Julie (CFO) — revenue waterfall and gap. Workflow: Pipeline → apply overrides → Pipeline Review → confirm → Lock forecast → Ctrl+P Dashboard.
Slip tracker: Flags Committed & Most Likely deals with April 2026 close date not yet Won — these are the deals requiring immediate follow-up before month-end.
What you see
Every open deal from the 27 Apr 2026 Dynamics export. Filterable by segment, category, quarter, month, revenue type, proposition. Sortable by value, account, proposition. Pipeline health scorecard flags data quality issues. Exec override modal. Review log (✎) per deal, shared across all tabs.
Objective
(1) Data hygiene — resolve health flags before forecast lock. (2) Deal review — inspect individual deals, verify close dates, add review notes. (3) Exec override — upgrade or downgrade a deal when you have direct customer intelligence not yet in Dynamics.
Who & when
Hazel (Sales Ops) — health scorecard and flags every month before cut-off. Jane / market leads — overrides during Exec Pipeline Review. Sales managers — read-only deal inspection between meetings.
How to override: Find the deal → click "Override" → select new category → write rationale (min 10 characters, required) → Apply. Override logged automatically in Pipeline Review audit trail.
▼ Analyse — detail & analytical views
What you see
Contracted revenue from already-Won deals, phased Apr–Sep 2026 across 16 contracted lines. £6.68M secured for Q1 — the guaranteed revenue floor before any new deal closes. Source: Julie (CFO) / V13 Revenue Backlog tab.
Objective
Show the revenue floor independent of new sales activity. This money flows automatically into P&L. Critical input to the Revenue Estimate tab and to understanding the true commercial gap (Plan − Backlog − Won).
Who & when
Julie (CFO) — monthly revenue reconciliation against NetSuite. Jane — sets the commercial baseline before pipeline review. Read-only.
What you see
Bookings translated to recognised revenue by deal type: hardware = 100% on delivery, SaaS recurring = 8.3%/qtr over 3 yrs, field services = 100% on completion, project = milestone-based. Total Q1 revenue estimate: £7.33M vs £14.01M est. revenue plan.
Objective
Translate bookings into P&L revenue. Critical distinction: a £1M SaaS deal booked in June recognises only £83k in Q1. Jane's bookings gap and Julie's revenue gap are different numbers — this tab reconciles them.
Who & when
Julie (CFO) — board revenue reporting and NetSuite cross-check. Jane — understanding revenue impact of deal mix. Monthly after pipeline review.
What you see
Pipeline broken into 3 commercial lenses. Strategic Accounts: 31 named global accounts (list in Settings) — click any bar to drill to deals. Regions: UK+Ireland, APAC, Americas, EMEA. Speciality: NZT, AMPS, Training, Forensics, Oil Diagnostics, Apprenticeships. Stacked bar chart + KPIs + drill-down with Review log.
Objective
Answer: "Which accounts and segments are carrying the most pipeline — and which are at risk?" Used for account reviews, regional steering meetings, and proposition-level planning.
Who & when
Market leads / account managers — prep for account reviews. Jane — identifying segments needing attention. Between monthly pipeline reviews for ad-hoc analysis.
What you see
Two sections. Renewals pipeline: 603 RECURRING deals (£37.15M) identified by Revenue Type proxy — filterable by quarter, segment, category, sortable by value/account. Value-at-risk column. Reclose actuals: pay-per-use device tracker (Finance enters monthly incidents).
Objective
Protect the ARR base. Lost renewals are permanent ARR reduction. 94% of recurring pipeline is not yet Committed — highest priority risk area after new bookings gap. Reclose actuals track usage-based billing with no upfront booking value.
Who & when
Jane + account managers — renewals at risk, monthly. Julie (CFO) — Reclose actuals within 3 business days of month-end. ⚠ Renewals perimeter (RECURRING proxy) to be confirmed with Jane.
What you see
Stacked bar by month (Won / Committed / ML / Upside / Pipeline) for full FY27. Monthly budget line (~£4.3M new bookings/month) + gap runner (unmet budget rolls forward). 4 KPI cards. Selectable by Q1/Q2/Q3/Q4/full year. Click any bar to drill to all deals for that month.
Objective
Answer: "Is pipeline weighted correctly across the year, or is everything in one month?" 57% of Q1 pipeline is in June — high end-of-quarter concentration risk. Note: budget line = new bookings only. Backlog (£6.68M) is excluded and shown separately.
Who & when
Jane + Sales Ops — quarterly planning and S&OP. CEO — full-year pipeline shape review. Monthly, after pipeline review. ⚠ Exact monthly budget phasing pending Julie confirmation (open item #3).
What you see
Cohort tracking: take all deals open in a given Dynamics snapshot month, track what happened. Won on time? Overdue slip? Progressed? Jan/Feb/Mar data is synthetic mock. Apr 2026 = real Dynamics data. Review log per deal via ✎ (opens modal).
Objective
Detect sandbagging and forecast accuracy over time. "Of deals Committed in February, what % closed by April?" Requires 3+ months of real Dynamics snapshots. Hazel to provide monthly exports (last Friday each month) — first real cohort expected May 2026.
Who & when
Jane + Sales Ops — monthly forecast accuracy review. Becomes operational when Hazel provides monthly Dynamics exports. Decision pending with Jane & Hazel on archiving process.
What you see
5 KPI cards (Q1/Q2/Q3/Q4/FY27 total = £69M + % Visnet/AM/Speciality). Chart.js stacked bar by month — toggleable by Family (Visnet / Asset Mgmt / Speciality) or Zone (EMEA / Australia / Singapore / China / USA / Fundamentals). Monthly budget table. FY26 vs FY27 P&L comparison. ARR coverage by proposition.
Objective
Official financial context for every pipeline conversation. The budget is the yardstick against which all pipeline and forecasts are measured. Q1 = £12.47M (Apr £3.6M / May £4.2M / Jun £4.6M). Full year = £69.0M. Source: FY27 Plan 15.04.26. Read-only — updated only when plan is revised.
Who & when
Jane (CGO) — reference during QBRs and board prep. Julie (CFO) — cross-check against NetSuite actuals. Hazel — context for pipeline coverage conversations.
Key numbers: FY27 = £69.0M · Visnet £31.9M (46%) · Asset Mgmt £27.0M (39%) · Speciality £10.1M (15%) · EMEA £54.1M (78%)
What you see
Pipeline vs budget by proposition (product line). For each proposition: FY27 budget, Dynamics pipeline (C+ML), coverage %, RAG. Identifies which propositions are well-covered vs structurally under-piped vs the plan.
Objective
Answer: "Do we have enough pipeline behind each product line to hit the budget?" Structural gaps (e.g. Alvin Reclose at 0% ARR cover) surface here. Used for proposition-level steering and resource allocation.
Who & when
Jane (CGO) — proposition strategy review. Product / market leads — understanding their individual pipeline position vs target. Monthly.
What you see
Bookings / Billings / Backlog in Finance reporting format (Chris Lynskey). Monthly view by proposition, filterable by Q1/Q2/Q3/Q4/full year. Bookings = orders signed. Billings = revenue recognised. Backlog = contracted not yet earned.
Objective
Provide the CFO / Finance team with the standard BBB format used for board and investor reporting. Bridges the commercial pipeline view (bookings) with the finance P&L view (billings) and the deferred revenue balance (backlog).
Who & when
Chris Lynskey (Head of Commercial Finance) — monthly board pack preparation. Julie (CFO) — NetSuite cross-check. Generated after forecast lock, before board submission.
What you see
Quarter selector (Q1–Q4) with live countdown to quarter-end. Section 1: The Math — 5 KPIs (Target, Board Commit, Gap, Pipeline, Cover). Section 2: Must-Close list (Committed + ML proxy). Section 3: Primary pool vs Activation pool + top deals. Section 4: Owner accountability — Must-Close £ + Gap-Filler £ per rep.
Objective
Sales team action view — equivalent to Jane's "Q1 Path to £15m" deck (13 May 2026), generated live from the platform. Replaces manual PowerPoint for mid-quarter sales team comms. Switch quarters to see Q2/Q3/Q4 position ahead of time.
Who & when
Jane (CGO) + Hazel (Sales Ops) — mid-quarter sales team briefing. Sales role — full access. ⚠ P13: Board Commit Q2–Q4 = estimate (Jane to confirm). ⚠ P14: Forecast=Y flag pending Hazel extraction.
⚠ P13: Board Commit Q2–Q4 figures are proportional estimates — Jane Hoffer to confirm. ⚠ P14: Forecast=Y flag not yet extracted from Dynamics — Committed + ML used as proxy.
What you see
FX rates (GBP/USD/EUR/AUD — editable, applied at display time). Implementation periods by revenue type (months before first revenue recognition — editable). Revenue Recognition Library (22 propositions — pattern, impl period, contract length, status). Strategic Accounts master list (31 accounts). Key contacts. Data sources.
Objective
Back-office configuration. FX rates allow display in USD/EUR/AUD. Implementation periods drive Revenue Estimate. Rev Rec Library makes recognition rules transparent (see which patterns are confirmed vs Phase 2). Changes apply immediately across all tabs.
Who & when
Hazel (Sales Ops) — updates FX rates monthly after Julie confirms. Laurent (VIA) — updates data sources and implementation periods when confirmed by Ian / Jane. ⚠ FX rates: Julie to send confirmed FY27 rates (open item P5). Session-only — resets on refresh.
Open Items
| Item | Tab | Description |
|---|---|---|
| #2 | Pipeline / Recurring | Deal Type field (Renewal / New Business / Expansion) pending Dynamics schema update — CRM Admin action required. |
| #3 | Commitment Timeline / Dashboard | Monthly budget phasing (exact per-month amounts) pending Julie (Finance) confirmation. Currently using quarterly plan ÷ 3. |
| #4 | Regions / Settings | FX conversion rates pending confirmation from Finance / Julie. All values shown in GBP at close date rate in the interim. |
| ARR | Budget | ARR values by proposition pending Ian Cameron confirmation. Source: FY27 Plan 15.04.26. |
| P13 | Q Action | Board Commit Q2–Q4 = proportional estimate only. Jane Hoffer to confirm permanent Q1 £7.5M and Q2–Q4 amounts. |
| P14 | Q Action / Pipeline | Forecast=Y flag not yet extracted from Dynamics. Committed + Most Likely used as proxy for Must-Close list. |
📊 Data Sources
Pipeline (Dynamics)
1,949 deals — 27 Apr 2026
Revenue Backlog
V13 · Julie (CFO) · Q1 Apr–Jun 2026
FY27 Budget
Plan 15 Apr 2026 · Q1P=£12.47M · FY=£69.0M