Pipeline Management & Revenue Forecasting – Recommended Frequency

Each of the processes associated with Pipeline Management and Revenue Forecasting have a recommended frequency based on roles as detailed
in the table below. You should refer to the S&C GeoMarket Management Handbook and your GeoUnit review schedule for more information.

Process Seller BL Sales GU S&M Manager GU Account PSC Division

Manager GUManager
Manager Manager (DGU)

PL Health Checks Ongoing /

Weekly
PL Heath Review Monthly /Quarterly Monthly
(Seller and BLSM) /Quarterly
PL Opportunity Reviews Monthly Monthly
(Seller and BLSM)
PL Opportunity Reviews Quarterly Quarterly
(GU S&M Mgr and GU AM)
Revenue Forecast Monthly Monthly
(Seller and BLSM)
Revenue Forecast Monthly Monthly
(BLSM and PSC)
RoFo Quarterly Quarterly Quarterly Quarterly
1.BLSM and PSC
2.BLSM and DGU