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Research Report

A Guide to Forecasting Recurring Revenue

This report is for Customer Growth and Renewal members only

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One of the more complicated, but least discussed topics we encounter on a weekly basis is the topic of forecasting renewals for recurring revenue. Practitioners of renewal organizations, CS organizations, and sales organizations responsible for renewing subscriptions find the process of forecasting recurring revenue to be difficult and a mystery in many cases. The variables that go into a forecast can be daunting.

In this document we will discuss common definitions, concepts, and models for renewal forecasting. This document steps away from classic TSIA benchmark data and leans on 30 years of practical experience from the author and TSIA members.

Authored By:

Jack Johnson

Vice President, Customer Growth and Renewal Research, TSIA

Publish Date: April 9, 2021

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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