The GTM Forecast Gap: Why Sales Feels the Model Is Useless (And What to Do About It)
Finance says the model works.Sales says it doesn’t reflect reality.Both are right—and that’s the problem. In 2025, SaaS companies don’t fail because they missed their number.They fail because no one could agree what the number even was. We’ve seen it over and over: the FP&A team builds a solid top-down model……and the GTM team ignores […]