Lightspeed Sales Pipeline Analysis Case Study Assignment

Assignment Task

Overview

This case study is intended to evaluate a candidates ability to develop a bottom's-up revenue forecasting model, which simulates a live project that the candidate may work on at Lightspeed.

Introduction

This month, CRO has provided you with a sales pipeline (please refer to tab "Data Set 1"). This sales pipeline contains 400 opportunities (names have been redacted). Below is a definition of terms (in bold) that is used in the sales pipeline.Geography represents the regional sales team that is covering each opportunity. Lightspeed has five regional sales teams that include North America ("N. America"), Asia, Australia, Europe, the Middle East and Africa ("EMEA"), and other regions ("Other"). Estimated Revenue Recognition Date is the Sales team's best estimate of when revenue will be recognized for each opportunity based on historical trends.

Monthly Recurring Revenue Amount is the amount of monthly recurring subscription fees expected from each opportunity. Assume that Lightspeed recognizes revenue for each opportunity beginning on the Estimated Revenue Recognition Date. Also, assume that no opportunities churn and therefore the recurring subscription fees are paid into perpetuity.

Professional Services Revenue Amount is the one-time professional services fees expected from each opportunity.Assume that all the professional services fees are recognized at once on the Estimated Revenue Recognition Date.Deal Type can either be a Master Service Agreement ("MSA") or Follow-on Statement of Work ("SOW"). All new opportunities enter into a Master Service Agreement with Lightspeed. Existing customers that require additional services from Lightspeed enter into an SOW. Economically, both MSAs and SOWs can have a monthly recurring revenue and professional services revenue component.

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