Beyond the Blame Game: Fixing the Sales-Finance Disconnect

‍"The sales forecasts just aren’t realistic."

"Finance doesn't get what our pipeline looks like."

Sound familiar?

The disconnect between revenue and finance teams (and their data) remains one of the biggest barriers to successful, effective growth planning.

Over more than 20 years leading marketing teams, I've seen this disconnect lead to needless tension, countless wasted hours, and poor business decisions.

The problem isn't finance or sales or marketing.

It’s not even about personalities. It's disconnected systems:

• Sales works in CRM with opportunity-based forecasting
• Finance works in spreadsheets with historically-based planning
• Both attend the same meetings but speak different languages

At Una, we’ve analyzed numerous planning processes and the numbers tell a familiar tale:

• 78% report significant tension between sales/marketing and finance
• 82% spend 5+ hours a month reconciling different forecasts
• 64% make major decisions using conflicting data from different teams

We built Una's Performance Planning platform to make outdated FP&A a thing of the past:

• One source of truth for revenue forecasting
• Dynamic, self-serve reporting on any dimension
• An AI core for predictive analytics and natural language queries

The impact is transformational.

Customers using our AI forecasting software improve forecasting accuracy by as much as 35%, while cutting forecast reconciliation times by up to 85%.

Are you still running separate forecasts for sales and finance? What's that costing you in time and accuracy? If you want to learn more about how Una addresses these problems, go to www.unasoftware.com.