Oscar Armas-Luy: Podcast: Turning Forecasting Odds in Your Favor

Do you rely on luck or chance for successful go-to-market forecasting decisions? You're not alone.  Research shows that almost 62 percent of companies create a data-driven GTM plan, but only 33 percent use a systematic approach that reduces unpredictability.   "There's always going to be things that happen as a matter of chance or outside of your control, that will either win your deals, lose your deals, delay deals, accelerate them, so on," explained Oscar Armas-Luy, VP of RevOps and this week's guest on the Go To Market podcast with Dr. Amy Cook.  Forecasting is crucial for any business, allowing you to plan investments and initiatives with confidence strategically. However, relying solely on forecasts without acknowledging the role of chance and luck can be a significant oversight.  Oscar explains that when running an unpredictable business, you rely on chance and hope things out of your control go well to hit your target. A predictable business, on the other hand, is built in such a way that even if you don't get "lucky," you will still hit your number.  "I think what's really special about this is that if you have a predictable business, and you also get lucky, that's where you really blow your number out of the water and sort of reset expectations," he said.  In this episode, Oscar shares how he uses data to help: Buffer for conversion rates Recognize market milestones Understand outliers Ensure consistent sales processes By creating a predictable business environment, Oscar believes your RevOps can reduce reliance on luck and instead build a foundation of consistent performance, allowing for more accurate planning and execution of business initiatives.  Today is your lucky day! Check it out