On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Rhys Williams, Founder and Managing Partner of Domestique Consulting. Capacity planning is one of the most significant activities to drive alignment and set up the GTM team for success in the next year.He shares how to coordinate the different departments and gives practical advice on what companies can do to tweak the plan quarterly to reach the annual targets. Capacity planning is a process that gets everyone in on the conversation and, once the GTM is aligned, must include finance as well. HIGHLIGHT QUOTESCapacity planning is a process that involves the entire GTM team - Rhys: "The vast majority of companies tend to do it in silos. Marketing is doing a silo, finance is doing a silo, and then gives you the top-down number. So the key is two things. One, when you build the model, it needs to look at not just sales, but the entire go-to-market. And it should be interconnected. If you change something in sales, it should impact marketing, should impact the BDR, all that type of stuff.""Two, as I mentioned in this, this is a process and this is where rev ops can really take the lead of getting all the key stakeholders in a room together. So one of the ways that we do it, we build the model, we give them heads of marketing, heads of BDR, heads of sales, heads of CS saying, this is the model."WAGNER allows you to make baseline assumptions when historical data is not available - Rhys: "WAGNER: wild-ass guess, not easily refutable. So what I mean by that is, yeah, alright, so we're going to go upmarket in the enterprise team, or we're gonna expand internationally. You don't have the historical data, however, you can baseline it. And again, the individuals on this phone call probably understand the business better than anybody else." "So the whole goal is I'll tell you right now, whatever assumption you have will be wrong, but the goal is to get it close enough. And then as long as you have the in-quarter tracking methodology, you can sit down and say, oh, we were way off. Let's change these things." You can find out more about Rhys in the links below:LinkedIn: https://www.linkedin.com/in/rhys-williams-24563617/Website: https://www.domestique.info/Check out more Hot Takes on revenue acceleration on our website below!Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

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