📝 Workbook · Business · Unit 4

Workbook · 4A — Reading the numbers

← Back to Class Book
Exercise 1

Exercise 1 — KPI vocabulary

Complete each sentence with ONE phrase from the box.

Word bank — drag or tap, then tap a gap
  1. Our monthly  drop  went from 6% to 2.4% after we rebuilt onboarding.
  2. At the current spend, we've got about 11 months of  drop .
  3. Our  drop  is now €4.2m — that's the revenue we can count on for the next 12 months.
  4. Ignore the December week — it's an  drop , one enterprise contract closed early.
  5. Our  drop  is €280k/month, net of revenue.
  6. An 80%  drop  is healthy in enterprise SaaS.
Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 2

Exercise 2 — Future perfect or future continuous?

Put the verb in brackets in the best future form (future perfect OR future continuous).

  1. By December, we ___ (add) about 400 paying accounts.
  2. Don't call me at 3 — I ___ (present) the forecast to the board.
  3. By the time she joins, we ___ (finish) the migration.
  4. This time next year, we ___ (run) the same product in three currencies.
  5. By the end of the pilot, at least 80% of managers ___ (use) the tool at least once.
  6. While you're on holiday, I ___ (cover) the launch calls.
Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 3

Exercise 3 — Sharp or fuzzy?

Which forecast is SHARP (baseline + delta + date) and which is FUZZY?

  1. 'We'll probably grow quite a lot next year.'

  2. 'By the end of Q3, we'll have added 400 accounts — 12% above plan.'

  3. 'ARR is looking really strong.'

  4. 'This time next quarter, we'll be running the new pricing on every enterprise deal.'

  5. 'Revenue will probably increase in the future.'

Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 4

Exercise 4 — Fix the fuzzy forecast

Each forecast is missing baseline / delta / date. Rewrite it in ONE stronger sentence.

  1. We'll probably grow quite a lot next year.
  2. The new pricing will be running everywhere soon.
  3. We'll have solved churn at some point.
  4. Marketing will do lots of stuff for the launch.
Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 5

Exercise 5 — Three analysts, one slide

You'll hear three analysts present the same forecast slide (ARR to €5.6m by year-end).

🎙️ Three analysts, one forecast slide — multi-voice

  1. Which analyst wins the board slot?
  2. Which analyst hides behind acronyms?
  3. Which analyst is technically right but forgettable?
Show transcript

Hana (Tom):So the ARR trajectory is intact — healthy NRR, GTM tailwinds in the mid-market. Modelled at 5.6, YoY, on plan.

Igor (Priya):Today four-point-two ARR. By December, we'll have grown to about five-point-six — 33% year-on-year. Two November renewals worth about two hundred k are the risk. So the number I'd take to the board is five-point-four as the commit, five-point-six as the stretch.

Isabel (Maya):Year-end forecast is five-point-six ARR, up from four-point-two, roughly 33% year-on-year. Model uses current pipeline coverage.

Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 6

Exercise 6 — Write your 3-sentence forecast

Turn a real number from your work into a 3-sentence forecast (max 55 words). Sentence 1: baseline → delta + date (future perfect). Sentence 2: what will be in progress (future continuous). Sentence 3: named risk + commit vs stretch.

Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers