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Operational planning

Plan the operational KPIs that sit behind the financial ones.

Revenue is an outcome. Somebody has to plan the leads, the deals and the headcount that produce it.

Operational Planning is a list rather than a hierarchy: one row per KPI, grouped by Category — Deals, Revenue, Marketing, Marketing Social Media and the rest.

Columns are Category, KPI, Total, Unit, CGR and Formula. A Show monthly values toggle expands the year into months when you need to shape a figure rather than set one.

The Formula column carries the aggregation types introduced in previous modules: cumulative, average, last value and first value. Their symbols show how the monthly planning values produce the annual figure.

Their meanings are unchanged here; the Formula column reminds you which aggregation rule applies while you enter or review the plan.

A note under the table warns that the exact yearly value is shown, and that adding up rounded monthly values may give a slightly different result. Worth knowing before someone reconciles the two by hand and reports a bug.

Operational Planning listing KPIs by category with Total, Unit, CGR and Formula columns, where the Formula column shows a mix of sigma, slashed-zero and last symbols.
  1. 1Category, grouping the rows
  2. 2**Show monthly values**, currently off
  3. 3CGR, the growth rate for the row
  4. 4**Ø** on ACV and retention — averaged
  5. 5**Σ** on recurring revenue and the social counts — summed
  6. 6**last** on MRR and ARR — only the closing figure counts
  7. 7The note on rounded monthly values

ValueWorks 2026.08

Takeaways

  • Operational Planning is a list by Category, not a P&L hierarchy.

  • Show monthly values expands a year into months.

  • The Formula column uses the previously introduced aggregation types: cumulative, average, last value and first value.

Surfaces covered

  • Planning

Also taught in the Academy

Module 5 · Plan and forecast

Take it as lesson 5.2 in Business Analyst & FP&A