Tag: ASC 606

Revenue recognition is a critical aspect of financial reporting, and with the introduction of Accounting Standards Codification (ASC) Topic 606, it has become even more essential for private companies to comply with the new standards.

ASC 606 outlines a five-step process that companies must follow to recognize revenue accurately, ensuring transparency and consistency in financial reporting. In this blog, we will delve into the implementation of ASC 606 for private companies, exploring the essential requirements and steps involved in revenue recognition practices.

Whether you are a growing business or an established enterprise, understanding and effectively applying revenue standard under ASC 606 is crucial to ensure compliance and accurate financial reporting. Let’s explore the world of revenue recognition under ASC 606 and how it impacts private companies.

ASC 606 Revenue Recognition Requirements

What is Revenue Recognition?

Revenue recognition is a key accounting procedure that documents expected payments for goods and services offered by a company. This process accurately records sales transactions and is crucial for assessing an organization’s financial health.

Changes in Revenue Recognition under ASC 606

In 2019, the Financial Accounting Standards Board (FASB) released ASC 606, presenting a fresh set of accounting guidelines for recognizing revenue. This standard supersedes earlier rules that allowed revenue to be recognized on an accrual basis, without regard to actual cash flow. Under ASC 606, businesses are urged to scrutinize customer agreements more carefully, considering the type and length of services offered, as well as the related payment terms.

Parameters Defined by ASC 606 in Customer Contracts

ASC 606 sets specific parameters to ensure clear and transparent revenue recognition practices. It focuses on the following aspects of customer contracts:

1. Type of Services Provided: Identifying the type of services or products provided to customers is crucial for determining the contract’s performance obligations.
2. Timing of Services: The timing of services indicates the period over which a company will recognize revenue, whether on a monthly, quarterly, or annual basis.
3. Amount: The financial statements should accurately reflect the price of all performance obligations specified in the customer contract.

Compliance with these parameters ensures that accounting period and revenue recognition is aligned with the actual delivery of goods or services, providing a comprehensive view of an organization’s financial performance. Now that we understand the requirements of ASC 606 let’s explore the steps involved in its implementation for private companies.

Implementing ASC 606 for Private Companies

While ASC 606 brings improved transparency and standardized revenue recognition practices, implementing it can pose challenges, especially for small businesses. Let’s delve into some of the hurdles and considerations they need to address during the implementation process.

Challenges Faced by Small Businesses

1. Simplicity to Complexity: Small businesses with simple revenue cycles may find tracking contracts, prices, and performance obligations relatively more straightforward. However, as they grow, the complexities of ASC 606 become more pronounced, requiring them to adapt to a more intricate accounting framework.

2. Expertise Requirement: Implementing ASC 606 demands internal expertise in handling complex standards and interpreting contractual arrangements. Small companies may face difficulties in hiring or training staff with the necessary skills to navigate the complexities of revenue recognition under ASC 606.

Need for Internal Expertise and Repeatable Processes

1. Contract Reviews: ASC 606 requires careful evaluation of contracts to identify performance obligations and allocate transaction prices. Cross-functional communication between accounting, legal, and sales teams is essential. Implementing repeatable processes for contract reviews ensures consistency and accuracy in recognizing revenue.

2. System Improvements: Businesses must upgrade their systems to accommodate the requirements of ASC 606. These systems should be capable of capturing granular information about historical transactions, discounts, disputes, and fees across the customer base.

Tracking Transactions Across Multiple Periods

1. Integration of Data: Companies often encounter challenges integrating data from multiple operational tools. For accurate revenue recognition, finance teams need a centralized platform to segment and analyze transaction data effectively.

2. Price Determination: The transaction price requires detailed information about historical transactions and pricing adjustments. Finance teams must establish systems that consolidate and organize this information to set the right price and comply with ASC 606.

By addressing these challenges and investing in systems that facilitate compliance with ASC 606, private companies can streamline their revenue recognition processes and gain valuable insights into their financial performance.

The Five Steps of ASC 606 Revenue Recognition

To ensure compliance with ASC 606, private companies must follow a structured five-step process for revenue recognition. Let’s explore each step in detail:

1. Identify the Contract(s) with a Customer

Contracts play a fundamental role in revenue recognition under ASC 606. Companies must identify contracts with customers, whether written or oral, that have enforceable rights and obligations. Several criteria come into play during contract identification:

• Commitment and Rights: The agreement between the parties should demonstrate a commitment to perform and rights to receive consideration.
• Payment Terms: Companies must determine the agreed-upon payment terms and conditions.
• Collectability: There should be a reasonable expectation of collectability for consideration.
• Commercial Substance: The transaction should have commercial substance, meaning it is expected to impact the entity’s future cash flows.

For example, when a business bills for subscriptions and initial setup fees, the agreement should clearly state the delivery of these subscriptions (monthly or yearly) to the customer. It must also detail the customer’s commitment to pay, specifying both the payment amount and schedule. Revenue from certain fees might be recorded right away, but unearned revenue is classified as deferred and recognized once the business meets its service obligations.

2. Identify the Performance Obligations in the Contract

Performance obligations are specific commitments in a contract to provide goods or services to a customer. These obligations, which can be distinct from one another, serve as separate entities for accounting purposes.

Take, for instance, a company offering an annual software subscription, coupled with a one-time setup fee and a fee for custom integration. These charges are treated as three separate performance obligations and are monitored independently.

Identifying these obligations typically requires coordination across various departments, including accounting, legal, and sales, to ensure a mutual understanding of the services or products being delivered, their pricing, and the timing of delivery. Utilizing a centralized financial data platform can simplify this process, consolidating transaction information in one location for easier method application and monitoring of revenue recognition.

3. Determine the Transaction Price

The transaction price is the total expected payment from the customer for the goods or services provided. Calculating this price can be intricate, necessitating detailed insights into past transactions, including any discounts, disputes, and fees applicable to a broad customer spectrum.

Frequently, this data is scattered across several operational systems, lacking efficient integration. By employing a unified system that amalgamates all transaction-related data, finance departments can more effectively dissect and assess this information, thereby accurately determining the appropriate transaction price.

4. Allocate the Transaction Price to the Performance Obligations

When dealing with a contract that includes several performance obligations, it is necessary for a company to distribute the transaction price among these obligations. The Financial Accounting Standards Board (FASB) provides guidance on how to estimate the standalone price of each obligation, as well as how to allocate discounts or address changes in the terms of the contract. This ensures that the revenue is appropriately recognized for each distinct obligation within the contract.

5. Recognize Revenue When (or as) the Entity Satisfies a Performance Obligation

Revenue is acknowledged at the point where a company fulfills a performance obligation to its customer, which can span several accounting periods. For example, if a business enters into a one-year agreement with a customer, it will recognize the revenue incrementally across the 12 months as it meets its obligations under the contract.

To effectively implement ASC 606, businesses need a deep understanding of their transactions and a system in place that can handle the intricacies of revenue accounting and recognition. By leveraging financial data platforms and automation tools, private entities can not only comply with ASC 606 but also derive significant insights into their operations, enhancing their financial management and strategic planning.

Real-World Examples of Revenue Recognition under ASC 606

To gain a better understanding of how ASC 606 applies in practice, let’s explore some real-world examples of revenue recognition:

Example 1: Software as a Service (SaaS) Company

Consider a SaaS company that offers a subscription-based software product with an annual subscription fee. Under ASC 606, the company must identify the performance obligations in the contract, which include the monthly revenue, providing access to the software and ongoing customer support.

1. Identify the Contract: The contract is established when the customer agrees to pay for the annual subscription, and the company agrees to provide access to the software and support.
2. Identify the Performance Obligations: The company has two distinct performance obligations: providing access to the software and offering ongoing customer support.
3. Determine the Transaction Price: The transaction price is the annual subscription fee agreed upon by the customer.
4. Allocate the Transaction Price: The company must allocate the transaction price between the two performance obligations based on their standalone selling prices.
5. Recognize Revenue: Revenue is recognized over the subscription period as the company fulfills its performance obligations, providing access to the software and offering customer support.

Example 2: Construction Company

Consider a construction firm contracted to erect a commercial building. This agreement encompasses a range of services, including design, provision of materials, and labor.

1. Identify the Contract: This step occurs when both parties concur on the project’s specifics.
2. Identify the Performance Obligations: The firm is obligated to fulfill several key tasks: offering design services, supplying the necessary materials, and executing labor.
3. Determine the Transaction Price: This is the total amount agreed upon for the contract.
4. Allocate the Transaction Price: The firm must distribute the transaction price among the identified obligations, according to either their individual or relative standalone selling prices.
5. Recognize Revenue: Revenue is acknowledged as obligations are met. For instance, revenue from design services is recognized progressively as the design work advances, while revenue from materials and labor is recognized as these aspects of the project are completed. This structured approach ensures the firm accurately reflects its earnings in alignment with the project’s progress and in compliance with ASC 606 standards.

These examples illustrate how ASC 606 impacts revenue recognition across different industries and contract types. Implementing ASC 606 for private companies requires careful consideration of the contract terms, performance obligations, and transaction data. Automation tools and finance data platforms can streamline the revenue recognition process, ensure compliance, and provide valuable insights for finance leaders.

ASC 606 Implications for Warranties

Warranties are an essential aspect of many product sales, and ASC 606 introduces specific guidelines for recognizing revenue related to warranties. Companies must carefully evaluate the nature of their warranties and how they impact revenue recognition. Here’s how ASC 606 addresses warranties:

1. Identify Warranties as Separate Performance Obligations: Under ASC 606, warranties that provide customers with an additional assurance beyond the assurance provided by the standard products or services are considered separate performance obligations. Companies must allocate a portion of the transaction price to these warranties and recognize revenue accordingly.
2. Determine Standalone Selling Price of Warranties: To allocate the transaction price to warranties, companies must determine the standalone selling price. This can be done using observable standalone sales of similar warranties or the expected cost plus a margin approach.
3. Recognize Revenue Over the Warranty Period: Revenue related to warranties is recognized over the warranty period as the company fulfills its obligations under the warranty terms. If the company incurs additional costs to fulfill the warranty, such as repairs or replacements, these costs may impact the timing and amount of revenue recognition.
4. Consider Impact on Deferred Revenue: In some cases, the warranty period may extend beyond the initial sale of the product or service. Companies must account for this in their deferred revenue calculations and ensure that revenue is recognized appropriately as the warranty services are provided.

Understanding and applying these guidelines is crucial to ensure accurate revenue recognition for warranties and compliance with ASC 606. Companies may need to update their accounting systems and processes to accommodate the unique considerations of warranties under the new standard.

Practical Expedients Under ASC 606

ASC 606 allows companies to apply practical expedients to simplify the implementation of the new revenue recognition standard. These practical expedients relieve specific requirements under ASC 606 and can benefit companies with limited resources or complexities. Some common practical expedients include:

1. Portfolio Approach: Companies can apply the portfolio approach to groups of similar contracts with similar characteristics. This simplifies determining the transaction price and allocating it to performance obligations.
2. Sales Taxes: Companies can choose to exclude sales taxes from the transaction price if they are collected on behalf of third parties.
3. Incremental Costs of Obtaining a Contract: Companies can recognize certain incremental costs of obtaining a contract as an expense when incurred rather than capitalizing them.
4. Costs of Obtaining a Contract with a Customer: Companies can use a practical expedient when accounting for certain costs incurred to obtain a contract with a customer.

It’s essential for companies to carefully evaluate the applicability of these practical expedients to their specific circumstances and document their decisions to ensure transparency and compliance with ASC 606.

Conclusion

ASC 606 has fundamentally altered the landscape of revenue recognition for contracts, imposing substantial adjustments for companies. Private entities in particular are required to approach these changes with careful consideration, expertise within their teams, and streamlined procedures to ensure they meet compliance standards and maintain precise financial records.

Grasping the new requirements, making use of available simplifications where fitting, and employing technological solutions can help businesses efficiently transition to ASC 606. This approach not only aids in compliance but also allows companies to concentrate on delivering value to their clients while aligning with the latest standards in revenue recognition.

Recommended Reading

• What’s wrong with your OTE? Is it affecting your bottom line?
• Beyond Guesswork: The Rise of Sales Forecasting Software
• Rebate Management Explained
• Best Practices for Managing Pharmaceutical Rebates

Have you ever encountered an acronym that seems familiar, but you find yourself double-checking its meaning just to be specific? When it comes to accounting acronyms, it’s understandable to seek clarification. That’s why we’re here to guide you through the ASC 606 journey—a comprehensive exploration of this illustrious accounting code.

ASC 606, the Accounting Standards Codification, establishes standardized accounting principles for revenue recognition, aiming to harmonize accounting practices across industries. It addresses variations in how businesses handle similar transactions, ensuring consistency and eliminating discrepancies.

Developed jointly by the International Accounting Standards Board (IASB) and the Financial Accounting Standards Board (FASB), ASC 606 came into effect in the fiscal year following December 15, 2017. Compliance with ASC 606 is essential for all organizations, regardless of their profit status or public or private, as long as they engage in contracts or sales agreements with customers.

In simpler terms, if your business sells goods or services, ASC 606 directly applies to you.

In this article, we will dive into the significant changes from ASC 605 to ASC 606, touch upon the historical context of the ASC, and provide you with essential insights into revenue recognition under these latest standards. By the end, you’ll be equipped with the knowledge necessary to navigate the intricate world of revenue recognition in the context of ASC 606. Let’s embark on this enlightening journey together.

TL;DR

ASC 606 is the latest revenue recognition standard that brings significant changes for businesses. Here are the key highlights:

• ASC 606 unifies revenue recognition guidelines across industries
• It requires comprehensive disclosures and a detailed approach
• The five-step model guides revenue recognition implementation
• Understanding ASC 606 is crucial for accurate financial reporting and compliance
• Leveraging software solutions can streamline the process and reduce errors

Understanding ASC 606: The Key Changes

ASC 606 introduces significant changes to revenue recognition practices, aiming for compliance with international standards and consistency in financial reporting. Here are the key changes to be aware of:

• Unified Guidelines: ASC 606 replaces industry-specific rules with unified guidelines applicable to all industries, creating consistency in financial reporting.
• Detailed Disclosures: ASC 606 requires more comprehensive disclosures, including separate revenue streams, connections between contract liabilities and revenue, and qualitative data in addition to quantitative data.
• Capitalization of Sales Commissions: Under ASC 606, businesses must capitalize sales commissions instead of expensing them, recognizing the long-term value of sales efforts.
• Software Revenue Recognition: ASC 606 allows the sale of software to be broken into multiple components, providing greater flexibility compared to the previous standards.

These changes emphasize a more meticulous and detailed approach to revenue recognition and financial reports, ensuring accuracy, transparency, and adherence to international standards.

The Accounting Standards Codification

To understand ASC 606 within its framework, let’s delve into the Accounting Standards Codification (ASC) and its significance. The ASC was introduced by the Financial Accounting Standards Board (FASB) in 2009 as a comprehensive effort to organize and codify the Generally Accepted Accounting Principles (GAAP) in the United States.

The ASC is organized into topic series, spanning from 100 (general principles) to 900 (industry-specific guidance). The 600 series within the ASC is especially relevant to revenue recognition. ASC 606, the most recent set of standards, specifically focuses on revenue recognition and replaces prior standards like ASC 605, ASC 604, and others.

The FASB introduced the initial guidance for ASC 606 in May 2014 through regular Accounting Standards Updates (ASUs), and it became effective in the fiscal year following December 15, 2017. The ASC consolidates accounting principles to enhance the clarity, consistency, and comparability of financial reporting. Legacy Generally Accepted Accounting Principles (legacy GAAPs) are utilized for historical comparisons between different revenue recognition standards.

Within this context, ASC 606 is the latest and most up-to-date framework for revenue recognition, aligning businesses with the most current accounting standards and facilitating improved financial reporting practices.

Revenue Recognition under ASC 606

Revenue recognition plays a vital role in financial reporting, ensuring an accurate representation of a company reporting organization’s financial performance. Let’s explore the key principles of revenue recognition under ASC 606 and understand its core objectives in improving revenue recognition accuracy.

At its core, revenue recognition refers to appropriate method of identifying and recording revenue in a company’s financial statements. The Generally Accepted Accounting Principles (GAAP) require revenue to be recognized when earned and realized, following the accrual accounting principle. This means that revenue should be recognized in the period when it is earned, irrespective of when the payment is received.

Under ASC 606, several vital principles guide revenue recognition. These revenue recognized principles include:

1. Identifying the Contract: Revenue recognition begins by identifying the contract between the company and the customer. The contract should have commercial substance and provide an expectation of collectability.
2. Performance Obligations: The next step is to identify the distinct performance obligations within the contract. These obligations represent goods or services the company has promised to deliver to the customer.
3. Determining the Transaction Price: The transaction price is the amount the company expects to receive in exchange for transferring the promised goods or services to the customer. It may include variable considerations, such as discounts or incentives.
4. Allocating the Transaction Price: The transaction price must be allocated to each obligation based on its relative standalone selling price if the contract contains multiple performance obligations. This ensures that revenue is recognized appropriately for each obligation.
5. Revenue Recognition: Revenue is recognized when control over the goods or services is transferred to the customer. This typically occurs when the performance obligations are satisfied and the customer obtains the benefits of the goods or services.

ASC 606 aims to improve revenue recognition accuracy by enhancing the consistency and comparability of financial reporting across industries. Its core objectives include providing a comprehensive framework that addresses diverse revenue recognition scenarios, eliminating inconsistencies in revenue recognition practices, and promoting transparency and accountability in financial reporting.

By adhering to the revenue recognition principles under ASC 606, businesses can ensure accurate and consistent revenue recognition, providing stakeholders with a clearer understanding of their financial performance and facilitating better-informed decision-making.

Criteria for Revenue Recognition

Specific criteria must be met to ensure proper revenue recognition under ASC 606. Let’s explore the criteria and discuss the five-step model for revenue recognition.

The criteria for revenue recognition under ASC 606 include:

1. Clear Evidence of a Contract: Revenue recognition begins with a contract between the company and the customer. The contract should be legally enforceable and contain specific terms and conditions.
2. Completion of Performance Obligations: Revenue is recognized when the company satisfies its performance obligations by transferring control of goods or services to the customer. This means that the company has fulfilled its obligations, and the customer can use and receive the benefits of the goods or services.
3. Fixed or Measurable Transaction Price: The transaction price must be determined and fixed or determinable. It should reflect the consideration that the company expects to receive in exchange for transferring the goods or services to the customer. Variable considerations, such as discounts or rebates, should be estimated and included in the transaction price.
4. Allocation of Transaction Price: The transaction price must be allocated to each obligation based on their standalone selling prices if the contract includes multiple performance obligations. This ensures that revenue is recognized in a manner that reflects the relative value of each obligation.
5. Satisfaction of Performance Obligations: Revenue is recognized when each performance obligation is satisfied. This occurs when the customer obtains control of the promised goods or services and can direct their use and obtain the benefits.

The five-step model for revenue recognition under ASC 606 can be summarized as follows:

1. Identify the contract with the customer.
2. Identify the performance obligations in the contract.
3. Determine the transaction price.
4. Allocate the transaction price to the performance obligations.
5. Recognize revenue when performance obligations are satisfied.

By following this model and ensuring that the criteria for revenue recognition are met, businesses can accurately recognize revenue and provide transparent financial reporting.

It’s important to note that these criteria align with the Generally Accepted Accounting Principles (GAAP) for revenue recognition, which include the existence of a financial arrangement, completion of product or service delivery, fixed or measurable price, and collectibility of funds.

By adhering to these criteria, companies can maintain consistency, transparency, and compliance in their revenue recognition practices.

Methods for Revenue Recognition

Under ASC 606, various methods are available for revenue recognition, each suited to different revenue models and scenarios. Let’s explore these methods, discuss their suitability and application, and highlight any specific considerations or requirements.

Some of the standard methods for revenue recognition under ASC 606 include:

1. Sales-basis Method: Revenue is recognized when goods or services are delivered to the buyer, whether paid immediately or invoiced. This method is straightforward and suitable for scenarios where delivery marks the point of revenue recognition.
2. Completed-contract Method: Revenue is recognized when a contract is complete, meaning all obligations have been fulfilled, and all costs and transactions have been recorded. This method is often used for projects or contracts with extended durations.
3. Percentage of Completion Method: Revenue is recognized based on the percentage of project completion. This method is suitable for long-term or large contract agreements where revenue needs to be recognized over time as progress is made. It requires careful estimation of project completion.
4. Cost-recoverability Method: Revenue is recognized when all costs to complete the project or transaction are recovered. This method is commonly used when the likelihood of collecting payment cannot be reasonably estimated upfront.
5. Installment Method: Revenue is recognized each time a payment (installment) is made towards a project or transaction. This method is commonly used for high-value purchases like machinery or real estate, where buyer payments may not be guaranteed.

It’s essential to consider the specific requirements and considerations for each method when applying them in practice. Factors such as project duration, payment terms, collectability, and industry practices should be considered. Additionally, companies should ensure that the chosen method aligns with the objectives and principles of ASC 606 to ensure accurate and compliant revenue recognition.

In certain situations, other revenue recognition methods may be applicable, including accrual, appreciation, brokerage agreement, deposit, proportional performance, and transactions under bill and hold. The choice of the most appropriate method depends on the nature of the transactions and the specific circumstances of the business.

Ultimately, companies can choose the method that best aligns with their operations and accurately represents the revenue recognition process. Careful consideration of each method’s specific requirements and suitability is crucial for ensuring accurate and compliant revenue recognition under ASC 606.

5 Steps for Revenue Recognition

ASC 606 provides a structured five-step model for revenue recognition. Let’s break down each step, provide simplified explanations using practical examples, and emphasize the importance of accuracy and attention to detail throughout the process.

Step 1. Identify the Contract with a Customer:

The first step is identifying the contract between the business and the customer. This involves determining whether a legally enforceable agreement exists, assessing the commercial substance of the contract, and evaluating the collectability of the consideration. For example, a software company contracts with a customer to provide a one-year subscription to their software services.

Step 2. Identify the Performance Obligations in the Contract:

In this step, the distinct and separate performance obligation obligations within the contract are identified. Performance obligations are promises to transfer goods or services to the customer. For example, in the software subscription contract, the performance obligations may include providing access to the software platform, offering customer support, and delivering software updates.

Step 3. Determine the Transaction Price:

The transaction price is the amount of consideration the business expects to receive in exchange for fulfilling the performance obligations. It includes fixed amounts, variable consideration (such as discounts or incentives), any costs incurred and any consideration payable to the customer. For example, the software company determines that the transaction price for the one-year subscription is $1,200.

Step 4. Allocate the Transaction Price:

If the contract includes multiple performance obligations, the transaction price must be allocated to each obligation based on their relative standalone selling prices. This ensures that revenue is recognized appropriately for each obligation. For example, the software company determines that the standalone selling prices for access to the software platform, customer support, and software updates are $900, $200, and $100, respectively. The transaction price remaining performance obligations is allocated accordingly.

Step 5. Recognize Revenue when the Entity Satisfies the Performance Obligation:

Revenue is recognized when the business satisfies each performance obligation by transferring control of the promised goods or services to the customer. This typically occurs when the customer can use and receive the benefits of the goods or services delivered. For example, as the software company provides access to the platform, delivers customer support, and releases software updates over the one-year subscription period, revenue is progressively recognized as each performance obligation is satisfied.

Throughout these steps, accuracy and attention to detail are paramount. Ensuring that the contract terms, performance obligations, transaction price, and deferred revenue and recognition are assessed accurately and following ASC 606 is crucial for maintaining transparency, compliance, and reliable financial reporting.

By following the five-step model and diligently applying it to specific customer contracts, and obligations, businesses can achieve accurate and appropriate revenue recognition, providing a clear picture of their revenue generation.

Conclusion

ASC 606 brings significant changes to revenue recognition practices, emphasizing a detailed approach and compliance with standardized guidelines. Understanding ASC 606 is crucial for professionals in Revenue Operations to ensure accurate financial reporting.

Key takeaways:

• ASC 606 introduces significant changes, unifying industry revenue recognition guidelines and requiring comprehensive disclosures.
• The Accounting Standards Codification (ASC) provides the framework for ASC 606, organizing accounting principles.
• Following the five-step model for revenue recognition under ASC 606 is essential: contract identification, performance obligation identification, transaction price determination, allocation of the transaction price, and recognition of revenue when obligations are satisfied.
• Accurate implementation of ASC 606 is vital for transparent financial reporting and informed decision-making.
• Leveraging software solutions can facilitate efficient navigation of ASC 606, automating processes and reducing errors.

In conclusion, mastering ASC 606 is crucial for Revenue Operations professionals. Compliance with ASC 606 ensures accurate reporting, and leveraging software solutions aids in effectively managing the complexities. Stay informed, comply with the guidelines, and confidently conquer the challenges of ASC 606.

Recommended Reads

• Best Practices for Managing Pharmaceutical Rebates
• Rebate Management: A Comprehensive Guide
• On-Target Earnings: A Complete Guide on OTE
• Beyond Guesswork: The Rise of Sales Forecasting Software