Reverse the income statement into assumptions
Turn a market-entry forecast into explicit assumptions and checkpoints using Discovery-Driven Planning.
A team proposes India entry with $5M ARR by year two. The forecast looks precise, but the assumptions behind sales velocity, hiring, and support cost are hidden. Discovery-Driven Planning: define success, reverse the economics, list assumptions, and set checkpoints before scaling commitment. The common trap is treating a spreadsheet as proof. In a new market, the forecast is a map of assumptions, not evidence that those assumptions are true. Define success Target: $5M ARR by end of year two at 72% gross margin and payback under 18 months. Success must include economics, not just revenue. A market can hit ARR…
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