The Sales Service Center Budgeting Process

In the New Autodesk, the way the sales department budgets changes only slightly. To understand the change, first let's review very briefly how sales did their budgeting in the Old Autodesk:

• Upper management and sales would develop a revenue target;
• Sales would create a budget that could achieve that target;
• Upper management (in particular, the VP of Marketing) would review the budget.

Two changes occur. First, the revenue targets are broken out by product line. Second, for each product line, the Product Manager plays the role of ``upper management'' in the discussion of targets and in the review process.