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About Types of Forecasts


You can perform a number of different types of forecasts. Siebel Forecasting allows you to define summary depth or detail depth forecasts based on the level of information that managers and executives want to see about their subordinates' revenues in their forecasts. The type of forecast set up determines whether end users' final adjustments must be completed in the Details view or the Summary view in the Forecasts screen. You can also define whether a forecast is a rollup, snapshot, or hybrid forecast.

About Detail and Summary Forecast Types

Every forecast is either detail depth or summary depth.

In a detail depth forecast, each revenue line item in the Details view in the Forecasts screen is rolled up through the reporting hierarchy. As a result, senior management has access to every forecast detail revenue item for their review. In this scenario, end users should make sure that adjustments are made in the Details view of the forecast. After adjusting the details, end users must select Rollup to recalculate the modified forecast. To view the forecast details by periodic summary, use the Summary view tab. Detail depth forecasts have a value of Revenue Detail in the Detail Depth field.

In a summary depth forecast, each record in the Summary view is rolled up to a user's direct manager. As a result, a manager can see his own detailed line item records and the summary records of his direct subordinates from the Details view in his forecast. Users can adjust detail records and click Rollup to calculate the modified forecast. They can then further adjust those records from the Summary view.

NOTE:  If an administrator selects a summary depth forecast, executives have less granularity of information for analysis, but system performance is better.

About Rollup, Corporate Snapshot, and Hybrid Forecast Types

A rollup forecast is one that moves up through a hierarchy. It involves many participants and facilitates sales and forecast management. A personal forecast with details is an example of a rollup forecast. For more information see, Creating a Personal Forecast Series With Details.

A corporate snapshot allows you to avoid forecasting altogether. It provides you with an instant way of seeing your revenues over time. A global forecast is an example of a corporate snapshot. For more information see, Creating a Global Forecast Series.

A hybrid forecast allows you to have more than one visibility in one forecast and thus to combine a rollup and snapshot forecast, if appropriate. For example, one manager does not want his team to create individual forecasts, but another does. A hybrid forecast allows both managers to forecast their own way; snapshot and rollup, and still roll up to their VP. For more information see, Creating a Hybrid Forecast Series.

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