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Scenario for Forecasting

This scenario gives one example of how Siebel Forecasting can be used. You can use forecasting differently, depending on your business model.

A sales representative at a large company is responsible for forecasting. The sales representative creates a periodic forecast by selecting a predefined forecast series. The application automatically creates the forecast by applying the forecast search rules, or a query to the account, opportunity, and partner-related revenue that is being managed. The sales representative analyzes the forecast data, viewing the anticipated revenues by product line and then by account. The sales representative then adds a revenue item and modifies an existing revenue item before submitting the forecast to their manager.

After the sales team members have submitted their forecasts, the sales manager runs the same forecast series, which aggregates the teams' submissions. In this way, the sales organization can poll its members for their projected results for the period. The manager modifies the results of the forecast by adjusting one of the individual forecasts submitted. This change to a forecast does not carry over to any corresponding revenue records. To keep the data accurate, the sales manager updates the corresponding live revenue records with the changes made to the forecast.

The sales manager then remembers that the last time this same forecast was created, that changes were made to it as well. The sales manager selects auto-adjust to automatically apply the changes made in the most recent forecast to this forecast. This makes sure that any adjustments that were made in the last forecast (the most recent forecast date available) are automatically added to the current forecast. Finally, the sales manager analyzes the forecast using charts and reports, and when satisfied with it, submits the forecast to management.