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Scenarios for Forecasting Partner Sales

Forecasting lets you monitor the sales pipeline to predict future sales. When salespeople enter opportunities, they specify the total possible revenue and probability of success for that opportunity, which is the basis of forecasting.

By using the forecasting module, analysts at the brand owner company can define a forecast series covering virtually any scenario. They can specify the partners, accounts, products, opportunities, and other data to be included in the forecast series. Then, both brand owners and partners can use the predefined forecasting series to create forecasts of future revenues.

For more information about forecasting, see Siebel Forecasting Guide.

NOTE:  Partner Forecasting lets you give forecasting credit to partners in multiple ways. You can give credit to a partner if that partner is the primary org in the organization field using the [Opportunity Primary Organization] search specification. You can also give credit to a partner if a partner employee is the primary on the opportunity sales team by using the [Sales Rep Organization] search specification. If you want to give credit to all partner organizations, you can give credit to partners who are the primary organization in the Organization field by using the [Opportunity Primary Organization Partner Flag] search specification. Alternatively, you can give credit to the partner organizations in which the primary sales representative works for a partner organization by using the [Partner] search specification. To support the last alternative, the partner field must be completed on revenue line items in order to be included in the forecast.

In this section, we will look at scenarios specific to partner forecasting. Brand owners can forecast partner revenue and partners can forecast their own revenue. Administrators at the brand owner company can set up forecast series in different ways to automate forecasts, limit visibility, and allow modifications of forecasts at each level of the forecast. We will look at scenarios that fall under the following categories:

• Brand owner forecasts partner revenue.
• Partner managers at the brand owner forecast revenue for the partners they manage.
• Partners forecast their own revenue without the brand owner viewing forecasts.