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Business Scenario for Revenues

This scenario provides you with an example of a process performed by forecast administrators and sales representatives. Your company may follow a different process according to its business requirements.

The forecast administrator for a large company needs to make sure users can use the Revenues screen to analyze their revenues. If necessary, he configures revenue SmartScripts so that users can add recurring revenues to the application, and he creates revenue plan templates. SmartScripts configuration is optional and is already set up in the default Siebel application. He also creates a revenue template so that the sales representatives in his district can create sets of recurring revenues that include a product bundle as well as scheduled services and maintenance activities.

The company's district manager manages multiple recurring revenues for each of his opportunities. From the Revenues view in the Opportunities screen he adds multiple product revenues to an opportunity using SmartScripts. He also has two sales representatives working on the same opportunity revenue item. As such, he goes into the opportunity and splits this revenue.

The vice president of sales has a number of choices for monitoring the business. The Revenues screen offers up-to-the-minute data on revenue opportunities across divisions, partners, products, and service offerings. With the aid of several predefined queries, the vice president can view revenues by product line or sales representative, margins by partner, and upside by account or opportunity. She can also view revenue spreadsheets and use revenue charts to gain further information about each revenue. When she examines the revenues, she may find that she needs to make modifications to some of them. She does this directly in the Revenues view, as she feels that making changes to revenue records rather than adjusting a forecast allows for more consistent forecasting.


 Siebel Forecasting Guide 
 Published: 18 April 2003