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Example of the Brand Owner Creating a Rollup Forecast of Annual Revenue for a Partner Organization

This topic gives one example of how the brand owner forecasts partner revenue. You might use this feature differently, depending on your business model

In this example, partner employees whose revenues are included in the forecast can run the forecast. In the previous examples, only the channel manager could run the forecasts.

This example consists of the following tasks:

• Setting Up the Reporting Hierarchy
• Creating the Forecast Series
• Creating the Forecast

Setting Up the Reporting Hierarchy

In this example, forecasts are rolled up through the position hierarchy to the channel manager at the brand owner company. You must set up the position hierarchy so all partner employees whose revenue is included in the forecast report directly or indirectly to the channel manager at the brand owner company.

The position at the top of the partner company reporting hierarchy, the partner relationship manager, reports to the channel manager at the brand owner company. Partner sales agents whose revenue is included in the forecast report directly or indirectly to the partner relationship manager.

You can set up the positions hierarchy using the Administration - Partner Screen, Positions view. For more information about setting up the positions hierarchy, see Siebel Applications Administration Guide.

Creating the Forecast Series

The channel manager creates a forecast series that defines forecasts that covers annual revenue of one specific partner (Partner X) and be run once every month. If you have set up the reporting hierarchy correctly, you can create this forecast series to do a rollup forecast.

To create the forecast series

1. Navigate to the Administration - Forecast screen.
2. In the Forecast Series list, add a new record.
3. Enter the values in the following table in the fields of the new record.

   Field	Description
   Series Name	A name for the forecast, such as Rollup Forecast of Annual Partner X Revenue.
   Auto Forecast Search Spec	[Sales Rep Organization] = 'Partner X' and [Committed] = 'Y' and [Calculated Primary Flag] = 'Y'
   Description	A description of the forecast, such as Rollup Forecast of Annual Partner X Revenue - Committed.
   Active	checked
   Detail Depth	Summary Only
   View Mode	My Revenues
   Interval Period Type	Month
   Interval	1
   Base Period Type	Year

4. Click the Forecasts Series Dates tab.
5. In the Forecast Series Dates list, add a new record.
6. Enter the values in the following table in the fields of the new record.

   Field	Description
   Forecast Date	The date when you want to begin running forecasts. This can be today's date.
   Description	A description, such as June Rollup Forecast of Annual Partner X Revenue.
   Start Date	The start date for the forecast period, such as 1/1/05.
   End Date	The end date for the forecast period, such as 12/31/05.

7. If you want create additional forecast dates, you can select the record you just created, click the menu button, and then click Copy Record. By default, the new forecast date is one month later, and the rest of the fields are the same as in the original record.
8. Click the Forecast Series Participants view tab, and in the Forecast Series Participants list, add a new record.

   The Add Participants dialog box appears.

9. In the Add Participants dialog box, query for the people in the brand owner and partner organization who would run the forecast, select these people, and then click OK.

   The positions of these people would include Channel Manager, Partner Sales Representative, Partner Sales Manager, and Partner Relationship Manager.

Creating the Forecast

Either the channel manager at the brand owner company, or any employee in the partner company who is below the channel manager in the reporting hierarchy, can run the forecast.

In order for the rollup forecast to run logically and to give employees the ability to adjust their forecasts, employees run and roll up forecasts in an order that is inversely related to their rank. The sales representative runs the forecast first, then the sales manager, then the partner relationship manager, and finally, the channel manager.

However, when managers run forecasts, Siebel PRM automatically runs their reports' forecasts, if the report has not already run the forecast.

To create the forecast

1. In the Siebel PRM Portal, partner sales representatives (employees with no reports) navigate to the My Forecasts view.
2. The partner sales representative clicks New to create a new forecast.
3. The partner sales representative selects Rollup Forecast of Annual Partner X Revenue as the forecast series name.
4. The partner sales representative selects June Rollup Forecast of Annual Partner X Revenue as the forecast series date.
5. If the partner sales representative wants to adjust any of the revenue amounts that comprise the forecast, the partner sales representative clicks the Details view tab and modifies the revenue amounts.
6. When the partner sales representative is satisfied with the forecast details, the partner sales representative clicks the rollup button.

   The forecast is rolled up to the partner sales representative's manager, the sales manager.

7. In the Siebel PRM Portal, the sales manager repeats Step 1 through Step 6, rolling up the forecast to the partner relationship manager.
8. In the Siebel PRM Portal, the partner relationship manager repeats Step 1 through Step 6, rolling up the forecast to the channel manager at the brand owner company.
9. In the Siebel PRM Manager, the channel manager at the brand owner company repeats Step 1 through Step 5.

   The channel manager's final rollup forecast includes information from all of the employees whose revenues contributed to the forecast.