Siebel Forecasting Guide > Common High-Level Forecast Usage Examples >

Product Level Forecasting

Often users need product-level forecasts for:

• Demand planning (product and quantities)
• Revenue management (price and revenue)
• Margin management (cost and margin analysis)
• Operations planning (inventory and demand)
• Product marketing decisions (product mix, discount analysis, and pricing strategies)

Forecast Requirements

The forecast needs:

• To associate multiple products to one opportunity or account
• The ability to auto-quote from opportunity revenues
• Spreadsheet-like functionality to manage recurring revenue products or milestone-based product deliveries
• The ability to add product price, quantity, cost and margin
• The ability to see the product hierarchy.

Administrator Usage Example

The administrator defines a product forecast series. The Auto Forecast Search Spec is set as follows:

[Product] IS NOT NULL and [Calculated Primary Flag] = 'N'

This search specification pulls product revenue line items that have a product indicated into the forecast.

User Revenue Example

The user:

• Creates a new opportunity or account.
• Associates and creates product revenue line items using the New Record command, revenue scripts, or revenue plans.
• Uses the revenue list or spreadsheet views to edit and maintain product revenues. The user adds values in the following fields: Qty, Cost, Margin, Price, and Product Line.
• Uses revenue charts and reports to graphically display data and to perform ad hoc analysis. For example, the user creates charts and reports with parameters of:
  • Quantity by product line by month

    OR

  • Margin by product by quarter

User Forecast Example

The user:

1. Creates a forecast based on the product forecast series.
2. In the Details view, uses the spreadsheet and chart views to evaluate and adjust product revenues.
3. Uses forecast detail filters to see details by product.
4. Uses charts and reports to perform analysis.
5. Submits the forecast.

NOTE:  To roll up total quantity, the administrator needs to make the quantity rollup available in the total forecast. This is a simple configuration procedure.