1. Working with Sales Planning
  2. Working with Key Account Planning
  3. Performing Baseline Planning
  4. Predicting Base Values

Predicting Base Values

If you have historical data, you can use Predictive Planning to estimate your base forecast.

Predict the base volume or revenue by key account or product and use time-series historical data to identify best case, worst case and other scenarios. Make adjustments as needed, and when you’re happy with predicted results, you can copy them to your plan.

Running Predictive Planning predicts future values for the base values, leaving the guesswork out of setting your base forecast. When you run a prediction, historical data for each member is retrieved and then analyzed using time series forecasting techniques to predict the future performance for these members. The more years of historical data you have, the more accurate the prediction will be.

In a Volume and Revenue model, predictions are done by volume; revenue is calculated. In a Revenue model, predictions are done by Revenue.

To predict base values:

  1. From the Home page, click Key Account Planning Key Account Planning icon, then click Baseline Generic icon.

  2. Click the Prediction - Volume tab.
  3. From the Actions menu, select Predictive Planning.

    The prediction runs, and a results area opens below the form with a chart and detailed information about the prediction.

    Use the results to compare the predicted values to your values for each member, along with values for worst case and best case scenarios.

    See Predicting Future Values Based on Past Performance for more information about working in the prediction area.

    You can also change the chart display and change historical and future date ranges for the prediction. See Customizing the Chart.

  4. If you want, you can copy the results of one of the prediction scenarios. In the Prediction area, click PastePaste Prediction icon, select the Paste options, click Paste, and then click Save. Paste options:
    • Results—Which predicted values to copy, and the scenario to paste them to.
    • Prediction Range—The range of values to paste—the entire prediction range, or the number of periods you specify.
    • Members—Whether to paste values for only the currently selected member or all members on the form.

The Prediction - Volume form is updated with prediction results.