Predicting Target Quota Values

If you have historical revenue data by territory or resource, you can perform a statistical analysis on the data to predict future revenue results.

Running Predictive Planning predicts future revenue by territory or resource. Using a predicted result leaves the guesswork out of setting your targets. When you run a prediction, historical data for each member on the form 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.

1. From the Home page, click Quota Planning , then click Set Targets , and then click Predict Targets .

2. By default, Predictive Planning predicts future revenue at the at the All Territory or All Resource level. To predict at a different level, change the POV.

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 planned target 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. To see overall predicted revenue compared to last year's bookings and your overall planned target quota, click Set Growth and review the Predicted Revenue column. If needed, adjust your YOY Growth %.
5. For a more accurate and statistically-based plan, you can use predicted values as the target. Click Set Growth and then from the Actions menu, select Set Predictive As Target.

   The target quota is updated to use the predicted value.