Contents

• Title and Copyright Information
• Preface

1 What’s New in This Release

• What’s New in Siebel Forecasting Guide, Siebel CRM 20.1 Update
• What’s New in Siebel Forecasting Guide, Siebel CRM 19.1 Update

2 Overview of Forecasting

• Overview of Forecasting
• About Siebel Forecasting
• Forecasting Terms
• Key Features of Siebel Forecasting
• About Forecasting Screens
• About Types of Forecasts
  • About Detail, Summary, and Standard Forecast Types
  • About Rollup, Corporate Snapshot, and Hybrid Forecast Types

3 Getting Started with Siebel Forecasting

• Getting Started with Siebel Forecasting
• About Forecasting Requirements
• About Forecasting Process Design
• Guidelines for Improving Forecasting Performance
  • Minimize the Number of Records in the Forecasting Table
  • Minimize the Number of Participants
  • Minimize the Duplication of Data
  • Minimize the Complexity of the Forecasting Process
  • Minimize the Number of Aggregation Levels

4 Forecasting Migration

• Forecasting Migration
• About Forecasting Migration
  • About the Automatic Upgrade Feature
  • About the Data Migration Utility
• Upgrading Forecasting Automatically
• Upgrading Forecasting Using the Data Migration Utility

5 Forecasting Prerequisites

• Forecasting Prerequisites
• About Using the Periods Table in Forecasting
• About Using the Currencies Table in Forecasting
• About Setting Up Currency Exchange Rates for Forecasting
• About Using Units of Measurement in Forecasting
• About Units of Measurement and Product Definitions
• Setting Up Units of Measurement Conversion for Forecasting
• About Setting Up Employee Positions and Employee Reporting Structure for Forecasting
• About Revenue Classes and Revenue Types
• About Forecasting System Preferences
  • Forecast: Auto-Forecast System Preference
  • Forecast: Use Server System Preference

6 Setting Up Forecasting

• Setting Up Forecasting
• About Forecast Series
• Scenario for Setting Up Forecasting
• Creating a Forecast Series
  • Creating Search Specifications for Forecast Series
  • Defining Forecast Series Dates
  • Adding Forecast Series Participants
    • Adding Participants to a Forecast Series
    • Defining a Forecast-Specific Hierarchy For Participants in a Forecast Series
  • Adding Forecast Series Organizations
  • Adding Aggregation Levels
  • Adding a Custom Field for Aggregation
  • Moving Forecast Dates Ahead Automatically
  • About Copying a Forecast Series
• Types of Forecast Series
  • Creating a Personal Forecast Series with Details
  • Creating a Personal Forecast Series without Details
  • Creating a Standard Personal Forecast Series
  • Creating a Global Forecast Series
  • Creating a Departmental Forecast Series
  • Creating a Hybrid Forecast Series
  • Setting Up Customer Adaptive Forecasting
  • About Creating a Partner Forecast Series
• Deactivating Auto-Forecast
• About Configuring Revenue and Forecast Spreadsheets
  • Spreadsheet Column Types
  • Spreadsheet Groups
  • Modifying Spreadsheet Applets for Forecasting
  • Configuring Spreadsheet Scrolling Buttons for Forecasting
    • Configuring the Position of Spreadsheet Scrolling Buttons
    • Deactivating Scrolling Spreadsheet Buttons
  • Adding a Dynamic Column to the Spreadsheet

7 Revenues

• Revenues
• About Revenues
• About Opportunities, Accounts, and Products
• Scenario for Using Revenues
• About Configuring Revenue SmartScripts
• Creating Revenue Plan Templates
• Adding a New Revenue to an Opportunity (End User)
• Adding Multiple or Recurring Revenues Using SmartScripts (End User)
• Adding a Split Revenue (End User)
• Using a Revenue Plan (End User)
• Reviewing Revenues (End User)
• Modifying a Revenue Item (End User)
• Viewing the Revenue Spreadsheet (End User)
• Using Revenue Charts for Reporting (End User)
• About Using Revenue Reports (End User)
• About Distinguishing Between Revenues (End User)

8 Forecasting (End User)

• Forecasting (End User)
• Scenario for Forecasting
• Scenario for Forecasting - Product Quantity Forecasting
• Setting a Default Unit of Measurement
• Creating a Forecast
• Adding Forecast Details
• Adding Ad-Hoc Revenue Line Items to a Forecast
• Viewing Forecasts
  • Viewing Forecast Details
  • Viewing the Forecast Summary
  • Viewing a Subordinate’s Forecasts
  • Viewing and Creating Subordinate’s Forecasts Remotely
• About Forecast Adjustments
  • Adjusting a Detail Depth Forecast
  • Adjusting a Summary Depth Forecast
  • Adjusting a Standard Depth Forecast
  • Auto-Adjusting a Forecast
  • Unadjusting a Forecast
  • Adjusting a Subordinate’s Forecast
• API Driven Forecasting
• Submitting a Forecast
• Rolling Up a Forecast
• Refreshing a Forecast
  • Refreshing a Forecast
• Rejecting a Subordinate’s Forecast
  • Updating a Rejected Forecast
• Updating Revenues from a Forecast
  • Updating Revenues Containing Custom Fields
• Updating a Forecast with a Revenue Item
• About Analyzing Forecasts

9 Matrix Sales Organization

• Matrix Sales Organization
• About the Matrix Sales Organization
• About Changing the Visibility of My Team’s Opportunities View
• About Using the My Team’s Revenues View (End User)
• About Using the All and All Across Organization Views (End User)
• About Adding Overlay Managers to the Sales Team (End User)

10 Importing and Exporting Forecast Information

• Importing and Exporting Forecast Information
• Scenario for Importing and Exporting
• Exporting Forecast Data (End User)
• Importing Revenue Data (End User)
• Exporting Revenue Data (End User)
• About Updating Predefined Mapping in the Revenue Import Process
  • Updating a Display Name
  • Updating a New Field

11 Troubleshooting Forecasting and Revenues

• Troubleshooting Forecasting and Revenues
• Troubleshooting Forecasting and Revenues

12 Common High-Level Forecast Usage Examples

• Common High-Level Forecast Usage Examples
• Product Quantity Forecasting
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
• Opportunity Forecasting
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
• Service Forecasting
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
• Product Level Forecasting
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
• Cost-Margin Forecasting
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
• Worst, Expected, Best (WEB) Forecasting
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
• Partner Forecasting Option I: Partner Portal
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
• Partner Forecasting Option II: Triggered by Partner Manager
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
• Opportunity Product Forecasting
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
  • About Forecasting Opportunity Products
• Weighted Average-Expected Revenue Forecasting
  • Forecast Requirements
  • Administrator Usage Example
  • User Revenue Example
  • User Forecast Example
• Global Account or Product Forecasting
  • Global Account Forecast Snapshot
  • Ad Hoc Global Account Revenues Screen
  • Account Revenues Management
• Indirect Sales Forecasting
  • Forecast Requirements
  • User Revenue Example
  • Administrator Usage Example
  • User Forecast Example
• Forecast Summary Spreadsheets
  • Forecast Requirements
  • Administrator Usage Example
  • User Forecast Example
• Last Forecast Adjustment Amounts
  • Forecast Requirements
  • Administrator Usage Example
  • User Forecast Example

13 Forecasting User Properties

• Forecasting User Properties
• About Forecasting User Properties
• Forecast 2000 - Forecast User Properties
  • Using the Named Search: Forecast Series Date Range User Property
• Forecast 2000 - Forecast Item User Properties
• Forecast 2000 - Forecast Item Detail User Properties
• Forecast 2000 - Forecast Item Detail Flat User Properties
• Forecast 2000 - Forecast Item DynCol User Properties
• Forecast 2000 - Forecast Series User Property
• Forecast 2000 - Forecast Series Aggregation User Property
• Forecast 2000 - Forecast Series Date User Properties

14 API Driven Forecasting

• API Driven Forecasting
• About API Driven Forecasting
• Forecast 2000 - Forecast Service
• Forecast 2000 - Forecast Service Business Service Methods
  • GenerateForecast Method
  • RollUpForecast Method
• Forecast 2000 - Forecast Service Business Service Method Arguments
  • GenerateForecast Method Arguments
  • RollUpForecast Method Arguments