Edit Parameters
Define opportunity stages to align with the sales opportunity lifecycle stages used by the customer. Create opportunities by customer for defined product items by quantity and revenue, anticipated schedules, and probability. Determine opportunity inclusion as uplift demand in the demand and commercial plans, by setting parameters and effectivity controls.
Parameters
You can edit the parameters in the Edit Parameters panel.
| Parameters | Value |
| Criteria for Forecast | Select the conditions to set for inclusion in the forecast. See Manage Opportunity Stages.
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| Minimum Probability | Specify the minimum probability threshold for which opportunity stage should be included based on the Probability entered in the Opportunity Headers card. |
| Forecast Value | Select how to sum the opportunities value:
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| Allow Overrides to Imported Opportunities | Specify whether to enable overrides to any imported opportunities. |
Stages to Forecast
This card displays the opportunity stages created in Manage Opportunity Stages together with a summation of the value and number of opportunities in each stage.
Parameters
| Parameters | Value |
| Value (R) | The sum of the revenue from opportunities. |
| Number of opportunities | The sum of the number of opportunities. |
| Include in Forecast | Specifies whether the opportunity stages (Demand Plan and Commercial Plan) are included in the forecast. If selected, the cell turns green. |
All Opportunities by Stage (% Percentage Split)
This chart displays the sum of the Value (R) and Number of Opportunities values from the Stages to Forecast table, broken down by stage.
Opportunity Headers
The card displays all the opportunities created in User Create/Edit Opportunities, and allows you to override previously entered probability, forecast date, and Include in forecast values.
Parameters
| Parameters | Values |
| Opportunity Source | Displays how an opportunity was created. For example, imported or manually created. |
| Customer | The customer linked to the opportunity. |
| Stage | The stage the opportunity is in. |
| Forecast Date | The opportunity's forecasted start date, taken from the value entered when the opportunity item was created. Cells highlighted in red indicate the current planning period is after the start date. |
| Override Forecast Date | Allows you to specify a different forecast date from the existing Forecast Date value. |
| EF Forecast Date | By default, the Forecast Date value displays unless you've overridden it in the Override Forecast Date field. |
| Recur Value Until | Allows you to specify the period until which the recurring value is used. |
| Number of Periods | The number of periods. |
| Value (R) | The total value of the opportunity stages with the Included in Forecast option selected. |
| Probability | A percentage value of how likely the opportunity will realize. |
| Override Probability | Allows you to specify a different probability percentage from the existing Probability value. |
| EF Probability | By default, the Probability value displays unless you've overridden it in the Override Probability field. |
| Probability x Value (R) | The sum of the total value of opportunities based on the Included in Forecast value multiplied by the Probability value. |
| Salesperson | The salesperson linked to the opportunity. |
| Exclude from Forecast / Include in Forecast | Specify whether to exclude or include the opportunity in the forecast. If excluded, the cell is red. If included, the cell is green. |
| EF Include in Forecast | Displays whether the opportunity is excluded or included. If included, the cell is green. If excluded, the cell is blank. |
| Forecast Value (R) | The Value (R) multiplied by Probability of all opportunities included in the forecast. |
| Number of Items | The number of opportunities. |
| Number of Included Items | The number of included opportunities. |
Opportunity Items
The Opportunity Items card displays the values of an opportunity selected in the Opportunity Headers card.
Parameters
| Parameters | Values |
| Quantity (U) | The quantity for products identified in the selected opportunity. |
| Price ($) | The unit price value for products identified in the selected opportunity. |
| Value (R) | The total value of the selected opportunity (Quantity (U) value multiplied by the Price ($) value). |
| Opportunity Header Probability | The confidence in closing the opportunity. |
| Probability x Value (R) | A calculation of the Probability value multiplied by the Value (R) value. |
| Header Included in Forecast | If selected, the cell has a green highlight to indicate the opportunity header is included in the forecast. |
| Exclude from Forecast | If selected, the cell has a red highlight to indicate the opportunity is excluded from the forecast. |
| EF Included in Forecast | Indicates if the opportunity header is included in the forecast. If selected, the cell has a green highlight. |
| Forecast Value (R) | If EF Included in Forecast is selected, the value of the Probability value multiplied by the Value (R) value is displayed. |
Opportunity Horizon charts
The Opportunity Horizon charts display the values for the opportunity selected in th Opportunity Header. These values are shown alongside the demand forecast values to enable the user to visualize changes to the demand forecast:
- Opportunities Forecast (R): Displays the sum of Forecast Value (R) where the opportunity is included in the forecast. The EF Forecast Date aligns to the specific time.
- Demand Forecast (R): Displays the sum of revenue from all products and customers for the specific time period. The value is driven from Demand Planning and Commercial Planning, displaying the Base Demand Forecast (R) values.
