Opportunity Split Ownership-Based Forecasting

Objective

Configure forecasts based on Split ownerships and amounts.

Applies To

• Outreach admins
• SalesOps/RevOps
• Sales Managers

Before you begin

Defining rollup forecasts on Split ownership.

• Each opportunity can have one or more owners, with the ownership split typically represented as a percentage. For example, if two sales reps are involved, one might own 60% of the opportunity, while the other owns 40%, summing to 100%.
• The forecasted revenue from that opportunity is also split according to the ownership percentages.
• If the opportunity is forecasted to bring in $100,000, and one rep owns 60% while another owns 40%, the revenue will be rolled up 60K for rep1 and 40K for rep2.
• The forecast rollup happens based on their share of the opportunity. It will be weighed against their quota that is set for that user or group, which does not get any change. But the individual forecast contribution gets changed based on their split amounts (revenue) they brought in.

The overall forecast will include the combined value from all split owners, ensuring the total opportunity amount is accurately accounted for in the group in a hierarchy or organizational forecast.

Procedure

1. Log in to Outreach as an Admin.
2. Click Administration.
3. Click on the Forecasts tab within the Forecasting page.
4. Toggle on Show Forecast based on opportunity split amount and split ownership. When this is selected, the Amount field and Ownership will be defaulted to Split amount and “Split owner” respectively. Likewise, any metric configuration – which configures for the “Amount” will be defaulted to “Split amount”. When the checkbox is disabled, while it is still in draft state, these values will be reset.
5. Click Save.
6. Select to Save as draft or Publish the forecast as configured.

Once published, it will appear in the forecasts tab list view and can be accessed in the Forecasting rollup page.