Method and apparatus for improved forecasting using multiple sources

• US 20070265904A1
• Filed: 12/31/2002
• Published: 11/15/2007
• Est. Priority Date: 12/31/2002
• Status: Active Grant

• Current Assignee: Oracle America, Inc. (Oracle Corporation)
• Original Assignee: Siebel Systems Inc. (Oracle Corporation)
• Inventors: Lloyd, Stratton, Lindquist, Erik, Summers, Jeffrey
• Granted Patent: US 7,797,182 B2
• Time in Patent Office: Days
• US Class Current: 705/10
• CPC Class Codes: G06Q 10/06375 Prediction of business process outcome or impact based on a proposed change
• CPC Class Codes: G06Q 10/0639 Performance analysis of employees; Performance analysis of enterprise or organisation operations
• CPC Class Codes: G06Q 10/06398 Performance of employee with respect to a job function
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0202 Market predictions or forecasting for commercial activities

Abstract

A method and apparatus for providing a triangulated forecast comprises receiving a sales forecasts from at least three sources, and triangulating the sales forecasts to obtain a triangulated forecast. The method further comprises presenting the resulting triangulated forecast.

Claims

1. A computer-implemented method comprising:

producing a triangulated forecast, wherein the producing comprises

receiving a plurality of sales forecasts from at least three sources;

triangulating the sales forecasts to obtain a triangulated forecast; and

presenting the resulting triangulated forecast.

2. The computer-implemented method of claim 1, wherein the sales forecasts comprise a field assessment.

3. The computer-implemented method of claim 2, wherein the field assessment further comprises an assessment from at least one of a partner, a channel, and a call center.

4. The computer-implemented method of claim 2, further comprising:

making the field assessment, wherein the making comprises

displaying a current opportunity to a sales representative; and

prompting the sales representative to identify a current stage, an expected closing date, and an amount for each current opportunity.

5. The computer-implemented method of claim 4, further comprising:

if the sales representative is not available to make the field assessment, auto-generating the field assessment for the sales representative, by evaluating each of the current opportunities.

6. The computer-implemented method of claim 3, further comprising:

submitting the field assessment to a manager; and

permitting the manager to make alterations to the field assessment of each sales representative in a group of the manager.

7. The computer-implemented method of claim 6, further comprising:

automatically performing a currency conversion into a local currency.

8. The computer-implemented method of claim 1, wherein the sales forecasts comprises a pipeline forecast.

9. The computer-implemented method of claim 8, further comprising:

making the pipeline forecast, wherein the making comprises

calculating sales opportunities at a plurality of stages in the sales process;

comparing the sales opportunities at each of the plurality of stages with targets for each of the plurality of stages; and

generating a pipeline forecast showing the relationship of the actual sales opportunities and the targets for each of the plurality of stages.

10. The computer-implemented method of claim 9, further comprising:

generating a visual display of a pipeline, including visual indications of whether a target is exceeded, met, or missed.

11. The computer-implemented method of claim 1, wherein the sales forecasts comprise a historical forecast.

12. The computer-implemented method of claim 11, further comprising:

making the historical forecast, wherein the making comprises

selecting a time period;

retrieving the historical information for a time period comparable to the selected time period;

comparing each of the sales forecasts to the historical information; and

determining an accuracy of each of the sales forecasts based on the historical information.

13. The computer-implemented method of claim 12, further comprising:

adjusting the historical information for one or more of the following;

seasonality, demographic skew, geographic skew, time series, data anomalies, and data outliers.

14. The computer-implemented method of claim 1, further comprising:

integrating the generation of the sales forecasts and the generation of the triangulated forecast into a single system.

16. The computer-implemented method of claim 1, wherein the sales forecasts comprise multi-channel evaluations of the sales forecast, across partners and processes.

17. The computer-implemented method of claim 1, wherein the sales forecasts comprise accounting for recurring revenues.

15. (canceled)

18. A computer-implemented method comprising:

generating a forecast, wherein the generating comprises

prompting personnel to generate a field assessment;

generating a pipeline assessment;

retrieving historical data to generate a historical evaluation of the field assessment and the pipeline assessment; and

creating a triangulated final assessment based on the field assessment, pipeline assessment, and historical evaluation.

19. The computer-implemented method of claim 18, wherein the assessments are multi-channel and cover potential income sources, including partners, channels, call centers, services, maintenance fees, and recurring revenues.

20. A computer-implemented method comprising:

generating a forecast, wherein the generating comprises

generating at least three sales forecasts;

triangulating the sales forecasts to obtain a triangulated forecast, the triangulated forecast configured to provide visibility into each of the sales forecasts.

21. The computer-implemented method of claim 20, wherein visibility is provided down to data of each individual sales representative.

22. The computer-implemented method of claim 20, further comprising:

creating a visual representation of the triangular forecast including the at least three sales forecasts; and

permitting a user to view the details of each forecast.

23. The integrated computer-implemented method of claim 20, wherein the triangulated forecast is configured to provide access to each of the sales forecasts by virtue of being configured to provide transparency at any level of the sales forecast.