Step-by-Step Use Case for Forecasting Revenue Spread Over Time

The following use case demonstrates the flexibility and complex capabilities in the External Source Model functionality.
This example shows how ESM can spread a sales opportunity for Annual Recurring Revenue (ARR) over a period of time defined by a Service State Date and a Term. The resulting summary data is then copied by Sales Segment into a Master model.
Inputs:

• From the source data: Opportunity Name, Sales Segment, Opportunity Owner, Lead Source, Term, ARR, Service Start

Calculations:

• Calculate the Service End based on the Term and Service Start

• Calculate the monthly revenue based on ARR, Service Start, Service End, and Term

Contents

Viewing the Source Data

Defining the External Source Model

Explanation of the Lookup Function

Explanation of the DaysFactor Function

Loading Data into the Opportunity Data External Source Model

Creating a Master Model

Defining a Map from Source Model to Master Model

Using a Calculation to Load Data into the Master Model

Viewing the Data in the Master Model

Using Views to Input Future Opportunities into the Source Model