Opportunity Planning 

Purpose

You can enter planned sales figures directly in the opportunity. This makes it possible for you to carry out target-oriented opportunity planning. This enables you to carry out detailed sales revenue planning (sales revenue split) for the coming weeks, months, quarters or, if necessary, years. You enter planned sales figures (for example, sales revenue, market share, quantities) for the opportunity in total, or planned sales figures for individual products (for example, sales revenue, quantity).

Prerequisites

You require a BW (3.5) system for opportunity planning.

Process Flow

 

The process is as follows:

       1.      Perform situation analysis (using SAP BW)

As the basis for your planning, you can execute a situation analysis with SAP BW of your current business situation.

       2.      Assign products

In opportunity processing, you enter the prospect’s required products.

       3.      Assign quantity and revenue planning

You branch to the opportunity in opportunity planning.

       4.      System receives quantity and revenue

The BW system receives the planning data.

       5.      Estimate share of wallet

Within the framework of your planning, you estimate the percentage of customer potential.

       6.      Split quantity and revenue across planning horizon

Quantity and revenue planning data is split over the planning horizon.

       7.      System receives quantity and revenue split.

       8.      Monitor plan / actual comparison

You can execute a plan/actual comparison with SAP BW in order to monitor planning.

       9.      Change status

The opportunity status is changed.

   10.      Release product quantity for capacity planning.

Depending on the selected status of the opportunity (for example, won), the BW System can release the planned product quantities for capacity planning.

   11.      System receives product data.

SAP APO receives product data.