Business Purpose
This process allows for the iterative review and adjustment of a sales forecast between trading partners. The collaborative process allows two trading partners to quickly arrive at agreement for the sales goals for a specific forecast horizon. The benefit of tighter collaboration in the forecasting process is faster issue resolution, more accurate forecast, broader buy-in of sales objectives, and stronger partner relationships.
Process Description
The partner with the greatest forecasting capability typically initiates the process.
1. The process initiator, Partner A, begins the process by issuing a
Sales_Forecast business object.
2. The collaborating partner, Partner B, evaluates the Sales_Forecast and
determines if there are any items in error or if any volume revisions are warranted.
- If no additional revision is required, Partner B issues a
Sales_Forecast_Acknowledgement.
- If the forecast requires modification, Partner B issues a
Sales_Forecast_Revision.
3. When Partner A receives a revision or an acknowledgement to the forecast, one of the following
occurs:
- If the response is an acknowledgement, Partner A processes the acknowledgement and the process ends.
- If the response is a revision, Partner A reviews the changes and if they are acceptable, the process ends.
- If the changes are still not agreeable, Partner A submits a new
Revised_Sales_Forecast for further revision.
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