Build confidence in your call with new enterprise enhancements to forecasting in Outreach

As organizations grow, so does their complexity. Their GTM team grows in size, new products and services enter the equation, and they begin to operate across more and more markets. Each one of these components makes the process of attempting to accurately forecast the business more difficult with more goals to track, more people to manage, and more currencies to account for. 

At Outreach, we’ve been hard at work understanding the needs of our largest enterprise customers and building a forecasting suite that can handle their rigorous requirements. Let’s take a look at a few new features from Outreach’s latest product releases that can help even the most stringent global enterprise make their call with confidence. 

Deliver forecasts for product lines, services, and more using opportunity line items 

For companies with more than one product line, which track sales of services in their CRM, opportunity line items become critical to breaking down and understanding the total value of a deal. 

Now, Outreach can sync each opportunity’s line items from CRM, and AEs and their managers can view this information directly within the context of the opportunity itself. Opportunity line items also support the full range of deal management operations in Outreach including the ability to filter, search, sort, and manage columns. Line items can also be edited directly inside of Outreach for any field that has been mapped and configured for two-way sync with CRM. 

And sales managers and leaders can then create and view forecasts for each line item side by side to build a complete picture of the business, or see how an overall forecast, such as new business, breaks down across individual products. 

Line item forecasting is now in beta for customers of Outreach Forecast. 

Forecast for global teams with support for multiple currencies and Enterprise Territory Management

For many organizations, sales organizations can get so large that rather than having named teams they opt to create territories that can correspond to different geographies, industries, products, and more. And, these globally distributed teams may be using more than just the organization’s default reporting currency to conduct their business. 

With support for Enterprise Territory Management, customers can now sync Territory Hierarchy objects from CRM and use the hierarchy page within the Outreach admin to structure how they’d like to be able navigate their forecasts and pipeline. 

Individual forecasts can then be constructed to use a territory-based goal, and have their visibility set based on the territory hierarchy. Likewise, pipeline reporting can also be set to use a territory structure to track each territory’s progress towards their quota. 

For teams that operate globally, individuals can now also view opportunities and forecasts in their local preferred currency. The opportunity or forecast value is shown in the local currency in parentheses, while the value in the organization’s default reporting currency is still shown above. All currencies are set using exchange rates synced from Salesforce. 

Track progress against all of your quota goals, including renewals, with support for multiple quotas 

Finally, we know that behind every forecast there is a quota whether it be new logo, expansion, renewals, or even product or territory-level quotas. 

Within Outreach’s admin experience, forecasting admins can now upload multiple different goal spreadsheets that correspond to different forecasts, and assign each goal to a forecast within the forecast builder. 

Additionally, forecasts can now be constructed to show monthly or quarterly pacing within an annual or quarterly forecast. 

Get started right now

Together, these deal management and forecasting capabilities help global teams run their entire forecasting process in Outreach, bringing the entire sales process from initial outbound through to deal close and renewal together in one platform. 

Opportunity line item support is now in beta for Deal and Forecast customers. All other capabilities are generally available for forecasting customers starting today. We’re excited for you to try them and hear your feedback! 

If you’d like to learn more, you can visit the Outreach Knowledge Base.