Opportunity Forecasting : Omnix Support Portal

Opportunity Forecasting helps you predict future revenue based on your pipeline data. By combining opportunity value, close dates, and probability, you get a clear, real-time view of what is likely to close and when.


This feature is available inside the Forecast tab under Opportunities (currently in Labs).

TABLE OF CONTENTS

What is Opportunity Forecasting?


Opportunity Forecasting estimates future revenue using:

  • Opportunity Value (deal amount)

  • Expected Close Date (for open opportunities)

  • Close Date (for won opportunities)

  • Probability (likelihood of closing)


The system automatically calculates Expected Revenue using:


Expected Revenue = Opportunity Value × Probability


This removes the need for manual tracking and gives you a dynamic forecast that updates as your pipeline changes.

How Forecasting Works


Probability Source


Forecasting uses probability in the following order:

  • Opportunity-level probability (if enabled and set)

  • Otherwise, stage-level probability


If both exist, opportunity-level probability takes precedence.

Revenue Calculations

  • Max Potential Revenue = Total value of all open opportunities

  • Expected Revenue = Weighted value based on probability

  • Won Revenue = Revenue from closed-won opportunities

Inclusion Rules

  • Open opportunities are included using Expected Close Date

  • Won opportunities use the Closed Date (not Expected Close Date)

  • Lost opportunities are excluded from forecasting

  • Opportunities without Expected Close Date are excluded from forecast calculations

Forecast Views


1. Summary View 

Summary tab is not visible to users who do not have permissions to view the opportunity value.
The Summary view provides a high-level snapshot of your pipeline:

  • Revenue metrics (Max, Expected, Won)

  • Open opportunities count

  • At-risk opportunities (High / Medium / Low)

  • Data hygiene insights (missing data, overdue deals)

2. Forecast Timeline

The Forecast Timeline shows how opportunities are distributed over time.

  • Group opportunities by Expected Close Date

  • View data by:

    • Week

    • Month

    • Quarter

  • Switch between time ranges without changing underlying data

Risk Classification

Opportunities are automatically categorized based on delays and slippage:

  • Times pushed = number of times Expected Close Date is moved forward

  • Days past close date = how overdue the opportunity is


Each risk level supports configurable rules using AND / OR logic.

  • High Risk

  • Medium Risk

  • Low Risk


If an opportunity meets multiple conditions, it is assigned the highest applicable risk level.

Data Hygiene Insights


Forecasting highlights data gaps that impact accuracy:

  • Missing close date

  • Missing opportunity value

  • Overdue opportunities


Each insight is:

  • Clickable → opens filtered opportunities

Filters and Drilldowns

  • Apply Advanced Filters (Owner, Status, Stage, Close Date, etc.)

  • Filters persist across:

    • Summary view

    • Forecast Timeline

  • Click any metric or data point to drill down into opportunities

  • Edit opportunities directly from drilldown views

Permissions

  • Summary tab is not visible to users who do not have permissions to view the opportunity value.

  • Users: Access to Forecast Timeline only

Best Practices

  • Always fill in:

    • Opportunity Value

    • Expected Close Date

  • Use opportunity-level probability for more accurate forecasting when needed

  • Regularly review:

    • Risk insights

    • Data hygiene cards

  • Adjust risk settings based on your sales cycle

Notes

  • Forecast accuracy depends on complete and up-to-date data

  • Opportunities are assigned the highest risk level they qualify for

  • Moving Expected Close Date forward increases slippage count

← Volver a Managing Opportunities