Forecasting based on Opportunity Line items

Objective 

Outreach now enables organizations to generate forecasts based on Opportunity Line Items, allowing sales leaders and managers to create more granular and accurate pipeline projections tied to specific products, services, or business lines rather than relying solely on Opportunity-level data. 

By the end of this guide, admins and sales operations teams should feel confident setting up, customizing, and managing Line Items Forecasting to optimize forecasting accuracy and sales planning for their organization’s unique needs.

Applies To

• Outreach Admins
• Outreach users

Before You Begin

• Forecasting needs to be configured prior to following the process to enable Line item forecasting.

Procedure

Outreach can sync with standard OR custom object of CRMs for the new standard object Opportunity Line item:

How to Sync Line Items from CRM

1. Ensure Opportunity Line Item is available as a standard object in Outreach.
2. Set up object mapping in Administration → CRM → Salesforce and choose the Salesforce child object to sync.
3. Complete field mapping between Salesforce and Outreach objects (e.g., external id, opportunity, name, totalPrice, unitPrice, quantity, etc.) with all must-have fields mentioned above.
4. Enable "Delete" to make it sure the records deleted in CRM syncs with Outreach as well.
5. For a Microsoft Dynamics CRM integrated organization, this is a pre-requisite before field mapping -  Auditing should be enabled for the OLI object in Dynamics.
6. Test the integration and check for Line items in this sub-tab inside an Opportunity.   

Accessing Line Items in Opportunities

1. Line Items are shown as a sub-tab within each Opportunity, next to Prospects.
2. The list view displays standard fields: Name, Unit Price, Quantity, Discount %, Amount, Close Date, and Owner.
3. Multi-currency is supported, allowing currency selection and aggregated totals.

4. List view actions, custom field creation, and Smart Views are also available for user flexibility.

    

Filters and List Management in Opportunities list view

1. A new "Line items" column is added to the Opportunity list view, showing the number of line items in each Opportunity.
2. The Opportunity list view now supports filters based on Line Item attributes including:
   • Line Item name
   • Line Item amount
   • Line Item close date
   • Line Item count
   • Line Item discount
   • Line Item owner
3. These filters enable sellers to segment and search Opportunities with greater granularity by product or service details.

Creating Line Item Forecasts

1. Go to Administration → Tools → Forecasting.
2. When setting up a new forecast, select “Opportunity Line Item” as the object.
3. Assign ownership and goal/quota metrics as required.

4. Review your forecasts on the Forecast Rollup page, where Line Item forecasts will appear alongside traditional Opportunity forecasts.

   
   
   
   Viewing Line item forecasts

   1. Go to Forecasting rollup page. The forecasts which are created in the above flow will show up in the header tabs. 

   2. There's a tab "Line items" added to next to Rollup and Opportunities since it's a Line item based forecast. 

   3. Clicking on the metric card will filter the Line items which contributed to the metric card. 

   4. Switching to Opportunities tab in a Line item forecast will display the Opportunities list(where the line items are children of) which contributed to the metric card. 

   

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