Opportunity Split Ownership-Based Forecasting

Objective

Configure forecasts based on split ownerships and amounts.

Applies To

• Outreach Admins
• SalesOps/RevOps
• Sales Managers

Before You Begin

The following prerequisites must be met to use Opportunity Splits in Outreach:

• Opportunity Teams are configured and syncing into Outreach
• Forecasting is enabled in Outreach
• Opportunity Splits are enabled in the connected Salesforce instance

Once these three prerequisites are met, contact support to enable Opportunity Splits in your Outreach instance.

How split ownership works in rollup forecasts:

• Each opportunity can have one or more owners, with ownership typically represented as a percentage. For example, if two reps are involved, one might own 60% and the other 40%, summing to 100%.
• Forecasted revenue is split according to the ownership percentages. If an opportunity is forecasted at $100,000, the revenue rolls up as $60,000 for rep 1 and $40,000 for rep 2.
• Each rep's forecast contribution is weighted by their split amount. Their quota remains unchanged — only the individual forecast contribution reflects the split.
• The overall forecast includes the combined value from all split owners, ensuring the total opportunity amount is accurately accounted for across a hierarchy or organizational forecast.

Procedure

1. Log in to Outreach as an Admin.
2. Click Administration.
3. Click the Forecasts tab within the Forecasting page.
4. Toggle on Show Forecast based on opportunity split amount and split ownership. When enabled, the Amount field defaults to Split amount and Ownership defaults to Split owner. Any metric configuration for Amount also defaults to Split amount. If the toggle is disabled while the forecast is still in draft state, these values reset.
5. Click Save.
6. Select Save as draft or Publish.

Once published, the forecast appears in the Forecasts tab list view and can be accessed from the Forecasting rollup page.