The Revenue Forecast module in KEBS provides a suite of interconnected reports that help you project, track, and analyze revenue across regions, divisions, customers, and service lines. This guide walks you through each sub-report, explains the data hierarchy and filters, and shows you how to navigate between views.
Navigating Revenue Forecast Reports
Quickly switch between different revenue views to analyze forecasts by region, division, customer, service line, or variance, all within one unified report.
Open the Revenue Forecast report from the Reports gallery. The report opens to the default view (Region Latest Estimate). To switch between sub-reports, click the Access Reports panel on the right side of the screen.
Available Sub-Reports
The Access Reports sidebar lists all sub-reports within the Revenue Forecast module. Click any item to switch to that view:
Common Controls Across All Sub-Reports
| Control | Description |
|---|---|
| Date Range | Displayed next to the report title (e.g., 01 Apr 2025 – 31 Mar 2026). Use the arrow buttons to navigate to the previous or next fiscal period. |
| Calendar Icon | Click to select a custom date range for the report. |
| Year / Month Filters | Sort and filter data by year and month using the sort (↑) and filter (≡) icons next to each label. |
| USD Badge | Indicates the currency used across all report values. |
| Refresh Icon | Reload the report data with the latest figures. |
| Save As | Save the current report view with your applied filters as a custom saved report. |
| Excel Export | Click the green Excel icon to download the report data as a spreadsheet. |
| Settings Icon | Configure report display options and column visibility. |
| Access Reports | Toggle the right sidebar to switch between sub-reports. |
Region Latest Estimate (Split)
See the detailed breakdown of estimated revenue by sales region, then drill into each customer and project to understand exactly where revenue is expected to come from.
This report provides a hierarchical view of revenue estimates with three drill-down levels: Sales Region > Customer > Project/Opportunity name. Monthly columns show the estimated revenue for each period, with a Grand Total on the right.
Data Hierarchy
| Column | Description |
|---|---|
| Sales Region | Top-level grouping by geographic region (e.g., APAC, Europe, North America). Click the expand arrow (>) to see customers within each region. |
| Customer | Individual client accounts within the region. Click the expand arrow to drill into their specific projects. |
| Project / Opportunity name | The specific project or sales opportunity driving the revenue estimate. |
| Monthly Columns | Revenue estimate for each month (e.g., January, March). Only months with data are displayed. |
| Grand Total | Sum of all monthly estimates for that row across the full date range. |
Top Revenue Drop
Spot revenue risks early by identifying which customers or groups show the largest dollar and percentage drops compared to estimates, so you can take corrective action before the quarter closes.
This report highlights revenue variance by Group Customer > Customer. For each month and the Grand Total, it displays three metrics: USD value, Variance (dollar amount), and Variance % (percentage change).
Metrics Explained
| Metric | Description |
|---|---|
| USD | The current revenue estimate or actual for the customer in that period. |
| Variance | The dollar difference between the current estimate and the previous estimate or baseline. A positive number means revenue increased; a negative number means it dropped. |
| Variance % | The percentage change in revenue compared to the baseline. 0% means no change from the previous estimate. |
Toggle Buttons
At the top of the report, three toggle buttons let you control which metric columns are visible:
- USD: Show or hide the absolute revenue value columns.
- Variance: Show or hide the dollar variance columns.
- Variance %: Show or hide the percentage variance columns.
Revenue Actuals
Compare actual recognized revenue against forecasts. See which regions and individual contributors are delivering and where gaps exist between estimates and reality.
This report shows confirmed revenue numbers grouped by Sales Region > Employee name. Monthly columns display the actual revenue recognized, with a Year Total and Grand Total on the right.
Data Hierarchy
| Column | Description |
|---|---|
| Sales Region | Geographic region (e.g., North America). Click the expand arrow to see individual employees. |
| Employee name | The individual employee whose billable work generated the revenue. |
| Monthly Columns | Actual revenue recognized in each month (e.g., January: $48,800, March: $253,400). |
| 2026 Total | Sum of all monthly actuals within the calendar year. |
| Grand Total | Sum of all actuals across the full date range of the report. |
Quote based Division (Latest Estimate)
Understand which divisions and sub-divisions are driving your revenue pipeline, with estimates sourced from quotes and opportunities rather than resource allocations.
This report organizes revenue estimates through a deep hierarchy: Entity > Division > Sub division > Group Customer > Customer. Revenue figures are sourced from the quote or opportunity value associated with each deal.
Data Hierarchy
| Level | Description |
|---|---|
| Entity | The legal entity (e.g., DemoCorp). Top-level grouping for multi-entity organizations. |
| Division | Business division within the entity (e.g., Cloud & Infrastructure Services, Consulting & Advisory, Data & AI Services, Digital Engineering). |
| Sub division | Specific sub-unit or vertical within the division (e.g., Finance, IT Infra & Support, Labs & Solutions, Data Engineering). |
| Group Customer | Parent customer group, useful for organizations with multiple subsidiaries. |
| Customer | Individual customer account. Expand to see specific deal-level estimates. |
Allocation based Division (Latest Estimate)
See a bottom-up revenue forecast built from who is allocated to which project, how many hours they are assigned, and their billing rates. This gives a resource-driven view of expected revenue.
This report provides the most granular revenue forecast, structured by Sales Region > Type > Project (Y/N) > Sub Type > Group Customer > Customer > Project/Opportunity name. It derives estimates from actual resource allocations in the RMG module.
Data Hierarchy
| Level | Description |
|---|---|
| Sales Region | Geographic region (e.g., APAC, Europe, North America). |
| Type | Whether the revenue comes from a Project or an Opportunity (pre-sales). |
| Project (Y/N) | Indicates whether a formal project exists in KEBS or if the estimate is based on an opportunity only. |
| Sub Type | Further classification of the revenue type (e.g., T&M, Fixed Price, Retainer). |
| Group Customer | Parent customer group for multi-subsidiary clients. |
| Customer | Individual customer account. |
| Project / Opportunity name | The specific project or deal generating the estimated revenue. |
Quote based vs. Allocation based: Key Differences
| Aspect | Comparison |
|---|---|
| Data Source | Quote based uses the quoted deal value from CRM opportunities. Allocation based uses resource hours multiplied by billing rates from RMG. |
| Best For | Quote based is ideal for early-stage pipeline forecasting. Allocation based is better for confirmed project revenue where resources are already assigned. |
| Accuracy | Allocation based tends to be more accurate for active projects since it reflects real resource commitments. Quote based may include deals that haven’t been staffed yet. |
| Primary Hierarchy | Quote based groups by Entity > Division > Sub division. Allocation based groups by Sales Region > Type > Project (Y/N). |
