Campaigns, Forecasts & Customer Patterns — business view

1. Business Summary

Manages marketing and sales campaigns, account-level and upsell-level forecasts, and behavioral patterns describing how each customer typically buys.

2. Business Value

Pipeline planning, account growth, churn detection, marketing ROI.

3. Users / Stakeholders

Sales, marketing, brand managers, account managers, executives.

4. Workflows

• Sales campaign planning. A request-for-leads is defined with targeting criteria; a sales campaign is linked, the team is assigned, and the campaign generates leads/opportunities/accounts.
• Forecasting. Account-level forecasts (with type/status) and upsell forecasts capture expected revenue, weighted by opportunity probability.
• Customer pattern tracking. As an account's buying volume/frequency changes, the pattern classification updates; previous and current pattern are kept side by side.

5. Sub-Features

• Marketing vs. sales vs. generic campaigns.
• Account and upselling forecasts.
• Customer pattern classification.
• Forecast type and status enumerations.

6. Business Rules

• Campaigns progress through campaign statuses.
• Forecast value = opportunity amount × probability.
• Targeting filters use master-data dimensions.

7. Data Entities

Campaign, Marketing Campaign, Sales Campaign, Request For Leads, Forecast Type/Status, Account Forecast, Upselling Forecast, Customer Pattern, Probability.

8. Entry Points

• CRM campaigns/forecasts/patterns screens.
• FreshSales campaign sync.

9. Inputs & Outputs

• Inputs: campaign metadata, forecast entries, manual updates.
• Outputs: forecast grids, campaign reports, KPIs.

10. Integrations

• FreshSales (campaigns).

11. Calculations / Logic

• Probability-weighted pipeline.
• Pattern derivation likely runs in batch.

12. Status Lifecycle

• Campaign Status, Forecast Status (draft → approved → closed).

13. Permissions

• Created/Modifier user, brand-scoped.

14. Reports & KPIs

• Pipeline weighted total, forecast vs. actuals, source attribution.

15. Risks & Observations

• Forecast accuracy depends on disciplined opportunity probability assignment.
• Pattern derivation logic is opaque to business users.

16. Source Code Evidence

• app/Plugin/crm/Model/{Campaign, MarketingCampaign, SalesCampaign, AccountsForecast, UpsellingForecast, CustomerPattern}.php.