Data model

The tables, their keys and how they relate, written for the consultant or IT team migrating from another CRM or connecting this one to marketing, billing or support.

33 tables · 75 relationships

How the model is organised

Master data

accounts and their sites and teams, contacts, users, territories and territory rules, products, price books and their entries, pipeline stages, lead sources, campaigns, competitors, exchange rates and approval thresholds. Loaded first, changed by operations and the deal desk, versioned where prices and rules change.

Pipeline transactions

leads, opportunities with their contacts, products and stage history, quotes with their lines and approval steps, activities. Append-heavy, with a status on every header.

Leads
Opportunities
Quotes
Activities
Contracts
Quotas
ForecastSubmissions
Realignments

Post-sale

contracts and contract lines, account plans. Written by the win and by customer success.

contracts
contract lines
account plans

Forecast

quotas, forecast submissions and their per-deal lines. Written weekly and locked per period.

quotas
forecast submissions
their per-deal lines

Realignment

realignments and their moves. Written by sales operations, approved by managers, applied on a date.

realignments
their moves

Keys and references

Every record has an immutable identifier and, on transaction tables, a human number (LEAD-0001, OPP-2041, QUO-2041-3, CON-0310, RA-0007) from a configurable sequence. References are by identifier, so renaming an account or renumbering never breaks history. Stage is a reference to the pipeline stage table, so stage renames and reordering do not rewrite deals. The buying role of a contact on a deal lives on the opportunity contact row; consent lives on the contact.

Every transaction table carries a Status select, a number column, and the dates the screens draw from. Opportunities carry created and close dates; quotes carry quote and validity dates; activities carry a due date and start and end times. Contracts carry start and end dates and the notice deadline; forecasts carry period and week-ending dates; realignments carry an effective date.

Amounts are stored in the currency of the record: the account’s currency on deals, quotes and contracts, the rep’s on quotas and forecasts. The exchange rate table converts between them at the corporate rate for reporting and at the period rate for the forecast.

Migration order

Users without a territory, then territories and territory rules with an effective-from date, then the territory set on each user
Pipeline stages with their type, lead sources, campaigns, competitors, products, price books and entries, exchange rates and approval thresholds
Accounts with their default price book, then account sites, then contacts with reports-to and consent
Account team members and account plans
Open leads in their current status, with their campaign and matched account
Open opportunities with their contacts, products and, where the old system has it, stage history. Preserve source timestamps and identify imported records; do not infer historical approvals from the current stage
Quotes on open deals with lines and approval state
Contracts and contract lines for current customers, with the source quote, end date, notice deadline and renewal lead time
Activities for the last period the team wants to see, newest first
Published quotas with their basis and currency, then historical ForecastSubmissions headers before their ForecastSubmissionLines where the source contains genuine submissions. Preserve week, period, applied rates and review evidence. Keep incomplete field-change history in its source archive rather than creating unsupported forecast snapshots

Tables

Find a table 33 tables

AccountsCompanies the sales team sells to or through: prospects, customers, partners and former customers, with parent and subsidiary links and the territory and owner history a realignment leaves behind.master

Field	Type	Required	Details
`AccountNumber`	text	yes
`AccountName`	text	yes
`Type`	select	yes	Prospect, Customer, Partner, Former
`Industry`	select		Software, Manufacturing, Distribution, Services, Healthcare, Finance, PublicSector, Other
`Tier`	select	yes	Strategic, Key, Standard
`ParentAccount`	reference		→ Accounts
`Owner`	reference	yes	→ Users
`Territory`	reference	yes	→ Territories
`PreviousOwner`	reference		→ Users
`PreviousTerritory`	reference		→ Territories
`LastRealignment`	reference		→ Realignments
`Website`	text
`Phone`	text
`BillingAddress`	text
`Country`	text	yes
`EmployeeCount`	number
`AnnualRevenue`	decimal		In the account currency
`Currency`	select	yes	USD, EUR, GBP, INR, SGD, AUD
`DefaultPriceBook`	reference		→ PriceBooks
`PaymentTerms`	select		Net 30, Net 45, Net 60, Net 90, Prepaid
`BillingFrequency`	select		Monthly, Quarterly, Annual, AnnualInAdvance, OneTime
`Status`	select	yes	Active, Inactive, DoNotContact
`CustomerSince`	date		Set on the first won opportunity
`LastActivityDate`	date		Rolled up from Activities
`LastOrderDate`	date		From the connected order system, where one is connected

AccountSitesPhysical locations of an account: headquarters, branches, plants and offices, each of which can have its own contacts and deliveries.line

Field	Type	Required	Details
`Account`	reference	yes	→ Accounts
`SiteName`	text	yes
`SiteType`	select	yes	Headquarters, Branch, Plant, Warehouse, Office
`Address`	text	yes
`City`	text	yes
`Country`	text	yes
`PrimaryContact`	reference		→ Contacts
`Active`	boolean	yes

AccountTeamMembersThe people on the selling side who work an account together, with the access each one gets.line

Field	Type	Required	Details
`Account`	reference	yes	→ Accounts
`User`	reference	yes	→ Users
`TeamRole`	select	yes	AccountExecutive, SalesEngineer, CustomerSuccess, ExecutiveSponsor, SalesDevelopment
`AccessLevel`	select	yes	ReadOnly, Edit
`AddedDate`	date	yes

AccountPlansThe yearly plan for a strategic or key account: objectives, whitespace, the relationship map and a review date.transaction

Field	Type	Required	Details
`AccountPlanNumber`	text	yes
`Account`	reference	yes	→ Accounts
`Owner`	reference	yes	→ Users
`FiscalYear`	text	yes	e.g. FY2027
`Status`	select	yes	Draft, Submitted, Approved, Active, Closed
`Objectives`	longtext	yes
`Whitespace`	longtext		Products not yet sold into this account
`RelationshipMap`	longtext		Who knows whom on both sides
`TargetRevenue`	decimal
`ReviewDate`	date	yes
`ApprovedBy`	reference		→ Users
`ApprovedDate`	date

ContactsPeople at accounts, with their job, reporting line, consent to be contacted and current status.master

Field	Type	Required	Details
`FirstName`	text	yes
`LastName`	text	yes
`Account`	reference	yes	→ Accounts
`Site`	reference		→ AccountSites
`JobTitle`	text
`Department`	select		Executive, Finance, Operations, IT, Procurement, Sales, Marketing, Legal, Other
`Seniority`	select		CLevel, VP, Director, Manager, Individual
`Email`	text	yes
`Phone`	text
`Mobile`	text
`ReportsTo`	reference		→ Contacts (same account; self-reference and reporting cycles are rejected)
`Owner`	reference	yes	→ Users
`EmailOptIn`	boolean	yes
`ConsentSource`	select		WebForm, Event, VerbalConfirmed, ContractClause, LegitimateInterest
`ConsentDate`	date
`Status`	select	yes	Active, LeftCompany, Bounced, DoNotContact
`LastActivityDate`	date		Rolled up from Activities
`LinkedInUrl`	text

UsersEveryone on the selling side who logs in: reps, managers, deal desk, customer success, operations and executives.master

Field	Type	Required	Details
`FullName`	text	yes
`Email`	text	yes
`Role`	select	yes	SalesDevelopmentRep, AccountExecutive, SalesManager, DealDesk, CustomerSuccessManager, SalesOperations, Executive, Admin
`Manager`	reference		→ Users
`Territory`	reference		→ Territories
`DiscountAuthorityPercent`	number		The largest discount the user may give without approval; required for reps and managers
`DelegateTo`	reference		→ Users
`DelegateUntil`	date		Approvals route to DelegateTo until this date
`Active`	boolean	yes

TerritoriesThe regions, segments and named-account patches that decide who owns which account and lead.master

Field	Type	Required	Details
`TerritoryName`	text	yes
`TerritoryCode`	text	yes
`Region`	select	yes	NorthAmerica, LatinAmerica, Europe, MiddleEastAfrica, AsiaPacific, Global
`Segment`	select		Enterprise, MidMarket, SMB, Named
`ParentTerritory`	reference		→ Territories
`Owner`	reference	yes	→ Users
`Active`	boolean	yes

TerritoryRulesThe matching rules that assign an account or lead to a territory, run in priority order. A rule is live between its effective dates, so a realignment's rules can be drafted ahead of the day they take over.line

Field	Type	Required	Details
`Territory`	reference	yes	→ Territories
`RuleType`	select	yes	Country, StateOrProvince, Postcode, Industry, EmployeeCountBand, NamedAccount
`Value`	text	yes	e.g. DE, 10001-10299, Manufacturing, 1000-4999
`Priority`	number	yes	Lower runs first
`EffectiveFrom`	date	yes
`EffectiveTo`	date		Empty while the rule is current
`Realignment`	reference		→ Realignments
`Active`	boolean	yes

ProductsWhat the company sells: platforms, modules, services, support and hardware, with the unit each is priced in.master

Field	Type	Required	Details
`ProductCode`	text	yes
`ProductName`	text	yes
`Family`	select	yes	Platform, Module, Service, Support, Hardware, Training
`UnitOfMeasure`	select	yes	Each, User, Seat, Month, Year, Hour, Day
`Recurring`	boolean	yes
`DefaultTermMonths`	number
`Description`	longtext
`Active`	boolean	yes

PriceBooksA price list in one currency for a period, of which one is the default. An account can name the book it is priced from.master

Field	Type	Required	Details
`PriceBookName`	text	yes
`Currency`	select	yes	USD, EUR, GBP, INR, SGD, AUD
`ValidFrom`	date	yes
`ValidTo`	date
`IsDefault`	boolean	yes
`Active`	boolean	yes

PriceBookEntriesThe list price, floor price and maximum discount of one product in one price book. These drive quote approval.line

Field	Type	Required	Details
`PriceBook`	reference	yes	→ PriceBooks
`Product`	reference	yes	→ Products
`ListPrice`	decimal	yes
`FloorPrice`	decimal	yes	Below this the deal desk must approve
`MaxDiscountPercent`	number	yes	Above this the deal desk must approve, whatever the rep's authority
`Active`	boolean	yes

PipelineStagesThe ordered stages of the sales process, each with a default probability, a forecast category and the exit criteria a deal must meet to leave it. The stage set carries a closed-won and a closed-lost stage.master

Field	Type	Required	Details
`StageName`	text	yes
`StageOrder`	number	yes
`StageType`	select	yes	Open, ClosedWon, ClosedLost
`Probability`	number	yes	0 to 100
`ForecastCategory`	select	yes	Pipeline, BestCase, Commit, Omitted, Closed
`ExitCriteria`	longtext	yes	What must be true before a deal moves on
`RequiresQuote`	boolean	yes
`Active`	boolean	yes

LeadSourcesWhere leads come from, grouped by channel so conversion can be compared.master

Field	Type	Required	Details
`SourceName`	text	yes
`Channel`	select	yes	Inbound, Outbound, Partner, Event, Referral, Marketing
`Active`	boolean	yes

CampaignsA marketing or sales campaign that leads and deals are attributed to, mirrored from the marketing platform where one is connected.master

Field	Type	Required	Details
`CampaignName`	text	yes
`Channel`	select	yes	Email, Webinar, Event, PaidSearch, PaidSocial, Content, Partner, Outbound
`StartDate`	date	yes
`EndDate`	date
`Owner`	reference		→ Users
`ExternalId`	text		The campaign's id in the marketing platform
`Active`	boolean	yes

CompetitorsThe companies deals are won against and lost to.master

Field	Type	Required
`CompetitorName`	text	yes
`Strengths`	longtext
`Weaknesses`	longtext
`Active`	boolean	yes

ExchangeRatesThe rates that convert deal, quota and forecast amounts between the six currencies. Corporate rates convert to the reporting currency; period rates fix the conversion for a fiscal period so a forecast does not move with the market.master

Field	Type	Required	Details
`FromCurrency`	select	yes	USD, EUR, GBP, INR, SGD, AUD
`ToCurrency`	select	yes	USD, EUR, GBP, INR, SGD, AUD
`Rate`	decimal	yes	Units of ToCurrency per one unit of FromCurrency
`RateType`	select	yes	Corporate, Period
`EffectiveFrom`	date	yes
`EffectiveTo`	date
`Active`	boolean	yes

ApprovalThresholdsThe amounts and approver levels the quote approval rules read, so a deal size threshold or a second-line approver is data rather than a rule in code.master

Field	Type	Required	Details
`ThresholdName`	text	yes
`Reason`	select	yes	DealSize, DiscountAboveAuthority, DiscountAboveEntryMaximum, BelowFloorPrice, NonStandardTerms, PaymentTerms, BillingFrequency
`Level`	number	yes	1 for the first approver, 2 for the approver above them
`ApproverRole`	select	yes	SalesManager, DealDesk
`Threshold`	decimal		Quote total at or above which the step is required; empty for reasons that do not depend on amount
`Currency`	select		USD, EUR, GBP, INR, SGD, AUD
`Active`	boolean	yes

LeadsAn unqualified expression of interest from a company and a person, worked by sales development until it is converted or disqualified.transaction

Field	Type	Required	Details
`LeadNumber`	text	yes
`CompanyName`	text	yes
`ContactName`	text	yes
`JobTitle`	text
`Email`	text	yes
`Phone`	text
`Country`	text	yes
`Industry`	select		Software, Manufacturing, Distribution, Services, Healthcare, Finance, PublicSector, Other
`EmployeeCount`	number
`Source`	reference	yes	→ LeadSources
`Campaign`	reference		→ Campaigns
`PartnerAccount`	reference		→ Accounts
`PartnerRole`	select		Sourced, Influenced, Reseller, Fulfilment
`Territory`	reference		→ Territories
`Owner`	reference		→ Users
`Status`	select	yes	New, Working, Qualified, Accepted, Converted, Disqualified, Recycled
`Score`	number
`Need`	longtext
`Budget`	select		Confirmed, Likely, Unknown, None
`Timing`	select		ThisQuarter, NextQuarter, ThisYear, Unknown
`DisqualifyReason`	select		NoBudget, NoNeed, WrongFit, Competitor, NoResponse, Duplicate
`CreatedDate`	date	yes
`FirstTouchDate`	date
`AcceptedBy`	reference		→ Users (assigned Account Executive; required when accepted)
`AcceptedDate`	datetime		Timestamp of Account Executive acceptance
`AcceptanceNotes`	longtext		Decision context or reason the lead was recycled
`ConvertedDate`	date
`MatchedAccount`	reference		→ Accounts
`ConvertedAccount`	reference		→ Accounts
`ConvertedContact`	reference		→ Contacts
`ConvertedOpportunity`	reference		→ Opportunities

OpportunitiesA deal at an account: what is being sold, for how much a year and in total, at which stage, closing when, with the next step and its date.transaction

Field	Type	Required	Details
`OpportunityNumber`	text	yes
`OpportunityName`	text	yes
`Account`	reference	yes	→ Accounts
`Owner`	reference	yes	→ Users
`Territory`	reference	yes	→ Territories
`Type`	select	yes	NewBusiness, Expansion, Renewal
`Stage`	reference	yes	→ PipelineStages
`Probability`	number	yes	Defaults from Stage, may be overridden with a reason
`ForecastCategory`	select	yes	Pipeline, BestCase, Commit, Omitted, Closed
`AnnualValue`	decimal	yes	Sum of line annual values, from OpportunityProducts or the primary Quote
`TotalValue`	decimal	yes	Sum of line totals for the full term, excluding tax; primary Quotes.NetTotal when quoted
`Amount`	decimal	yes	The value forecast: AnnualValue or TotalValue by the ForecastBasis of the owner's quota
`Currency`	select	yes	USD, EUR, GBP, INR, SGD, AUD
`CloseDate`	date	yes
`NextStep`	text	yes
`NextStepDate`	date	yes
`PrimaryContact`	reference		→ Contacts
`Source`	reference		→ LeadSources
`Campaign`	reference		→ Campaigns
`SourceLead`	reference		→ Leads
`PartnerAccount`	reference		→ Accounts
`PartnerRole`	select		Sourced, Influenced, Reseller, Fulfilment
`Competitor`	reference		→ Competitors
`RenewsContract`	reference		→ Contracts
`Status`	select	yes	Open, PendingClose, Won, Lost, Abandoned
`LossReason`	select		Price, Competitor, NoDecision, Timing, Feature, Relationship, Budget
`LossNotes`	longtext
`NegotiationApprovedBy`	reference		→ Users (assigned Sales Manager; cannot be the opportunity owner)
`NegotiationApprovedDate`	datetime		Approval of the current primary quote; cleared when that version changes
`NegotiationNotes`	longtext		Sales Manager's decision context
`ValidatedBy`	reference		→ Users
`ValidatedDate`	date		When the deal desk confirmed the close
`LastActivityDate`	date		Rolled up from Activities
`CreatedDate`	date	yes
`ClosedDate`	date

OpportunityContactsThe buying committee on a deal: each contact involved, the role they play and where they stand.line

Field	Type	Required	Details
`Opportunity`	reference	yes	→ Opportunities
`Contact`	reference	yes	→ Contacts
`BuyingRole`	select	yes	EconomicBuyer, Champion, TechnicalEvaluator, Influencer, EndUser, Procurement, Legal, Blocker
`Stance`	select	yes	Supportive, Neutral, Opposed, Unknown
`IsPrimary`	boolean	yes
`LastContacted`	date

OpportunityProductsWhat is being sold on the deal before a formal quote exists, with quantity, price and term.line

Field	Type	Required	Details
`Opportunity`	reference	yes	→ Opportunities
`Product`	reference	yes	→ Products
`Quantity`	number	yes
`UnitPrice`	decimal	yes
`DiscountPercent`	number
`TermMonths`	number
`LineTotal`	decimal	yes	Quantity × UnitPrice less discount, for the full term
`AnnualValue`	decimal	yes	For recurring products, the line's value per twelve months; one-time lines count in TotalValue only

StageHistoryEvery stage change on an opportunity, with who made it, when, and what the amount and close date were at the time. Rows are written by the system on a stage change and are not editable.line

Field	Type	Required	Details
`Opportunity`	reference	yes	→ Opportunities
`FromStage`	reference		→ PipelineStages
`ToStage`	reference	yes	→ PipelineStages
`ChangedBy`	reference	yes	→ Users
`ChangedDate`	datetime	yes
`DaysInPreviousStage`	number
`AmountAtChange`	decimal
`CloseDateAtChange`	date

QuotesA priced, versioned proposal to a named person at the account, with its approval state and validity.transaction

Field	Type	Required	Details
`QuoteNumber`	text	yes
`Opportunity`	reference	yes	→ Opportunities
`Account`	reference	yes	→ Accounts
`Recipient`	reference	yes	→ Contacts
`PriceBook`	reference	yes	→ PriceBooks
`Version`	number	yes
`IsPrimary`	boolean	yes	The version that sets the opportunity amount
`Status`	select	yes	Draft, Submitted, Approved, Rejected, Sent, Accepted, Declined, Expired, Superseded
`QuoteDate`	date	yes
`ValidUntil`	date	yes
`Currency`	select	yes	USD, EUR, GBP, INR, SGD, AUD
`Subtotal`	decimal	yes	List price of all lines for the full term
`DiscountPercent`	number	yes	Blended across lines
`DiscountAmount`	decimal	yes
`NetTotal`	decimal	yes	Subtotal less DiscountAmount, excluding tax; used for opportunity and contract total value
`TaxAmount`	decimal
`Total`	decimal	yes	NetTotal plus TaxAmount, for the full term; the amount shown to the customer
`AnnualValue`	decimal	yes	Sum of line annual values
`PaymentTerms`	select	yes	Net 30, Net 45, Net 60, Net 90, Prepaid
`BillingFrequency`	select	yes	Monthly, Quarterly, Annual, AnnualInAdvance, OneTime; defaulted from the account
`ScopeOfWork`	longtext		Scope wording the customer sees; does not trigger approval
`SpecialTerms`	longtext		Anything outside the standard terms; any content routes to the deal desk
`Owner`	reference	yes	→ Users
`ApprovalRequired`	boolean	yes	Set by the approval rules on submit
`SentDate`	date
`Document`	attachment		The PDF that went to the customer
`AcceptedDate`	date		Customer acceptance date; required for Accepted status
`AcceptanceDocument`	attachment		Signed order or other agreed acceptance evidence for the current quote version

QuoteLinesThe priced lines of a quote, each with list price, unit price, discount, term and annual value.line

Field	Type	Required	Details
`Quote`	reference	yes	→ Quotes
`Product`	reference	yes	→ Products
`Description`	text
`Quantity`	number	yes
`ListPrice`	decimal	yes	From PriceBookEntries
`UnitPrice`	decimal	yes
`DiscountPercent`	number	yes
`TermMonths`	number
`StartDate`	date
`LineTotal`	decimal	yes	Quantity × UnitPrice for the full term
`AnnualValue`	decimal	yes	For recurring products, the line's value per twelve months; one-time lines count in Total only

QuoteApprovalsEach approval step a quote needed, who was asked, who decided it, when and why.line

Field	Type	Required	Details
`Quote`	reference	yes	→ Quotes
`StepNumber`	number	yes
`Reason`	select	yes	DiscountAboveAuthority, DiscountAboveEntryMaximum, BelowFloorPrice, NonStandardTerms, DealSize, PaymentTerms, BillingFrequency
`Approver`	reference	yes	→ Users
`DecidedBy`	reference		→ Users
`Status`	select	yes	Pending, Approved, Rejected, Skipped
`RequestedDate`	datetime	yes
`DecidedDate`	datetime
`Comments`	longtext

ActivitiesEvery call, meeting, email, demo, task and note, tied to the account and, where it applies, the contact, opportunity or lead. An activity on a lead that is not yet an account carries the lead alone until conversion.transaction

Field	Type	Required	Details
`ActivityNumber`	text	yes
`Type`	select	yes	Call, Meeting, Email, Demo, Task, Note
`Subject`	text	yes
`Account`	reference		→ Accounts; required unless Lead identifies an unconverted lead
`Contact`	reference		→ Contacts
`Opportunity`	reference		→ Opportunities
`Lead`	reference		→ Leads
`Owner`	reference	yes	→ Users
`Direction`	select		Inbound, Outbound
`Status`	select	yes	Planned, Completed, Cancelled, NoShow
`DueDate`	date	yes
`StartTime`	datetime		For calls, meetings and demos
`EndTime`	datetime
`Outcome`	select		Connected, LeftMessage, NoAnswer, MeetingHeld, NextStepAgreed, NotInterested
`Notes`	longtext
`CompletedDate`	date
`EmailMessageId`	text		Set when the activity was synced from mail

ContractsThe signed agreement a won deal produces, with its term, notice deadline, renewal lead time and value. The end date is the renewal date.transaction

Field	Type	Required	Details
`ContractNumber`	text	yes
`Account`	reference	yes	→ Accounts
`SourceOpportunity`	reference	yes	→ Opportunities
`SourceQuote`	reference	yes	→ Quotes
`Owner`	reference	yes	→ Users
`Status`	select	yes	Draft, Signed, Active, InRenewal, Extended, Renewed, NotRenewed, Expired, Terminated
`StartDate`	date	yes
`EndDate`	date	yes	The renewal date: the day the next term starts
`TermMonths`	number	yes
`NoticePeriodDays`	number	yes
`NoticeDeadline`	date	yes	EndDate less NoticePeriodDays; the last day the customer can give notice
`RenewalLeadDays`	number	yes	Days before NoticeDeadline that the renewal opportunity is created
`AutoRenew`	boolean	yes
`ExtendedTo`	date		Set when the manager extends the contract on its old terms
`AnnualValue`	decimal	yes
`TotalValue`	decimal	yes
`Currency`	select	yes	USD, EUR, GBP, INR, SGD, AUD
`BillingFrequency`	select	yes	Monthly, Quarterly, Annual, AnnualInAdvance, OneTime
`RenewalOpportunity`	reference		→ Opportunities
`RenewalRisk`	select		Low, Medium, High, Unknown
`ChurnReason`	select		Price, Competitor, NoLongerNeeded, Budget, ChampionLeft, Product, Service, Acquired
`TerminationDate`	date		Only for a contract ended before its EndDate
`TerminationReason`	select		Convenience, Breach, Insolvency, Acquired, Other
`SignedDate`	date
`Document`	attachment

ContractLinesThe products under contract, with quantity, price, the dates each line runs and the deal and quote line it came from.line

Field	Type	Required	Details
`Contract`	reference	yes	→ Contracts
`Product`	reference	yes	→ Products
`Quantity`	number	yes
`UnitPrice`	decimal	yes
`AnnualValue`	decimal	yes
`StartDate`	date	yes
`EndDate`	date	yes
`SourceOpportunity`	reference	yes	→ Opportunities
`SourceQuoteLine`	reference		→ QuoteLines

QuotasThe target a user carries for a period, by type, published by the manager, with the value basis the forecast is measured on.transaction

Field	Type	Required	Details
`QuotaNumber`	text	yes
`User`	reference	yes	→ Users
`FiscalYear`	text	yes
`Period`	select	yes	Q1, Q2, Q3, Q4, FY
`PeriodStart`	date	yes
`PeriodEnd`	date	yes
`QuotaType`	select	yes	NewBusiness, Renewal, Total
`ForecastBasis`	select	yes	AnnualValue, TotalValue
`QuotaAmount`	decimal	yes	In the quota currency; deals in other currencies convert at the period rate
`Currency`	select	yes	USD, EUR, GBP, INR, SGD, AUD
`Status`	select	yes	Draft, Published, Closed
`SetBy`	reference	yes	→ Users

ForecastSubmissionsA rep's weekly forecast for the period: closed so far, commit, best case and pipeline, with the manager's review and adjustment. Closed is recorded separately; Commit, BestCase and Pipeline are cumulative open-deal categories.transaction

Field	Type	Required	Details
`ForecastNumber`	text	yes
`User`	reference	yes	→ Users
`FiscalYear`	text	yes
`Period`	select	yes	Q1, Q2, Q3, Q4
`PeriodStart`	date	yes
`PeriodEnd`	date	yes
`WeekEnding`	date	yes
`Currency`	select	yes	USD, EUR, GBP, INR, SGD, AUD; the quota currency
`Closed`	decimal	yes	Won so far in the period, converted at the period rate
`Commit`	decimal	yes	Deals in Commit, less any downward adjustment the rep makes with a comment
`BestCase`	decimal	yes	Commit plus the deals in BestCase
`Pipeline`	decimal	yes	BestCase plus the deals in Pipeline
`Quota`	reference		→ Quotas
`Status`	select	yes	Draft, Submitted, Reviewed, Locked
`SubmittedDate`	datetime
`RepComment`	longtext		Required when Commit is below the sum of Commit deals
`ManagerAdjustment`	decimal		Signed amount the manager applies to Commit
`ManagerComment`	longtext
`ReviewedBy`	reference		→ Users
`ReviewedDate`	datetime

ForecastSubmissionLinesThe deals behind a weekly submission as they stood that week: stage, category, amount, close date and probability per opportunity, so a slip is visible with the week it happened.line

Field	Type	Required	Details
`ForecastSubmission`	reference	yes	→ ForecastSubmissions
`Opportunity`	reference	yes	→ Opportunities
`Stage`	reference	yes	→ PipelineStages
`ForecastCategory`	select	yes	Pipeline, BestCase, Commit, Omitted, Closed
`Amount`	decimal	yes	In the deal currency; excludes tax
`Currency`	select	yes	USD, EUR, GBP, INR, SGD, AUD
`AppliedExchangeRate`	decimal	yes	Frozen rate into the parent submission currency; 1 when currencies match
`ForecastAmount`	decimal	yes	Amount × AppliedExchangeRate; retained when the rate table later changes
`CloseDate`	date	yes
`Probability`	number	yes
`NextStepDate`	date
`LastActivityDate`	date

RealignmentsA change to who owns which accounts, drafted with new rules and an effective date, modelled into moves, approved by the managers and applied in bulk on the day.transaction

Field	Type	Required	Details
`RealignmentNumber`	text	yes
`Status`	select	yes	Draft, Modelled, Approved, Applied, Cancelled
`EffectiveDate`	date	yes
`ProposedBy`	reference	yes	→ Users
`ApprovedBy`	reference		→ Users
`ApprovedDate`	date
`CreatedDate`	date	yes
`AppliedDate`	date
`Notes`	longtext

RealignmentMovesOne account's proposed move under a realignment: from and to territory and owner, the pipeline and contract value that moves with it, and whether a manager excepted it.line

Field	Type	Required	Details
`Realignment`	reference	yes	→ Realignments
`Account`	reference	yes	→ Accounts
`FromTerritory`	reference	yes	→ Territories
`ToTerritory`	reference	yes	→ Territories
`FromOwner`	reference	yes	→ Users
`ToOwner`	reference	yes	→ Users
`OpenPipeline`	decimal		Open opportunity amount on the account, in the reporting currency
`ContractValue`	decimal		Annual value of active contracts, in the reporting currency
`Status`	select	yes	Proposed, Approved, Excepted, Applied
`DecidedBy`	reference		→ Users
`Notes`	text		Why the move was excepted

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Modules

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Processes

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Industries

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Reference

B2B CRM

Data model

How the model is organised

Master data

Pipeline transactions

Post-sale

Forecast

Realignment

Keys and references

Migration order

Tables

Start now B2B CRM

B2B CRM

Modules

B2B CRM

Processes

B2B CRM

Industries

B2B CRM

Reference

Data model

How the model is organised

Master data

Pipeline transactions

Post-sale

Forecast

Realignment

Keys and references

Migration order

Tables

Start now B2B CRM

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