Monitoring annual business forecasts and setting realistic sales targets are tedious, complex and difficult processes in large multinational companies. Combining geographically distributed decision making with local, regional and global structures and complex portfolios which include customer-tailored solutions and services for different products is a huge challenge. With respect to our case study, at the beginning of each fiscal year, the local Account Commercial Area (ACA) builds the business forecast, maintaining a dialogue with customers according to the Sales Process (SP).