1 1.1
PROJECT SCOPE.................................................................................................3 MODELS ...............................................................................................................3 SALES PIPELINE ANALYSIS .................................................................................3 ORDER AND LEAD ANALYSIS OF CHANNEL MANAGER ..........................................4
1.1.1 1.1.2 2 2.1 2.1.1 2.1.2 2.1.3 2.1.4 2.2 2.2.1 2.2.2 2.2.3 2.2.4 2.2.5 3 3.1 3.1.1 3.1.2 3.1.3 3.1.4
MODEL 1 - SALES PIPELINE ANALYSIS ...........................................................5 BUSINESS PACKAGE SAP ANALYTICS CRM MODEL .............................................5 MODEL DESCRIPTION .........................................................................................5 TECHNICAL DETAILS...........................................................................................5 MODEL RUNTIME................................................................................................6 MODEL DESIGN TIME ..........................................................................................7 CUSTOMER MODEL ADAPTATION ..........................................................................8 BUSINESS PROCESS ..........................................................................................8 MODEL FLOOR PLAN AND PROCESS FLOW ..........................................................8 TECHNICAL DETAILS...........................................................................................9 RUNTIME .........................................................................................................11 DESIGN TIME ....................................................................................................13
MODEL 2 ORDER AND LEAD ANALYSIS OF CHANNEL MANAGER .........14 BUSINESS PACKAGE SAP ANALYTICS CRM MODEL ...........................................14 MODEL DESCRIPTION .......................................................................................14 TECHNICAL DETAILS.........................................................................................14 MODEL RUNTIME..............................................................................................15 MODEL DESIGN TIME .......................................................................................17
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CUSTOMER MODEL ADAPTATION ........................................................................17 BUSINESS PROCESS ........................................................................................17 MODEL FLOOR PLAN AND PROCESS FLOW ........................................................18 TECHNICAL DETAILS.........................................................................................19 DESIGN TIME ....................................................................................................20 RUNTIME .........................................................................................................20
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1 Project Scope
The decision was to use two models out of the CRM Business Package of SAP Analytics and one additional model including the requirements of the customer portal.
1.1 Models
In the assessment with Customer A in Walldorf it was defined following models to be used (in order of priority) and in addition the first adaptation steps planned.
Can act as starting point in first phase of the project. Later would consider having more detailed analysis based on existing Customer A opportunity cockpit.
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Remarks: A workflow could be implemented based upon a text update of the Opportunity Doc so that the Sales Employee responsible is Notified. A basic lookup of existing texts of an opportunity for a single text ID has been given as example. On a project the complexity of different text types must be managed accordingly.
Interaction KPIs Opportunity Revenue by Phase and Month of Closing Date Opportunity Expected Revenue with Opportunity Details Closing data of an opportunity can be changed Add a note to the opportunity for Sales Employee Responsible
Analysis
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To add a note to an opportunity presses the button Notify Sales Employee Responsible. With inserting the new note and pressing the button Save change the note of the selected opportunity will added in the CRM System. Press the button Open Opportunities for Selected Month to go back to the last screen.
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To change the closing date of the opportunity presses the button Modify Closing Date. With inserting the new closing date and pressing the button Save change the closing date of the selected opportunity will added in the CRM System. Press the button Open Opportunities for Selected Month to go back to the last screen.
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The selection area provides the customer with the possibility to select a customer via value help. Also the user can do a selection for the commercial model. After the selection BW and press the button submit data will be shown in the chart Open Opportunities. The table Detailed Opportunity Information represents data from the CRM system.
A new infocube (ZOPENOPP) was created to support the first model. It represents the data that will be needed for showing the opportunities graph for a customer. There is a query created on the cube (Z_VC_Q001) which has GUID ID (on header- and item-level) as free characteristics, so that those can be passed as input to the GETLIST BAPI. Data are loaded for this cube. For a better performance all selections should be done in BW. For this reason we also need to add the data field Commercial Model to the query. 2.2.3.1 BW Query: Sales Pipeline Analysis (Z_VC_Q001)
In the moment the following characteristics and key figures are available in the query:
Free Characteristics
Item No. Order Doc. GUID of a CRM item Transaction Number GUID CRM OrderObj.
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2.2.3.2
To provide the table with the Detailed Opportunity Information a new BAPI was created by Customer A (Z_CRMFMANALYT_GET01), containing the following fields:
Component
Component type
Character Display Business Transaction Number Partner Number Product Name Entered Commercial Model Transaction Description Chance of Success Description Reason for rejection Generated Data Element Current
2.2.3.3
To be able to change the probability via button a second BAPI was created by Customer A (Z_CRMFMANALYT_SAVE01) with the following return parameters:
Component Component type Short Text Message type: S Success, E Error, W Warning, I Info, TYPE ID NUMBER MESSAGE LOG_NO LOG_MSG_NO MESSAGE_V1 MESSAGE_V2 BAPI_MTYPE SYMSGID SYMSGNO BAPI_MSG BALOGNR BALMNR SYMSGV SYMSGV A Abort Messages, Message Class Messages, Message Number Message Text Application log: log number Application log: Internal message serial number Messages, message variables Messages, message variables
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Messages, message variables Messages, message variables Parameter Name Lines in parameter Field in parameter Logical system from which message originates
2.2.4 Runtime
After the selection of one account in the Sales Pipeline table, the table Opportunity Details shows detailed information of the selected account. The data in the Sales Pipeline table are selected from BW, whereas the data from Opportunity Details result from CRM. By pressing the button Change Request Delivery Date a new output form will come up. The requested delivery date can be changed on this screen. After pressing the button Save and GoBack the new requested delivery date will be shown in the opportunity details table.
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Remarks: In the model a Remote Function Module (BAPI) is used which returns Channel Partner Type and Program as keys, not text. On a project basis this Remote Function Module may be enhanced to return texts. The BAPI CRM_CHM_PDM_GET_CUSTOMIZING may also be useful. Interaction Clicking on a Channel in the Lead Analysis provides the channel partner details from CRM. (The channel partner type could be Retailer, Wholesaler, etc. The Program shows us what kind of channel partner it is. Maybe he is part of a gold program etc.) KPIs Sales by Product Category and Channel Partner Sales by Product Category over Time Sales by Products for a Selected Product Category Leads Won and Lost by Channel Partner
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To selected one product category press the drop down box and selected the product category. The charts Orders to Stock [$] by Channel Manager (YTD) and Orders to Stock [$] (Last 3 Months) will be shown the results of the selected product category.
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For the chart Orders to stock [$] (Last Month) it is possible to switched into a table view. The table view shows Orders to Stock by Product.
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Free Characteristics Rows Restricted Key Figures 0CRM_SOLDTO Channel Partner Greece Chile China France
3.2.3.2
BI Query: Channel Partner Order Values by Cal. Month and Country VC (ZCSALTEST_V501)
Free Characteristics Rows Key Figures 0CALMONTH Calendar Year/Month Greece Chile China France 3.2.3.3 BI Query: Channel Partner Sales by Product VC (ZCSALTEST_V502)
Free Characteristics Rows Key Figures Product Order to Stock Order Quantity
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3.2.5 Runtime
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In the first step one prototype was created by using the BI Kit. The selection of country doesnt work. After the installation of service pack 14 the selection should be work. In January the selection will be changed with the characteristic commercial model. Requirement for this is the change of the InfoProvider. In the moment the InfoProvider dont include the characteristic commercial model.
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