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Blue Print SAP Analytics Project at Customer A

Business Blue Print SAP Analytics Project at Customer A

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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3.2 3.2.1 3.2.2 3.2.3 3.2.4 3.2.5 4

CUSTOMER MODEL ADAPTATION ........................................................................17 BUSINESS PROCESS ........................................................................................17 MODEL FLOOR PLAN AND PROCESS FLOW ........................................................18 TECHNICAL DETAILS.........................................................................................19 DESIGN TIME ....................................................................................................20 RUNTIME .........................................................................................................20

SUMMARY AND RECOMMENDATION..............................................................22

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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.

1.1.1 Sales Pipeline Analysis


Sales Manager Talking to his Sales Team BW side: Content is available, but adjustments are necessary: new queries should be created. CRM side: Status value is maintained for each opportunity items. Model side o o o Scale of pipeline should be phones instead of order volume. Show Actual vs. Planned figures. Additional filtering criteria for starting point (defined list of favorite accounts or sales office, etc) o Add new layer where it would be possible to view opportunity items: change request date and quantity using only one button. o Change slider from amount to number of phones.

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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1.1.2 Order and Lead Analysis of Channel Manager


BW side: Migration to Channel Management BI Content necessary CRM side: Change ways of maintaining channel partner data and creating opportunities for these partners. Business process would be affected here. Model side o o o o Need to define to which level of the product hierarchy the filter is referring to. Replace lead analysis by other analysis such as opportunities. Additional filter for selecting partners. Numbers of phone instead of sales volume.

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2 Model 1 - Sales Pipeline Analysis


2.1 Business Package SAP Analytics CRM Model
2.1.1 Model Description
This Composite Application Sales Pipeline Analysis provides an overview of the sales opportunities by phase and by month of expected closing date. At a glance, sales professionals can see which opportunities they need to get to the next phase in the sales cycle to stay on track. They can quickly focus on the most promising opportunities. With a single click, they are able to get a full briefing on the opportunity/customer and they can take appropriate action on the opportunity to speed it towards its closure.

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

2.1.2 Technical Details


Model Sales Pipeline Technical name CRM_SALES_PIPELINE InfoProvider 0CRM_OPPH Queries 0CRM_OPPH_Q5001 BAPIs BAPI_OPPORTUNITY_GETDETAILMUL BAPI_OPPORTUNITY_CHANGEMULTI

Analysis

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2.1.3 Model Runtime

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.

2.1.4 Model Design time

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2.2 Customer Model Adaptation


2.2.1 Business Process
xxx

2.2.2 Model Floor plan and Process Flow


The following picture shows the expected model. For the first step the focus will be on the data displayed in the first selection. Changes in the CRM Application, which would be provided by the three buttons on the bottom of the model, will be optional features and could be added if there is any time remaining at the end of the project.

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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.

2.2.3 Technical Details


Model Sales Pipeline Analysis Technical name ZCRM_SALES_PIPELINE InfoProvider ZOPENOPP Queries Z_VC_Q001 BAPIs TBD

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.

0CRM_NUMINT 0CRM_ITMGUI 0CRM_OBJ_ID 0CRM_OHGUID 0BPARTNER Z00_K09 Z00_K10

Rows Key Figures

Business Partner Overdue Opp. Qty Opp. Qty Next 30 Day

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2.2.3.2

CRM BAPI: Read Opportunity data with keys from BW (Z_CRMFMANALYT_GET01)

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

Short Text Globally Unique Identifier in 32-

GUID OBJECT_ID ZZPARTNER ORDERED_PROD ZZCOM_MOD DESCRIPTION ZZITEM_PROBA CURR_PHASE ZZLISTCODE

BBP_GUID_32 CRMT_OBJECT_ID CRMT_PARTNER_NO CRMT_ORDERED_PROD ZWRKST CRMT_PROCESS_DESCRIPTION ZCRMT_PROBABILITY CRMT_DESCRIPTION ZCRMT_REASON_4_REJECTION

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

ZZDEL_DATE_CUR QUANTITY DEL_WEEK

ZEEW000006 CRMT_SCHEDLIN_QUAN KWEEK

Req.Del. CRM Schedule Line Quantity Factory calendar: Week

2.2.3.3

CRM BAPI: Read Open Opportunity Item data (Z_CRMFMANALYT_SAVE01)

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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MESSAGE_V3 MESSAGE_V4 PARAMETER ROW FIELD SYSTEM

SYMSGV SYMSGV BAPI_PARAM BAPI_LINE BAPI_FLD BAPILOGSYS

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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2.2.5 Design time

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3 Model 2 Order and Lead Analysis of Channel Manager


3.1 Business Package SAP Analytics CRM Model
3.1.1 Model Description
This Composite Application Order and Lead Analysis of Channel Manager provides channel managers with a quick overview of the orders-to-stock from their channel partners. Channel managers can view the sales performance by product categories and also get further information on the best selling products within a selected product category. In addition the Composite Application provides channel managers with information on the lead performance of their channel partners.

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

3.1.2 Technical Details


Model Order and Lead Analysis of Channel Manager Technical name CRM_CHANNEL_MGR InfoProvider 0CSAL_C03 0MKTG_C01 Queries 0CSAL_C03_Q0010 0CSAL_C03_Q5010 0MKTG_C01_Q0102 BAPIs CRM_CHM_PDM_GET_DETAIL

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3.1.3 Model Runtime

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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3.1.4 Model Design Time

3.2 Customer Model Adaptation


3.2.1 Business Process
Customer A doesnt work with Leads. For this reason the chart Won and Lost Leads by Channel Partner (Last 3 Months) will be deleted from the model. Detailed data of the selected partner are also not required. A new BI report as well as an additional BAPI has to be specified to replace the deleted reports.

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3.2.2 Model Floor plan and Process Flow

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3.2.3 Technical Details


3.2.3.1 BI Query: Order Values by Channel Partner and Country (ZCSALTEST_V503)

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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3.2.4 Design time

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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4 Summary and Recommendation

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