Using Siebel Answers OnDemand: Pipeline Velocity Analysis

Overvie
w
This job aid provides step-by-step instructions for creating the
Pipeline Velocity report used to demonstrate triangulated
forecasting. Keep in mind that the report you create will reflect
the data in your application and will not look like the final report
shown in this document.

Preparatio
n
Make sure your role has the Create Custom Reports privilege.
Without this privilege, you will not see the Create New Analysis
button on the Reports Homepage.
You will need to create sales stages in your OnDemand
application and make sure that a sales stage has been identified
for all opportunities.
You may need to research your historical data if you have not been
using
OnDemand long enough to store any history. For this report, you
will
need to know the historical average number of days for
opportunities in each sales stage. If you do not have this
information, you can still create
the report, but without this data.
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Reports Homepage
Begin a new report by starting Siebel Answers OnDemand and
choosing a subject area.
1. Click the Reports tab to navigate to the Reports
Homepage.
2. Click the Create New Analysis button.
3. In the list of Real-time subject areas, click Opportunities.
Add
Columns
Add columns to your report based on business questions you are
trying to answer with this analysis.
1. Expand Opportunity, then click Sales Stage to add this
column to your report.

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Add Columns Continued

2. Collapse Opportunity and expand Opportunity Metrics.
3. Add three more columns:
• Revenue – not Revenue (000)
• Avg # of Days in Stage
• Avg # of Days in Stage (add two of this column)
Note: If you do not have historical data to include in this report,
you do not need to add the second Avg # of Days in Stage
column.

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Rename Column
Customize one of the columns by giving it a different name.
1. Click the Format Column button in the second Avg # of
Days in
Stage column. This opens the Column Properties window.
2. Click the Column Format tab.
3. Click the Custom Headings check box, then rename the
column heading: Hist Avg # of Days in Stage.

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Add
Filter
Create a filter for the report so that opportunities that have been
closed are not included in the analysis results.
1. Click the New Filter button on the Sales Stage column.
2. Select is not equal to or is not in from the Operator
drop-down list.
3. On the right side of the window, click the Search link to
display values for Sales Stage.
4. Click Closed/Won, then click Closed/Lost to add these
values to the filter.
5. Click OK.

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Add Historical Data

If you have collected historical data for average number of days in
sales stage, you will follow these steps to include the data in your
report. If you
do not have this data, you can delete this column from your report
and skip these steps.
This step uses a case statement to enter the data you collect.
This case statement uses sales stages from an example sales
methodology. You should replace these sales stages and the
numbers with your data.
1. Modify the following case statement to match
your data: case when Opportunity."Sales Stage" =
'Qualified Lead' then 18 when Opportunity."Sales Stage"
= 'Building Vision' then 16
when Opportunity."Sales Stage" = 'Short List' then 12
when Opportunity."Sales Stage" = 'Selected' then 15
when Opportunity."Sales Stage" = 'Negotiation' then 15 else 12
END
2. Click the Edit Formula button for the Hist Avg # of Days in
Stage column.
3. Paste the modified case statement in the space provided.
4. Click OK.
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Save Your Work

Save your work periodically.
1. Click the Save button.
2. Select the My Folder destination.
3. Enter a name and description for the report.
4. Click OK.

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Create a Line Bar Combo Chart

Display the report data in a chart that will show both average
number of days in stage and historical days in stage for each
opportunity.
1. Click Next to go to the Create Layout step.
2. Click Add View and select Chart.

3. Select Line Bar Combo from the Graph drop-down menu.

4. Select Sales Stage for the X-axis.
5. Select Avg # of Days in Stage for the Y-axis.
6. Select Hist Avg # of Days in Stage for the line.
7. Click the Redraw button to view the updated chart.

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Modify Chart Axes

To set the scale of the chart, modify the axis-scaling.
1. Click the Axis-scaling button.
2. Select Specify manually.
3. Click the check boxes for Minimum value and Maximum
value.
4. Enter a range from zero to a number that just exceeds the
maximum value (average days or historical average days)
in your data.
5. Select the Right axis scaling tab and enter the same
information. This will ensure that both the left and right axis
are using the same scale.

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Save the
Chart
1. Click OK to save the chart.

Final Line Bar Combo Chart

Your final line bar combo chart should like something like this:

Create a Pie Chart

Display revenue and sales stage data in a pie chart to show
how much revenue is currently forecasted for each sales stage.
1. Click Add View and select Chart.
2. Select Pie from the Graph drop-down list.

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Edit Pie Chart Properties

Modify some of the pie chart properties to customize the
display of information.
1. Click the General chart properties button.
2. Enter a custom title: Revenue Forecast by Sales Stage.
3. In the Show data labels drop-down list, select Always.
4. For size parameters, enter Width: 306, and Height: 252
(suggested).
5. Click OK.

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Edit Pie Chart Properties Continued

6. Click the Chart legend button.
7. Select Bottom from the Location drop-down list.
8. Click OK.

9. Set the chart metrics to display Sales Stage and Revenue.

10. Click Redraw to view your changes.
11. Click OK to save the chart.

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Rearrange Views
Each section of the analysis, the title, the table, and each of the
two
charts, are called views. Follow these steps to arrange the two
charts side by side, and remove the table.
1. Click the Delete View button for the Table view.
2. Click OK to the dialog box confirming the deletion.

3. Click the Move View Right button in the pie chart view to
move
the pie chart next to the line bar combo chart.

4. Click the Move View Right button in the Title view to

extend the
title across the top of both charts.
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Preview the Analysis

Preview your finished analysis to see how it will look to users.
1. Click the Preview Analysis button.
2. Identify any changes you might like to make, such as
resizing the pie chart to fit within a specific width.
3. Click the Close Window link in the top-right corner.
4. To resize the pie chart, click the Edit View button in the pie
chart view.

5. Click the General chart properties button to resize the

width of
the pie chart.
6. Click OK to save your changes.
7. Click Preview Analysis to view the modified width.

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Publish the Analysis

Save the final version of your analysis in the My Folder to
preserve your work, then save it in the public folder to make the
chart available for others to see.
1. Click Save and save the report in the My Folder location.
2. Click Yes to replace the existing file.
3. Click Finish. (This will allow you to save the report again,
and will then close the report builder window.)
4. Select the Company Wide Shared Folder.
5. Click OK.

6. Click Close Window in the top-right corner of the Getting

Started
window.
7. Refresh the Reports Homepage in OnDemand by clicking
another page, then returning to the Reports Homepage.

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