WW Opportunity Project

Project Preparation AS-IS BOBJ Opportunity Module

AS-IS BOBJ Opportunity Module

AS-IS BOBJ Opportunity Module

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DOCUMENT HISTORY Date

Mar13th, 2008 Mar14th, 2008

Author
Hariprasada Kurumunji Hariprasada Kurumunji

Version
0.1 0.2

Description
Document created. Review comments implemented.

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Table of Content
Table of Content.........................................................................................................................3 About this document..................................................................................................................4
Objective.............................................................................................................................................4 Audience.............................................................................................................................................4

Data Model...................................................................................................................................5 Data Flow.....................................................................................................................................6

Data Flow Diagram.............................................................................................................................6 Operational Source System...............................................................................................................6 Data Staging Area...............................................................................................................................7 Data Presentation Area......................................................................................................................7

Information Delivery...................................................................................................................9
Data Delivery.......................................................................................................................................9 Business Reports (KPIs)...................................................................................................................9
KPI 1 Stage Movement....................................................................................................................................10 KPI 2 Comparative Pipeline Analysis Year Over Year.....................................................................................10 KPI 3 License Pipeline Trending By Stage Week over Week..........................................................................11 KPI 4 Sales Dashboard Weighted Working Set VS Plan..............................................................................12 KPI 5 Sales Dashboard New Pipeline Creation (By Opps and By Value).....................................................12

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About this document

Objective
This document primary purpose is to provide details of the BOBJ Opportunity Module. The document includes Data Model, Data Flow and Information Delivery details of existing BOBJ Opportunity Module.

Audience
This document is a reference to every member of the WW Opportunity project team, including thirdparty consultants, developing, maintaining or sustaining objects related to the project.

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Data Model
The Data Model provides Logical and Physical representation of data structures existing in Presentation Area (EDW) database. The Opportunity Module Data structures in presentation area are modeled as dimensions and fact tables in a Star schema. The below diagram shows the screenshot of Opportunity Module star schema which is developed by using ERwin Data Modeling Tool.

Below attached ERwin Model file provides the clear picture of the star schema.

Opportunity Module Data Model.erwin

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Data Flow
The Data Flow explains about the movement of data from Operational Source System into various components of Data warehouse environment.

Data Flow Diagram

Operational Source System

These are operational system of records that captures the transaction of the business. The source system is outside the Data warehouse environment and contains the information about the sales activities related to the opportunities to sell the business intelligence products and services to customers. HZN Legacy source system and not active system now. The HZN contains information about the NA opportunities. No opportunities are coming from this source system as of now.
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SFAX - Legacy source system and not active system now. The SFAX contains information about the EMEA opportunities. No opportunities are coming from this source system as of now. All the opportunities from EMEA are coming from SFDC after roll out of SFDC in EMEA. SFDC This is only the active source system which contains opportunities from World Wide. VSFA This source system contains Maintenance Renewal Opportunities. PSFT Global Services Consulting and Education Revenue information are extracted from this source system.

Data Staging Area

All the Opportunity Module required tables and data from various Operational Source Systems are extracted into the Staging Area (schema EDW_STAGE) by using Data Integrator ETL Routines. The data is stored in the form of relational data structure in Staging Area. There is no data transformation performed and staging tables are just a copy of operational source systems. These staging area tables are daily refreshed and most of the tables are truncate and load. Only few SFDC tables are loaded with incremental data based on the LASTMODIFIEDDATE column. The staging area tables are primarily used as the source of data for opportunity module dimension and fact tables. The staging area doesnt provide any data access services. For each source system individual ETL routines are designed, developed and daily scheduled for extracting and refreshing the data staging tables.

Data Presentation Area

The Data from the staging area tables are transformed, cleaned and loaded into the data structure in presentation area (schema EDW) which is modeled as star schema dimension and fact tables. The Opportunities and related information from various tables in staging area are transformed and loaded into the dimension and fact tables by using Data Integrator ETL routines. These ETL routines are designed, developed and daily scheduled for loading the incremental data in dimension and fact tables from staging area tables. The Opportunity Module dimension and fact building ETL routines are developed and maintained separately. The Opportunity Module dimension and fact tables are optimized for analysis and made available for direct querying by business users, report writers and analytical applications. The Opportunity Module provides below information to business users to do the analysis on sales activities. All Opportunities and related information are tracked for changes in fact and dimension tables by maintaining the history.

Opportunity Revenue Information Sales Employee information who owns the Opportunity Opportunity Created By Sales Employee information Sales Contributors Sales Channel Maintenance Renewal Customer and Segment Information
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AS-IS BOBJ Opportunity Module

Sales Territories Hierarchical Information Sales Employee Role Information - Hierarchical Information
Opportunity Stage and Forecast Information Global Services Consulting and Education Revenue Information.

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Information Delivery
This section of the document details about the presenting opportunity module data to business users to perform the analysis on sales activities and taking appropriate decisions. The primary users of the Opportunity Module will be business analysts within the WW sales information team, the regional sales ops teams and members of the IT BI team.

Data Delivery
The presentation area data is delivered to business users through Business objects reporting, analysis and dashboard tools. The data is accessible through a Universe which allows business users to create reports and dashboards by various data access tools like Infoview, Crystal Xcelsius etc.

Business Reports (KPIs)

Based on Opportunity Module data sales activities and pipeline information are tracked by using below KPIs. These KPIs mainly based on the historical data present in the Opportunity fact tables. These KPIs are nothing but Webi reports developed using Infoview Tool.

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KPI 1 Stage Movement This metric is aimed at showing the number of opportunities and the total sum of license pipeline moving from one stage or milestone to another, week to week, for the current quarter.

KPI 2 Comparative Pipeline Analysis Year Over Year This metric is aimed at showing the number of opportunities by Milestone and Forecast Category, value of pipeline by Milestone and Forecast Category, and number of opportunities+value of pipeline by deal size bracket on the present day vs a year ago.

Report: Number of Opportunities by milestone

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Report: Number of Opportunities by Forecast category

KPI 3 License Pipeline Trending By Stage Week over Week This set of metrics is aimed at showing the evolution of the pipeline, forecast, Working Set and Weighted Working Set week to week. We measure the pipeline for the next quarter. We measure forecast, WS and WWS for the current quarter.

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KPI 4 Sales Dashboard Weighted Working Set VS Plan This metric will provide insight into the evolution of the weighted working set against the license plan. This will help managers assess the health of their forecast at a certain point in time during the quarter and identify the trend since the beginning of the quarter. Has it been increasing or decreasing? This will help them make a better judgment when they call their commit number to their manager and also better predict the future.

KPI 5 Sales Dashboard New Pipeline Creation (By Opps and By Value) This metric will provide insight into the creation of new pipeline by number of opportunities and Value and by different time periods: by week, month, quarter and year to date. This will help managers assess the amount of prospecting done by their reps in a certain period and how many new opportunities have been identified. Has it been increasing or decreasing? Are they hitting the targets we set for them? This will help them identify the level of prospect ion activity done by their reps at different moments through a quarter and use that to potentially find a reason for success or failure at the end of a quarter or in the next quarter (i.e. low pipeline generation early in the quarter would likely lead to poor revenue performance at the end of the Q)

Dashboard: New Pipeline Creation by Value

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Dashboard: New Pipeline Creation by Number of Opportunities

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