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Back to to Pricing Dashboard User Documentation - Main Page Page

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Table of Contents

Info

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Introduction

The intent of the Pricing Campaign page is to support tracking during the campaign review. This page creates a link between Sales, Pricing

campaigns

Campaigns and Pricing

opportunities.

Warning
A CPC is linked to a Quote only if the CPC Status is “Closed - Sales Started” or “Quote Expired”.

info

Opportunities.

All CPCs displayed in this page are part of the scope of an old or an ongoing campaign. The different statuses that these CPCs can have are:

Not yet reviewed =

CPC has not yet been reviewed by the Account manager in the Campaign review
Rejected =

Price recommendation has been rejected by the Account manager in the Campaign review
Committed =

Price recommendation has been committed by the Account manager in the Campaign review
Draft =

Quote created from the campaign is in draft
Sent for approval =

Quote

Quote created from the campaign has been sent for approval
Closed - Sales started =

Sales

Sales have been generated from the quote created from the campaign
Closed - Sales abandoned =

After

After negotiation, quote has been closed and sales won’t be generated from it
Quote expired =

The

The quote created from the campaign has expired, as it has reached its validity date

Warning

A CPC is linked to a Quote only if the CPC Status is “Closed - Sales Started” or “Quote Expired”.

There is

Are considered only:

Opportunities with the Status “Closed - Sales Started” and “Quote Expired”. There are

also a filter on

- Visibility <> " confidential "
- Migrated from old logic <> 1.

toc Key Dimensions

Infonote

icontitle	falseMapping

Definition of

dimensions and sources

All CPC dimensions are remapped based on latest historical transaction linked to the key Sold-to code x Product code

If not available, we use the dimension from the pricing campaign

Region →

Region

Taken from sold-to (sold-to-country) if it is SpP (other GBUs: Ship-to country) else take field Region_c from Pricing_Campaign_CPC__c table

Product H4

→

	From the product code
Product

→ From

Name	Mapping from the product code
GBU Customer Segment

→

	Field GBU_CUSTOMER_SEGMENTATION (if Sold-to x Product exists in COPA) else mapping on Sold_To_Code__c from Pricing Campaign (iCare table Account)
Sales Rep

→

	Taken from COPA when Sold-to x Product exists (Sales_Employee__Sold_to_) → Description
Group of Activity

→ Taken

Taken from COPA when Sold-to x Product exists (BFC_Group_of_activ_Key)

Market Cluster

If Team cluster = Channel partners → Market cluster = Channels Partners & Digital Sales
If Team cluster NOT Channel Partners → Market cluster = Market cluster of End_Use_Mapping__mdt table using SAP end-use of the sold-to X Product (COPA - past sales)
If end-use is empty in SAP → Market cluster = Market cluster of End_Use_Mapping__mdt table using CPCs end-use in SF
If CPCs End-use in SF = empty → Market cluster = CPCs Market Cluster in SF
If CPCs Market Cluster

→ T

in SF = empty → Market cluster = Not Assigned

Color code for sources: SAP/BW - SFDC - Qliksense internal mapping

GBU

Taken

aken

from COPA when Sold-to x Product exists

else take Market_Cluster__c from Pricing campaign table

Rule in Copa : If Team cluster of Sold-to = ‘Channel Partners & Digital Sales’ then Market Cluster = ‘Channel Partners & Digital Sales’ else we take the mapping of the End Use from table End_Use_Maping__mdt

GBU → taken from COPA when Sold-to x Product exists (BFC_GBU_Key); else put ‘SP’

Summary Table

(BFC_GBU_Key); else put ‘SP’
Account Manager Review	Taken from iCARE (Account_Manager_Review_c)
Team Cluster	Taken from iCARE (Team_Cluster_c)
Sold-To Code	Taken from iCARE (name = iCARE Sold_To__c, code = Sold_To_Code__c)
Product Code	Taken from iCARE (name = iCARE Product__c, code = Product_code__c)
Reference Campaign	Taken from iCARE (Pricing_Campaign__c)
Document Currency	Taken from iCARE (Document_Currency_c)
Unit of Measure	Taken from iCARE (Document_Currency_c)
Annual Sales [€]	Taken from iCARE (Annual_sales__c)
Annual Volumes [UoM]	Taken from iCARE (Annual_volume__c)
Forecasted Volume [UoM]	Taken from iCARE (Forecasted_annual_volume__c)
Capped Recommended Price [DC/UoM]	Taken from iCARE (Capped_Reco_price_Pricing_Currency__c)
Committed Price [DC/UoM]	Taken from iCARE (Committed_price__c)
CPC Status	Taken from iCARE (CPC_Status__c)
Invoice vs Commitment	Calculated dimension comparing Committed Price (iCARE) and Invoiced Price (P&L). The possible values are the following: No value = there is no invoiced price available, or it is not available for the specific quote date Above commitment = invoiced price is higher than committed price Equal commitment = both invoiced price and committed price are the same Below commitment = invoiced price is lower than committed price
Last Price [€/UoM]	Taken from iCARE in DC (Last_price__c) and converted using FX rate of the campaign from iCARE
Capped Recommended Price [€/UoM]	Taken from iCARE in DC (Capped_Reco_price_Pricing_Currency__c) and converted using FX rate of the campaign from iCARE
Committed Price [€/UoM]	Taken from iCARE in DC (Committed_price__c) and converted using FX rate of the campaign from iCARE
Last invoiced Price	Taken from COPA at Sold-to x Product x Month level (Month = last month) as the last price in €/UoM of the quote linked to the CPC line (when the quote exists and it takes into account the filters in Opportunity table) The Last Invoiced Price will be taken between the quote validity dates for CPC with status 'Closed-Sales Started' and 'Quote Expired' and it will vary depending on the status: Closed-Sales Started -> Last price (taken from realized sales) between validity dates of the quote Quote Expired -> Last invoiced price = AVG (Unit Price) of Month of “end date” of the quote If GBU Product Family = PVDC the last invoice price = last invoiced price as taken from COPA multiplied by a VKG conversion If there's a CPC that doesn't have a last price inside the quote validity period, then we take the last invoice price even if outside of quote validity dates
Quoted Price [€/UoM]	Taken as the lowest deviated price from iCARE from all brackets available for the Opportunity Line Item (Opportunity x Product combination) that links with the CPC Only calculated for status ‘Closed-Sales Started’ and ‘Quote Expired’
Sold-To Group	Taken as a manual mapping based on BFC_GBU_Key + Source_System_Key + Sold_to_party_Key from iCARE (if those fields are available); else Sold_to_party_Corporate_group__Name_ field is taken

Note

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Summary Table

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% of Scope Reviewed [%] : Annual Sales excluding CPC lines with status “Not Yet Reviewed” /

% of Scope Reviewed: % between the Annual Sales except CPC lines with status “Not Yet Reviewed” and

the total Annual Sales

Pricing Impact Committed [€] : ( Committed Price - Last Price ) / FX Rate * Forecasted Volume
Impact based on quoted price (€) = (Quoted price - last price)* forecasted volume
- Only for status “Closed- Sales started”, Quote expired

All fields are taken from the Pricing Campaign table. And filter out CPC line which are in status “Not yet Reviewed”, “Rejected”,

and

and “Closed - Abandoned”

% of Total Potential Achieved [%] :

% between

Committed Impact [€]

and

/ Total Potential [€]

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Market

Cluster: Based on the End Use field. If sales are identified on the End Use, the Market Cluster is coming from COPA data. If there is no sales, the Market Cluster is coming from the Pricing Campaign table.

Info
If Account.Team_Cluster__c = ‘Channel Partners' then Market Cluster = 'Channel Partners & Digital Sales’ Else Market Cluster = (Select Market_Cluster__c from End_Use_Maping__mdt) Join on Label as End_Use

Indicators : All indicators are calculated in € by Unit of measurement

cluster: Link to definition above
Budget revenue

Last 12M sales in scope

[€]:

Field

Annual Sales from

Pricing Campaign table

iCARE
Scope reviewed [€] :

We take the

Annual Sales

from Pricing Campaign except

excluding CPC lines with

the

status “ Not yet Reviewed ”
Scope reviewed [%] :

% between the

Annual Sales

except

excluding CPC lines with status “ Not Yet Reviewed ”

and the

/ total Annual Sales
Total

Potential

potential [€] : ( Capped Recommended Price - Last price ) / FX Rate * Forecasted Volume

All

fields are

data taken from

the Pricing Campaign table.

iCARE

Committed

Impact

impact [€] : ( Committed Price - Last Price ) / FX Rate * Forecasted Volume

All fields are taken from the Pricing Campaign table. And we filter on CPC line which are not in status “Not yet

, excluding CPC lines with status “Not Yet Reviewed”, “Rejected”

and

, and “Closed - Abandoned”

Committed Price = iCARE
Last Price = iCARE
Forecasted Volume = iCARE

Average Price Increase [%] : (Sales considering new price -

Last 12M

Baseline Sales) /

Last 12M

Baseline Sales

Sales considering new price

is

= calculated as the sum of below items:

If CPC Status of the CPC Line is

“Not yet Reviewed”

,

“Rejected”

“Rejected” or “Closed - Abandoned” : Last Price * Forecasted Volume
If other status: Committed Price * Forecasted Volume

Last 12M

To note: Not yet reviewed status excluded from the calculation

Baseline Sales: Last

Price

Price from iCARE * Forecasted Volume

.Total Identified

from iCARE

Note

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Campaign Value Realization

The waterfall is a visual way to show the potential value realization for the current campaign under review vs total potential, including execution gap on invoice:

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Waterfall with some indicators:

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Total Potential [€M]

: ( Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume
Not yet Reviewed [€M] : (Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume

but we take

taking only CPC

line

lines with status

“Not

“Not yet

Reviewed”

Reviewed”
Rejected [€M] : (Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume

but we take

taking only CPC

line

linse with status

“Rejected”

“Rejected”
Others not Committed [€M] : (Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume

but we take

taking only CPC

line

lines with status

“Closed

“Closed -

Abandoned”

Abandoned”
Deviation vs Reco [€M] : (Committed Price - Capped Recommended Price) / FX Rate * Forecasted Volume.

We take

Taking only CPC

line

lines without status

“Not

“Not yet

Reviewed”, “Rejected”, and “Closed - Abandoned”

Reviewed”, “Rejected”, and “Closed - Abandoned”
Total Committed

: Sub total of previous indicatorsWe only take in this calculation CPC which are in CPC Status “Closed - Sales Started” and “Quote Expired”

[€M] : Total Potential - Not Yet Reviewed - Rejected - Others Not Committed - Deviation vs Reco
Execution Gap on invoice [€M] : (Last invoice Price in €/UoM - (Committed Price / FX Rate)) * Forecasted Volume

Last invoice Price in €/UoM: last price in €/UoM of the quote linked to the CPC line (when the quote exists and it takes into account the filters in Opportunity table).

Note
The last invoice has to be done between the quote valid from and valid to date.

Only CPC lines with status ‘Closed - Sales Started’ and ‘Quote Expired’ are taken (CPC with a quote and a last price)

. Last invoice price is coming from Sales data (COPA). We take it at Sold-to x Product x Month level (Month = last month).

Execution Gap on quote [€M] : Execution gap on Quote=(Quoted price - committed price)forecasted volume. *Only for status “Closed- Sales started”, Quote expired
Total [€M]: Sum of all above indicators

Campaign Status

On this graph, we can deep dive on the details of the campaign status by looking at distribution of value or number of CPCs for different dimensions (committed, not committed and rejected).

Value is defined as:

For CPCs with status Rejected, Not Yet Reviewed and Closed-Abandoned → Value = (

If, GBU Product family = PVDC→ last invoice price = last invoiced price (as taken from copa query) *VKG Conversion

Total: Total of all previous indicators

All indicators are calculated in € by Unit of measurement.

Campaign Status

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Dimensions available: GBU, Market Cluster, Region, Product H4, Product, Group of Activity, GBU Segment, Sold-to Group, Sales Rep

Second Dimension is the CPC Status of the CPC line or Status of rejection depending on the

Indicators:

Value (EUR) :

If the CPC Status is “Not yet Reviewed”, “Rejected”, or “Closed - Abandoned”, then :

(Capped

Recommended Price - Last Price)

/ FX Rate

*Forecasted Volume
For

others status :

(Committed Price - Last Price) / FX Rate * Forecasted Volume

Value is in €.

Number of CPC: Number of CPC lines

Indicators:

Rejected - Value (EUR) : (Capped Recommended

the rest of CPCs → Value = (Committed Price - Last Price)

/ FX Rate

*Forecasted Volume

We take only CPC line with status “Rejected”

Number of CPC: Number of CPC lines with status “Rejected”

Value is in €.

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It is possible to filter by key dimensions :

GBU
Market Cluster
Region
Product H4
Product Name
Group of Activity
GBU Customer Segment

Detail table

Market Cluster

GBU Region

Account manager review
Team Cluster

Sold-To Group

Product

Document Currency
Unit of Measurement
Annual Sales (€)

Annual Volumes (UoM) Forecasted Volume (UoM)
Last Price (€)

Sales Rep

Detail by CPC table

The detailed CPC table allows to do deep-dive on CPC specific data:

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Versions Compared

Old Version 33

New Version Current

Key

Introduction

Definition of

dimensions and sources

Summary Table

Summary Table

Campaign Value Realization

Campaign Status

Campaign Status

Detail table

Detail by CPC table

Other Documentation

My data report

Training Slides