Pricing Campaigns Tracking (SpP - Icare)

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The Pricing Campaign page creates a link between Sales, Pricing campaigns and Pricing opportunities.

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 and Pricing 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 created from the campaign has been sent for approval
Closed - Sales started = Sales have been generated from the quote created from the campaign
Closed - Sales abandoned = After negotiation, quote has been closed and sales won’t be generated from it
Quote expired = The quote created from the campaign has expired, as it has reached its validity date
A CPC is linked to a Quote only if the CPC Status is “Closed - Sales Started” or “Quote Expired”.
There is also a filter on
- Visibility <> "confidential"
- Migrated from old logic <> 1.

Definition of dimension and soures

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 the product code
GBU 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 from COPA when Sold-to x Product exists (BFC_Group_of_activ_Key)
Sales Rep	Taken from COPA when Sold-to x Product exists (Sales_Employee__Sold_to_) → Description
Group of Activity	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 in SF = empty → Market cluster = Not Assigned

Color code for sources: SAP/BW - SFDC - Qliksense internal mapping
GBU	taken from COPA when Sold-to x Product exists (BFC_GBU_Key); else put ‘SP’
Market Cluster	explained above → link to definition
GBU Region	explained above → link to definition
Account Manager Review	taken from iCARE (Account_Manager_Review_c)
Team Cluster	taken from iCARE (Team_Cluster_c)
Sold-To	taken from iCARE (name = iCARE Sold_To__c, code = Sold_To_Code__c)
Product	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)
Last Invoiced Price [DC/UoM]	explained above → link to definition
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 = xx
Potential Impact [€]	explained above → link to definition
Committed Impact [€]	explained above → link to definition
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 [€/UoM]	link to explanation above on how to retrieve DC → then converted from into € using FX rate of the campaign from iCARE
GBU	Taken from COPA when Sold-to x Product exists (BFC_GBU_Key); else put ‘SP’
Market Cluster	link to market cluster source
Region	Taken from sold-to (sold-to-country) if it is SpP; else take field Region_c from Pricing_Campaign_CPC__c table in iCARE
Product H4	Mapping from the product code from iCARE
Product Name	Mapping from the product code from iCARE
Group of Activity	Taken from Sales (COPA) if Sold-to x Product exists (BFC_Group_of_activ_Key)
GBU Customer Segment	taken from Sales (COPA) if Sold-to x Product exists (GBU_CUSTOMER_SEGMENTATION); Else mapping on Sold_To_Code__c from iCARE (table Account)
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
Sales Rep	taken from Sales (COPA) if Sold-to x Product exists (Sales_Employee__Sold_to_)

Summary Table

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

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

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

% of Total Potential Achieved [%]: Committed Impact [€] / Total Potential [€]
Budget revenue [€]: Annual Sales from iCARE
Scope reviewed [€] : Annual Sales excluding CPC lines with status “Not yet Reviewed”
Scope reviewed [%] : Annual Sales excluding CPC lines with status “Not Yet Reviewed” / total Annual Sales
Total potential [€]: (Capped Recommended Price - Last price) / FX Rate * Forecasted Volume

All data taken from iCARE

Committed impact [€]: ( Committed Price - Last Price ) / FX Rate * Forecasted Volume, excluding CPC lines with status “Not Yet Reviewed”, “Rejected”, and “Closed - Abandoned”

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

Average Price Increase [%]: (Sales considering new price - Last 12M Sales) / Last 12M Sales

Sales considering new price = calculated as the sum of below items:

If CPC Status of the CPC Line is “Not yet Reviewed”, “Rejected” or “Closed - Abandoned” : Last Price * Forecasted Volume
If other status: Committed Price * Forecasted Volume

Last 12M Sales: Last Price from iCARE * Forecasted Volume from iCARE

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:

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 taking only CPC lines with status “Not yet Reviewed”
Rejected [€M]: (Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume taking only CPC linse with status “Rejected”
Others not Committed [€M]: (Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume taking only CPC lines with status “Closed - Abandoned”
Deviation vs Reco [€M]: (Committed Price - Capped Recommended Price) / FX Rate * Forecasted Volume. Taking only CPC lines without status “Not yet Reviewed”, “Rejected”, and “Closed - Abandoned”
Total Committed [€M] : Total Potential - Not Yet Reviewed - Rejected - Others Not Committed - Deviation vs Reco
Execution Gap [€M]: (Last invoice Price in €/UoM - (Committed Price / FX Rate)) * Forecasted Volume

Where Last Invoice Price in €/UoM = Last Price in €/UoM of the quote linked to the CPC line, and is taken from Sales data (COPA) at the Sold-To x Product x Month level (Month = last month)
Only CPC lines with status ‘Closed - Sales Started’ and ‘Quote Expired’ are taken (CPC with a quote and a last price)
The last invoice has to be done between the quote valid from and valid to date of the quote [BUG - not currently the case]. Currently, the last invoice price displays the last invoice price, regardless of quote validity dates.

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 = (Recommended Price - Last Price)*Forecasted Volume
For the rest of CPCs → Value = (Committed Price - Last Price)*Forecasted Volume

It is possible to filter by key dimensions (GBU, Market Cluster, Region, Product H4, Product Name, Group of Activity, GBU Customer Segment, Sold-To Group, Sales Rep)

Detail by CPC table:

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

My data report

This feature provides the ability to deepdive in campaign dimensions by selecting “Campaign report” in MydataReport:

More information on the Campaign Report available here

Training Slides