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

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

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

Sold-to code*Product code- Key CPC 2, this key is used to identify duplicates

Sum of multiple campaigns (no filters selected, each duplicate CPC has the following behavior):

  • Definition of “most recent”: the Start date of the campaign
  • Annual sales = the sales from the oldest campaign
  • Status: the status from the most recent campaign
  • Reason for rejection:  the one from the most recent campaign
  • last price (as initiated in the campaign) = the last price of the oldest of all the selected campaigns
  • Committed price = the committed price from all the most recent campaign
  • QLI/Quote name: the one from the most recent campaign

all CPC from a new campaign takes an updated last price:

  • Recommended price = the most recent from all the campaign
  • Invoiced price = the last invoice price of the most recent campaign (most recent QLI created from the most recent campaign)
  • Forecasted volume = the  most recent  volume
  • Fx Rate = the most recent Fx rate

all CPC in multiple campaigns has the same currency and UoM!

  • UoM/Currency/Document currency = the most recent UoM/Currency
  • Annual volume: the  most recent  volume
  • Account manager review: the one from the most recent campaign

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.



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 → 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)

Market Cluster →

  1. If Team cluster = Channel partners → Market cluster = Channels Partners & Digital Sales
  2. 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)
  3. If end-use is empty in SAP → Market cluster = Market cluster of End_Use_Mapping__mdt table using CPCs end-use in SF
  4. If CPCs End-use in SF = empty → Market cluster = CPCs Market Cluster in SF
  5. 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’

Summary Table 

  • % 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

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: % between Committed Impact [€] and Total Potential [€]


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.


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

Last 12M sales in scope [€] : Field Annual Sales from Pricing Campaign table

Scope reviewed [€] : We take the Annual Sales from Pricing Campaign except CPC lines with the status “Not yet Reviewed”

Scope reviewed [%] : % between the Annual Sales except CPC lines with status “Not Yet Reviewed” and the total Annual Sales

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

All fields are taken from the Pricing Campaign table.

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

Average Price Increase [%]: (Sales considering new price - Last 12M Sales) / Last 12M 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” or “Closed - Abandoned” : Last Price * Forecasted Volume
  • If other status: Committed Price * Forecasted Volume

Last 12M Sales: Last Price * Forecasted Volume.

Campaign Value Realization:

Waterfall with some indicators:

  • Total Identified: (Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume
  • Not yet Reviewed: (Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume but we take only CPC line with status “Not yet Reviewed”
  • Rejected: (Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume but we take only CPC line with status “Rejected”
  • Others not Committed: (Capped Recommended Price - Last Price) / FX Rate * Forecasted Volume but we take only CPC line with status “Closed - Abandoned”
  • Deviation vs Reco: (Committed Price - Capped Recommended Price) / FX Rate * Forecasted Volume. We take only CPC line without status “Not yet Reviewed”, “Rejected”, and “Closed - Abandoned” 
  • Total Committed : Sub total of previous indicators
  • Execution Gap: (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). 


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


We only take in this calculation CPC which are in CPC Status “Closed - Sales Started” and “Quote Expired” (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).

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

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 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 €.

Detail table 

Market Cluster

GBU Region

Account manager review
Team Cluster
Sold-To
Product

Document Currency
Unit of Measurement
Annual Sales (€)

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



Capped Recommended Price (€)
Committed Price (€)
Last Invoiced Price (€/UoM)
CPC Status
Invoice vs. Commitment

Training Slides


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