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The Pricing Campaign page creates a link between Sales, Pricing campaigns and Pricing opportunities.
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
When displaying more than one campaign
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
Data initialization
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.
Mapping of Key Dimensions
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 →
- 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’
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.
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).
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
GBU Region
Account manager reviewTeam Cluster
Sold-To
Product
Document Currency
Unit of Measurement
Annual Sales (€)
Last Price (€)
Capped Recommended Price (€)
Committed Price (€)
Last Invoiced Price (€/UoM)
CPC Status
Invoice vs. Commitment