SAP Analytics Blueprint Example

Version 1.0 Blue Print

SAP Analytics Project at Customer A

Business Blue Print

SAP Analytics

Project at Customer A

1 PROJECT SCOPE.................................................................................................3

1.1 MODELS ...............................................................................................................3 1.1.1 SALES PIPELINE ANALYSIS .................................................................................3 1.1.2 ORDER AND LEAD ANALYSIS OF CHANNEL MANAGER ..........................................4

2 MODEL 1 - SALES PIPELINE ANALYSIS ...........................................................5

2.1 BUSINESS PACKAGE SAP ANALYTICS CRM MODEL .............................................5 2.1.1 MODEL DESCRIPTION.........................................................................................5 2.1.2 TECHNICAL DETAILS...........................................................................................5 2.1.3 MODEL RUNTIME................................................................................................6 2.1.4 MODEL DESIGN TIME..........................................................................................7 2.2 CUSTOMER MODEL ADAPTATION ..........................................................................8 2.2.1 BUSINESS PROCESS ..........................................................................................8 2.2.2 MODEL FLOOR PLAN AND PROCESS FLOW ..........................................................8 2.2.3 TECHNICAL DETAILS...........................................................................................9 2.2.4 RUNTIME .........................................................................................................11 2.2.5 DESIGN TIME....................................................................................................13

3 MODEL 2 – ORDER AND LEAD ANALYSIS OF CHANNEL MANAGER .........14

3.1 BUSINESS PACKAGE SAP ANALYTICS CRM MODEL ...........................................14 3.1.1 MODEL DESCRIPTION.......................................................................................14 3.1.2 TECHNICAL DETAILS.........................................................................................14 3.1.3 MODEL RUNTIME..............................................................................................15 3.1.4 MODEL DESIGN TIME .......................................................................................17

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3.2 CUSTOMER MODEL ADAPTATION ........................................................................17 3.2.1 BUSINESS PROCESS ........................................................................................17 3.2.2 MODEL FLOOR PLAN AND PROCESS FLOW ........................................................18 3.2.3 TECHNICAL DETAILS.........................................................................................19 3.2.4 DESIGN TIME....................................................................................................20 3.2.5 RUNTIME .........................................................................................................20

4 SUMMARY AND RECOMMENDATION..............................................................22

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1 Project Scope The decision was to use two models out of the CRM Business Package of SAP Analytics and

one additional model including the requirements of the customer portal.

1.1 Models In the assessment with Customer A in Walldorf it was defined following models to be used (in

order of priority) and in addition the first adaptation steps planned.

1.1.1 Sales Pipeline Analysis

• Sales Manager Talking to his Sales Team

• BW side: Content is available, but adjustments are necessary: new queries should be

created.

• CRM side: Status value is maintained for each opportunity items.

• Model side

o Scale of pipeline should be phones instead of order volume.

o Show Actual vs. Planned figures.

o Additional filtering criteria for starting point (defined list of favorite accounts or

sales office, etc…)

o Add new layer where it would be possible to view opportunity items: change

request date and quantity using only one button.

o Change slider from amount to number of phones.

• Can act as starting point in first phase of the project. Later would consider having more

detailed analysis based on existing Customer A opportunity cockpit.

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1.1.2 Order and Lead Analysis of Channel Manager

• BW side: Migration to Channel Management BI Content necessary

• CRM side: Change ways of maintaining channel partner data and creating opportunities

for these partners. Business process would be affected here.

• Model side

o Need to define to which level of the product hierarchy the filter is referring to.

o Replace lead analysis by other analysis such as opportunities.

o Additional filter for selecting partners.

o Numbers of phone instead of sales volume.

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2 Model 1 - Sales Pipeline Analysis

2.1 Business Package SAP Analytics CRM Model

2.1.1 Model Description

This Composite Application Sales Pipeline Analysis provides an overview of the sales

opportunities by phase and by month of expected closing date. At a glance, sales

professionals can see which opportunities they need to get to the next phase in the sales

cycle to stay on track. They can quickly focus on the most promising opportunities. With a

single click, they are able to get a full briefing on the opportunity/customer and they can take

appropriate action on the opportunity to speed it towards its closure.

Remarks: A workflow could be implemented based upon a text update of the Opportunity

Doc so that the Sales Employee responsible is “Notified”. A basic lookup of existing texts of

an opportunity for a single text ID has been given as example. On a project the complexity of

different text types must be managed accordingly.

Interaction

• Closing data of an opportunity can be changed

• Add a note to the opportunity for Sales Employee Responsible KPIs

• Opportunity Revenue by Phase and Month of Closing Date

• Opportunity Expected Revenue with Opportunity Details

2.1.2 Technical Details Model Technical name InfoProvider Queries BAPIs

Sales Pipeline

Analysis

CRM_SALES_PIPELINE 0CRM_OPPH 0CRM_OPPH_Q5001 BAPI_OPPORTUNITY_GETDETAILMUL

BAPI_OPPORTUNITY_CHANGEMULTI

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2.1.3 Model Runtime

To add a note to an opportunity presses the button “Notify Sales Employee Responsible”.

With inserting the new note and pressing the button “Save change” the note of the selected

opportunity will added in the CRM System. Press the button “Open Opportunities for Selected

Month” to go back to the last screen.

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To change the closing date of the opportunity presses the button “Modify Closing Date”.

With inserting the new closing date and pressing the button “Save change” the closing date of

the selected opportunity will added in the CRM System. Press the button “Open Opportunities

for Selected Month” to go back to the last screen.

2.1.4 Model Design time

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2.2 Customer Model Adaptation

2.2.1 Business Process

xxx

2.2.2 Model Floor plan and Process Flow

The following picture shows the expected model. For the first step the focus will be on the

data displayed in the first selection. Changes in the CRM Application, which would be

provided by the three buttons on the bottom of the model, will be optional features and could

be added if there is any time remaining at the end of the project.

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The selection area provides the customer with the possibility to select a customer via value

help. Also the user can do a selection for the commercial model. After the selection BW and

press the button submit data will be shown in the chart “Open Opportunities”. The table

“Detailed Opportunity Information” represents data from the CRM system.


Sales Pipeline Analysis ZCRM_SALES_PIPELINE ZOPENOPP Z_VC_Q001 TBD

A new infocube (ZOPENOPP) was created to support the first model. It represents the data

that will be needed for showing the opportunities graph for a customer. There is a query

created on the cube (Z_VC_Q001) which has GUID ID (on header- and item-level) as free

characteristics, so that those can be passed as input to the GETLIST BAPI. Data are loaded

for this cube. For a better performance all selections should be done in BW. For this reason

we also need to add the data field Commercial Model to the query.

2.2.3.1 BW Query: Sales Pipeline Analysis (Z_VC_Q001)

In the moment the following characteristics and key figures are available in the query:

Free Characteristics Item No. Order Doc.

GUID of a CRM item

Transaction Number

GUID CRM OrderObj.

0CRM_NUMINT

0CRM_ITMGUI

0CRM_OBJ_ID

0CRM_OHGUID

Rows Business Partner 0BPARTNER

Key Figures Overdue Opp. Qty

Opp. Qty Next 30 Day

Z00_K09

Z00_K10

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2.2.3.2 CRM BAPI: Read Opportunity data with keys from BW

(Z_CRMFMANALYT_GET01)

To provide the table with the Detailed Opportunity Information a new BAPI was created by

Customer A (Z_CRMFMANALYT_GET01), containing the following fields:

Component Component type Short Text

GUID BBP_GUID_32

Globally Unique Identifier in 32-

Character Display

OBJECT_ID CRMT_OBJECT_ID Business Transaction Number

ZZPARTNER CRMT_PARTNER_NO Partner Number

ORDERED_PROD CRMT_ORDERED_PROD Product Name Entered

ZZCOM_MOD ZWRKST Commercial Model

DESCRIPTION CRMT_PROCESS_DESCRIPTION Transaction Description

ZZITEM_PROBA ZCRMT_PROBABILITY Chance of Success

CURR_PHASE CRMT_DESCRIPTION Description

ZZLISTCODE ZCRMT_REASON_4_REJECTION Reason for rejection

ZZDEL_DATE_CUR ZEEW000006

Generated Data Element Current

Req.Del.

QUANTITY CRMT_SCHEDLIN_QUAN CRM Schedule Line Quantity

DEL_WEEK KWEEK Factory calendar: Week

2.2.3.3 CRM BAPI: Read Open Opportunity Item data (Z_CRMFMANALYT_SAVE01)

To be able to change the probability via button a second BAPI was created by Customer A

(Z_CRMFMANALYT_SAVE01) with the following return parameters:

Component Component type Short Text

TYPE BAPI_MTYPE

Message type: S Success, E Error, W Warning, I Info,

A Abort

ID SYMSGID Messages, Message Class

NUMBER SYMSGNO Messages, Message Number

MESSAGE BAPI_MSG Message Text

LOG_NO BALOGNR Application log: log number

LOG_MSG_NO BALMNR Application log: Internal message serial number

MESSAGE_V1 SYMSGV Messages, message variables


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PARAMETER BAPI_PARAM Parameter Name

ROW BAPI_LINE Lines in parameter

FIELD BAPI_FLD Field in parameter

SYSTEM BAPILOGSYS Logical system from which message originates

2.2.4 Runtime

After the selection of one account in the “Sales Pipeline” table, the table “Opportunity Details”

shows detailed information of the selected account. The data in the “Sales Pipeline” table are

selected from BW, whereas the data from “Opportunity Details” result from CRM.

By pressing the button “Change Request Delivery Date” a new output form will come up.

The requested delivery date can be changed on this screen. After pressing the button “Save”

and “GoBack” the new requested delivery date will be shown in the opportunity details table.

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2.2.5 Design time

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3 Model 2 – Order and Lead Analysis of Channel Manager

3.1 Business Package SAP Analytics CRM Model

3.1.1 Model Description

This Composite Application Order and Lead Analysis of Channel Manager provides channel

managers with a quick overview of the orders-to-stock from their channel partners. Channel

managers can view the sales performance by product categories and also get further

information on the best selling products within a selected product category. In addition the

Composite Application provides channel managers with information on the lead performance

of their channel partners.

Remarks: In the model a Remote Function Module (BAPI) is used which returns Channel

Partner Type and Program as keys, not text. On a project basis this Remote Function Module

may be enhanced to return texts. The BAPI CRM_CHM_PDM_GET_CUSTOMIZING may

also be useful.

Interaction

• Clicking on a Channel in the Lead Analysis provides the channel partner details from

CRM. (The channel partner type could be Retailer, Wholesaler, etc. The Program

shows us what kind of channel partner it is. Maybe he is part of a gold program etc.)

KPIs

• Sales by Product Category and Channel Partner

• Sales by Product Category over Time

• Sales by Products for a Selected Product Category

• Leads Won and Lost by Channel Partner


Order and Lead Analysis of

Channel Manager

CRM_CHANNEL_MGR 0CSAL_C03

0MKTG_C01

0CSAL_C03_Q0010

0CSAL_C03_Q5010

0MKTG_C01_Q0102

CRM_CHM_PDM_GET_DETAIL

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3.1.3 Model Runtime

To selected one product category press the drop down box and selected the product

category. The charts “Orders to Stock [$] by Channel Manager (YTD)” and “Orders to Stock

[$] (Last 3 Months) will be shown the results of the selected product category.

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For the chart “Orders to stock [$] (Last Month)” it is possible to switched into a table view. The

table view shows “Orders to Stock by Product”.

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3.1.4 Model Design Time

3.2 Customer Model Adaptation

3.2.1 Business Process

Customer A doesn’t work with Leads. For this reason the chart “Won and Lost Leads by

Channel Partner (Last 3 Months)” will be deleted from the model. Detailed data of the

selected partner are also not required. A new BI report as well as an additional BAPI has to

be specified to replace the deleted reports.

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3.2.2 Model Floor plan and Process Flow

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3.2.3 Technical Details

3.2.3.1 BI Query: Order Values by Channel Partner and Country (ZCSALTEST_V503)

Free Characteristics

Rows 0CRM_SOLDTO Channel Partner

Restricted Key Figures Greece

Chile

China

France

3.2.3.2 BI Query: Channel Partner Order Values by Cal. Month and Country VC

(ZCSALTEST_V501)


Rows 0CALMONTH Calendar Year/Month

Key Figures Greece

Chile

China

France

3.2.3.3 BI Query: Channel Partner Sales by Product VC (ZCSALTEST_V502)


Rows Product

Key Figures Order to Stock

Order Quantity

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3.2.4 Design time

3.2.5 Runtime

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In the first step one prototype was created by using the BI Kit. The selection of country

doesn’t work. After the installation of service pack 14 the selection should be work. In January

the selection will be changed with the characteristic commercial model. Requirement for this

is the change of the InfoProvider. In the moment the InfoProvider don’t include the

characteristic commercial model.

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4 Summary and Recommendation

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SAP Analytics Blueprint Example

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