Siebel Deal Management Workbench User Guide > Analyzing the Current Market for a Line Item > About the Market Variability Analysis Graph >

Price and Volume Information for Deals in a Segment

For the segment deals of the specified status that fall within the period, the Market Variability Analysis graph shows their price and corresponding volume (quantity) relative to the current deal using the following graphics:

• Regression (solid green line). The regression line shows the average deal price for the product volume (quantity). Regression is also referred to as market regression.
• Variability (black points). Black dots represent deals where the price or quantity was lower than the current deal.
• Var pot impacted (red points). Each potentially affected customer deal is represented as a red dot on the upper-right quadrant of the graph. These are the deals where the customer was given a higher price for a higher quantity. Move the pointer over a red dot to view the name of the customer, and see the Potential Impacted Customers table below the graph for deal details.
• Revisions (purple triangles). Purple triangles represent a revision of the current deal.
• Intersection points (pink diamonds). Pink diamonds appear at the intersection of the current deal pricing and volume (blue dashed) lines with the solid green regression line.

  If the selected deal status is Won, these diamonds show the price Siebel DMW recommends be charged for the volume, and alternately, the suggested volume recommended that the customer should purchase to receive the proposed price.

• Current deal (intersection of dashed blue lines). The deal being considered for the current line item is represented by the intersection of the dashed blue vertical volume line and the dashed blue horizontal price line.

You can use the deal type and time period filters to get a different picture of the product pricing, such as for products in markets experiencing price volatility. Try changing the Start Date to shorten the period, such as the current quarter. Siebel DMW recalculates the analysis to compare the deal with more recent segment pricing, revealing more current price trend information. For details on viewing market variability analysis for a specific time period, see To view a market variability analysis graph for the current line item.

Pocket price in the market variability analysis can tell you if the off-invoice discounts (price protection, and so on) are in line with the prices for the segment. If the invoice price for a line item is lower than the segment average, but the number of pocket discounts are fewer than the segment average, the pocket price will be higher than average for the segment. In this case, you are concerned about the low-invoice price, you could suggest offering the comparable segment off-pocket discounts and raise the invoice price up to the market average.

The What-If Analysis feature lets you look at the scoring and metrics for prices closer to the segment regression line (more aligned with the recommended price at that quantity). For more information about the What-If Analysis feature, see Performing a What-If Analysis.

For a graphical representation of margin percent, invoice, pocket, and segment price trends for the product during this period or another period, view the Price Trend graph. The Price Trend graph can alert you to any downward pressure on the invoice price. This pressure would allow for a more favorable interpretation of a market variability analysis graph, which shows the current line item invoice price below the segment average price for an extended period. For more information about the Price Trend graph, see Viewing the Price Trend Graph.