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Siebel Analytics Consumer Goods Business Scenario

This scenario is an example of a process flow performed by several employees in a consumer goods organization. Your organization may have a different process flow.

Vice President of Sales

The vice president of sales has access to sales data across all accounts, categories, and products. The vice president needs to understand the business at a high level, and to be able to drill down into details when necessary.

The vice president uses the weekly scorecard to track measures. The vice president also views the dashboards to understand business questions such as where business is originating from, the effectiveness of promotions by channel, the best- and worst-performing account plans, and the percentage of sales per category.

Key Account Manager

The key account manager is typically responsible for one or more accounts. The key account manager has access to the same types of information as the vice president of sales, but sees it only for the accounts that he or she manages.

This manager uses Siebel Analytics to understand performance at specific stores and individual performance toward objectives. The manager uses the weekly scorecard to track measures, and views dashboards that contain information about business questions. The dashboards show the manager's account plan performance, the products and product lines that are being promoted most effectively, the accuracy of the manager's promotional volumes forecasting, funding available for additional promotions, and other information.


 Siebel Analytics User Guide 
 Published: 18 April 2003