Bookshelf Home | Contents | Index | PDF     

Siebel Deal Management Workbench User Guide > Assessing Deal Profitability >

Information in the Waterfall Table

This topic describes how to interpret the Waterfall pivot table in Siebel DMW. This pivot table lets you evaluate waterfall data for revisions of the deal by comparing versions side by side. The Waterfall table provides an additional way of examining the profitability of the proposed pricing deal, and identifying opportunities to adjust invoice and pocket prices. The Waterfall table also provides additional metrics, which are not included in the waterfall graph.

If price guidelines exist for a segment, the Waterfall table displays red, yellow, or green highlighting for each quote revision, indicating one of the following:

  • Red highlighting. The price violates a constraining guideline.
  • Yellow highlighting. The price violates a recommended guideline.
  • Green highlighting. The price is within all constraining and recommended guidelines.

Additional Information in the Waterfall Table

The fields described in Table 10 appear on the Waterfall Table.

Table 10. Waterfall Table Fields
Field
Description

Revision

The deal revision number.

Score

The price score. For details about price score, see Table 2.

 

Quantity

The quantity of the line item on the proposed deal.

Quantity Mix%

The percentage of the deal quantity represented by this line item.
Price Waterfall (per Unit, Total, and as a Percentage of the Ceiling Price)

This topic shows the price break point for each unit, the deal revenue for that line item, and the percentage of the ceiling price that is represented by that price.

Quote Metrics

The Quote Metric fields are described in Table 11.

Table 11. Quote Metrics Fields
Field
Description

Total Invoice Revenue

The total invoice revenue for all line items on the deal (the sum of the products of each line item and the quantity for all line items on the current deal).

Total Pocket Margin

The pocket revenue minus cost.

D/E Ratio

The discount effectiveness ratio (the gross revenue minus the pocket revenue, divided by the pocket revenue, minus the cost of this line item).

Product Yield

The total pocket revenue divided by the total gross revenue for this line item.

    
Siebel Deal Management Workbench User Guide Copyright © 2008, Oracle. All rights reserved.