Bookshelf v8.0: Basic Information About the Customer and Pricing of the Current Line Item

This topic describes the data shown in the header area at the top of all Siebel DMW screens.

At the top of each screen, Siebel DMW displays header fields showing basic information about the current account and pricing of the current deal line item, including a price score.

Header field values are always calculated using the default or override period that was configured in Siebel Deal Management. For more information about Siebel DMW default settings, see Siebel Deal Management Administration Guide.

NOTE: The Siebel Bookshelf is available on Oracle Technology Network (OTN) and Oracle E-Delivery. It might also be installed locally on your intranet or on a network location.

NOTE: Header values are not affected when you choose alternate start and end dates in the Market Variability and Price Trend screens.

The information shown at the top of each Siebel DMW screen is described in Table 2.

Table 2. Siebel DMW Header Information
Field	Description
Product	The number of the product in the current deal line item for which Siebel DMW is providing sales and market data.
Account	The name of the customer of the current deal.
Segment Contribution Percent	The percentage of all sales of this product within the segment made by this customer during the default or override period. (The sum of the pocket margin of this product on Won deals for this customer divided by the sum of the pocket margin of this product for all Won deals for all customers in this segment.) The price administrator configures the default period.
Price Score	An absolute price score of the current price. This score is used to compare the deal with the relative pricing for the same product within the segment in the Price Score Percentile field, during the default or override period. Move the pointer over the Price Score label to see the default period set by the price administrator. The price score is a function of two weighted metrics: segment score and margin score. The weighting factors are set in Siebel Deal Management and have the same values by default: that is, they are split evenly. The calculation is as follows: Price Score = {SEGMENT_WF}[ 100(1 / ( 1 + (e-((SEG_RATIO-0.8)10) ))) ] + {MARGIN_WF}[ 2(-50+(100(1 / ( 1 + (e -(MARGIN_PCT*8) ))))) ] The segment score is the proximity of the current pocket price to the pocket price recommended by Siebel DMW. The segment ratio (the price divided by the recommended price) is weighted using a standard logistic function (the sigmoid curve), see Figure 1. This graph shows how the score is calculated from the segment ratio. As your price gets above the recommend price, the segment ratio increases and the score increases. As your price gets further below the recommended price, the segment ratio decreases and show does your score. The score will always be between zero and 100. A segment ratio of 1 (pocket price is equal to recommended price) yields a high score (around 90), and slowly improves above the recommended price up to (but not reaching) 100.
	The margin score is defined by the logistic curve, shown in Figure 2, based on the positive margin percent. The margin score becomes positive at a positive margin percent and reaches a good score of 90 and improves up to (but not reaching) 100.
Price Score Percentile	The percentage of all deals in this segment with price scores lower than the current item price. This field is color coded. Siebel DMW displays this field in the following colors: Red if the price score percentile falls in the bottom thirty three and one-third percentile Yellow if the price score percentile falls in the middle thirty three and one-third Green if the price score percentile falls in the top thirty three and one-third percentile
Recommended Price	The price that Siebel DMW recommends for this product in the customer's segment.
GL Min Price	The highest minimum constraining guideline invoice price defined for this product, which is set by the price administrator. A deal line item invoice price that is below this guideline price is given a red flag on the quote line item in Siebel Deal Management. (If no guideline price appears, then no minimum guideline price is set for this product.)
Ceiling Price	The price from which all discounting occurs. The ceiling price is the highest published price an organization formulates for its products. This price is the same price that appears in the far-left segment in the waterfall graph. For more information about the waterfall graph, see Viewing a Waterfall Graph. For more information about ceiling price, see Information in the Waterfall Graph.
Floor Price	The lowest pocket price that this product can have. This field appears only if Siebel DMW is configured to look for the floor price, and if a valid floor price exists for this product.

Figure 1 illustrates the how the price score is calculated from the segment ratio (segment average).

Current Pricing

The Current Pricing fields, described in Table 3, show the pricing of the most recent quote for this product, which the customer might be currently bound by.

Proposed Pricing

The Proposed Pricing fields, described in Table 4, are for the current deal pricing for the current line item.

Table 4. Proposed Pricing Fields
Field	Description
Mix%	The percentage of all line items on the deal represented by this product (the current deal's current line item quantity divided by the sum of all of the line item quantities for the current deal).
Qty	The quantity of the line item on the current deal.
Ceiling	The current starting price of the line item from which all discounting occurs.
Segment	The current price of the product for this segment, discounted from the ceiling price.
Req	The invoice price requested or under review for this product for the current deal.
PP	What the pocket price would be after applying any off invoice discounts to the requested price.

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