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### Creating a Custom Bonus-Sales Results Performance Measure

The following rules calculate based on transaction records in the Calculation Workbook. These records can be sales orders, policies, or any other data record. The Calculation Workbook data originates in Siebel Orders, is mapped into the Transaction Workbook, and then is exported into the Calculation Workbook before calculation begins.

NOTE:  Customers can also import legacy data into the Transaction Workbook using Siebel Enterprise Integration Manager. However, the scenario that follows assumes that the data is imported from Siebel Orders.

The Performance Measure 1 and 2 lists for the Bonus-Sales Results rule type are preconfigured with the following choices:

• % Discount. The percentage of discount given for line items on an order. To encourage smaller discounts, an organization might pay a bonus to an employee who submits an order with the least discount.
• % Margin. The percentage of margin earned on a product or service. Organizations may pay employees a bonus for having high margins on the products they sell.
• % Quota. The percentage achievement against a target number. Many plans compensate employees for achieving their quotas. For example, you might give sales representatives a quota target of closing \$1,000,000 of revenue for the year. If the representatives achieve the goal, they receive a bonus.
• Cumulative % Quota. Determined by an accumulation of revenue to date. The rate is determined by the total of deals to date rather than the amount of any one deal.
• Cumulative Revenue. Determined by an accumulation of revenue to date. The rate is determined by the total of the deals to date rather than the amount of any one deal.
• Revenue. The revenue amount generated by an order. For example, you pay a commission on order revenue.
• Units. The number of product units or service units sold. For example, you generate a bonus for selling a certain number of products during a quarter.

If you want to add a new performance measure to this list, you must configure the new measure using Siebel Tools. You must extend the data model and map data from Orders to the Transaction Workbook to the Calculation Workbook. The following procedures describes the steps to add a custom performance measure called Margin \$. Table 43 shows the five main steps of configuration and the applications where those steps are configured.

Table 43.  Custom Performance Measure Configuration Steps
Step
Application

1. Create data fields to track compensation data.

Siebel Tools

2. Define mappings between workbooks.

Siebel Tools

3. Create performance map in user properties.

Siebel Tools

4. Add performance measure to List of Values (LOV).

Siebel application

5. Select performance measure when creating rule.

Siebel Incentive Compensation

#### Creating Data Fields to Track Compensation Data

Configuring Bonus-Other Results requires some planning on how the data will be structured coming into Siebel Incentive Compensation. For example, your new performance measure Margin \$ will most likely be calculated and maintained on each order line item, as opposed to the total order level. If your compensation rule measures Margin \$ and payout for a specific product line, you will track Margin \$ at the line item level so that you know to which product it is attributed. Tracking data can occur at either the Transaction level or at the Transaction Line Item level.

When configuring a new performance measure, you must extend the data model to capture data in three places:

• Orders (or Order Line Items)
• Transaction Workbook (or Transaction Workbook Items)
• Calculation Workbook

The Calculation Workbook data is denormalized during export from each transaction or transaction line item, so transaction and transaction line item records from the Transaction Workbook are exported into the Calculation Workbook, without the need for Calculation Workbook line item records. You must decide if you will be configuring Orders or Order Line Items, and Transaction Workbook or Transaction Workbook Items. Most often, the data is tracked at the line-item level. In the configuration example Margin \$, you configure Order Line Items and Transaction Workbook Items.

To create data fields to track compensation data

1. Create a backup of your sample client .dbf and .srf.
2. Using Siebel Tools, create a new numeric extension column on each of the following tables:
1. S_ORDER" or "S_ORDER_ITEM (Orders or Order Line Items)
2. S_IC_TXN" or "S_IC_TXN_IT (Transaction Workbook or Transaction Workbook Items)
3. S_IC_CALC (Calculation Workbook)
3. In the Tools Object Explorer, select the Table type.
4. Query for one of the table names listed in Step 2.
5. Select Menu > Tools > Lock Project.

This locks the Newtable project.

6. Click the + sign next to Table. Select Column.
7. Right-click and add a New Record to the Columns applet. The record should have the following properties:
• Name = X_MARGIN_DOLLARS (the performance measure name)
• Type = Extension
• Nullable = True/Checked
• Physical Type = Number
• Length = 22
• Status = Active

If you are adding more than one performance measure, repeat Step 7 to extend the appropriate columns in each table before the next step.

Next, apply these table extensions to the database.

To apply table extension to the database

1. Click Apply in the Tables applet. Click OK to the message.
2. In the Apply Schema window that appears, verify the following values:
• Tables = Current Row
• Table Owner Password = SIEBEL (all capital letters)
• ODBC Data Source is correct.
• To check the ODBC data source, navigate to Start > Settings > Control Panel > Administrative Tools > Data Sources (ODBC).
• In the ODBC Data Source Administrator window, find and select the Data Source Name that corresponds with the ODBC Data Source field from the Apply Schema window in Siebel Tools.
• Click Configure in the Apply Schema window.
• In the ODBC Configuration for Adaptive Server Anywhere window, click the Database tab.
• Verify the Database file search string and target data source are correct. If they are incorrect, browse to find the correct sources. This is the database file you will be extending. The default value usually is your Siebel Tools data source (for example, D:\sea703\tools\local\sse_data.dbf), and you must change this to your client sample database (for example, D:\sea703\client\SAMPLE\1252\sse_samp.dbf).
• When you find the correct data source target, select it and click Open. Click OK twice to close the Control Panel.
• Click Apply in the Apply Schema window.
• After the change is applied, click Activate in the Tables applet, and then click OK.

Repeat this procedure for each of the remaining three data fields you are extending (for example, if you have completed the extension for S_ORDER_ITEM, extend S_IT_TXN_IT and then S_IC_CALC).

After you add the three new table fields to store data in Orders/Order Items, Transaction Workbook/Transaction Workbook Items, and Calculation Workbook, you must add the corresponding fields to the business components supported by each of these tables.

1. Map the new table columns to the following business components:
• Order Entry - Orders or Order Entry - Line Items
• Incentive Compensation Transaction Workbook or Incentive Compensation Transaction Workbook Item
• Incentive Compensation Calculation Workbook
2. In the Tools Object Explorer, click the Business Component type.
3. Query for one of the business component names listed in Step 1.
4. Click Menu > Tools > Lock Project.
5. Click the + sign next to Business Component, and then click Field.
6. Right-click, and add a New Record to the Fields applet with the following properties:
• Name = Margin \$ (or your performance measure name)
• Column = X_MARGIN_DOLLARS (whichever column you added to the table)
• Currency Code Field = Currency Code (or whichever currency code the other fields in the business component use

NOTE:  This field only contains a value if the performance measure being tracked is currency-based. Otherwise, leave the field blank.

• Exchange Date Field = Exchange Date (or whichever exchange date the other fields in the business component use

NOTE:  This field only contains a value if the performance measure being tracked is currency-based. Otherwise, leave the field blank.

• Text Length = 22
• Type = DTYPE_CURRENCY (If currency-based; if not, set at DTYPE_NUMBER)

Repeat Step 2 through Step 6 for each of the three relevant business components listed in Step 1.

NOTE:  If the new performance measure is the result of a calculated field between two other fields, create the calculated field only at the Order or Transaction Workbook business component, not at the Calculation Workbook business component. The calculation engine cannot read calculation fields in the Calculation Workbook. However, you can have a calculation field in the Order or Transaction Workbook business component, and then export the result to the Calculation Workbook.

You have just added three new business component fields to track data in Orders and Order Items, Transaction Workbook and Transaction Workbook Items, and Calculation Workbook. Now you must add fields to the corresponding applets, and expose them in the Web layout for each applet.

To expose new business component fields in the corresponding applets

1. Expose the following new business component fields in the following applets:
• Order Entry - Order List Applet (Sales) or Order Entry - Line Item List Applet (Sales)
• Incentive Compensation Transaction Workbook List Applet or Incentive Compensation Transaction Detail List Applet
• Incentive Compensation Calculation Workbook List Applet
2. In the Tools Object Explorer, click the Applet type.
3. Query for one of the applet names listed in Step 1.
4. Select Menu > Tools > Lock Project.
5. Click the + next to Applet.
6. Click the + next to List.
7. Select List Column.
8. Right-click and add a New Record to the List Columns applet.

The new record should have the following properties:

• Field = Margin \$ (or the name of your performance measure)
• Display Name = Margin \$
• HTML Type = Field
9. Select the Applet type in the Object Explorer window.
10. In the Applets view, right-click and choose Edit Web Layout.
11. Drag the new field name (Margin \$) from the Columns/Controls window into the web layout editor, and drop it into an empty field.
12. Select File > Save, and then File > Close.

Repeat Step 2 through Step 12 for each of the remaining two applicable applets listed in Step 1.

13. Compile your changes to the .srf and save a backup a copy of the new .srf.
14. Test the configuration by logging in as SADMIN and verifying that the new field is exposed in each of the three applets:
• Orders > All Sales Orders Across Organizations (look in the Sales Orders applet or the Line Item view tab)
• Compensation Tracking > Transaction Workbook (or drill down into a transaction to see line items)
• Compensation Tracking > Calculation Workbook

#### Defining Mappings Between Workbooks

Now that the data fields are ready to hold and show data in Orders, the Transaction Workbook, and the Calculation Workbook, you create the mappings that will actually move the data from Orders to Transaction Workbook to Calculation Workbook.

To create mappings

1. In the Tools Object Explorer, select the Business Component type.
2. Query for the Incentive Compensation Transaction Workbook business component.
3. Select Menu > Tools > Lock Project.
4. Click the + next to Business Component in the Object Explorer.
5. Select Business Component User Property.

Here you will see a series of user properties that map the import and export of data in and out of the Transaction Workbook. The four user property types you are concerned with are:

• Order Import Field X. Maps which field in the Order Entry - Orders business component is copied to the Incentive Compensation Transaction Workbook business component during the Order to Transaction Workbook import process.
• Order Import Item Field X. Maps which field in the Order Entry - Line Items business component is copied to the Incentive Compensation Transaction Workbook Items business component during the Order to Transaction Workbook import process.
• Calc Export Field X. Maps which field in the Incentive Compensation Transaction Workbook business component is copied to the Incentive Compensation Calculation Workbook business component during the Transaction Workbook to Calculation Workbook export process.
• Calc Export Item Field X. Maps which field in the Incentive Compensation Transaction Workbook Items business component is copied to the Incentive Compensation Calculation Workbook business component during the Transaction Workbook to Calculation Workbook export process.

For each one of these user properties, the Value field contains the actual mapping from business component to business component. You will add two new user properties for each performance measure you have configured. One user property will import data either from Orders into Transaction Workbook or from Order Line Items into Transaction Workbook Line Items. The second user property will export the data either from Transaction Workbook to Calculation Workbook, or from Transaction Workbook Items to Calculation Workbook.

6. For Order Import Field or Order Import Item Field user properties, find the highest number (for example, Order Import Item Field 12).
7. Right-click and add a New Record with the following:
• Name = Order Import Item Field 13 (or one more than whatever the highest number currently is)
• Value = "Margin \$", "Margin \$" (include quotation marks)

CAUTION:  The spelling and exact placement of comma and quotes in this value field are very important. It is recommended you copy and paste a value from an existing user property, and then change only the field names so you can maintain the proper format. If there are any errors, your data will not map.

8. For Calc Export Field or Calc Export Item Field user properties, find the highest number (for example, Calc Export Item Field 27).
9. Right-click and add a New Record with the following:
• Name = Calc Export Item Field 28 (or one more than whatever the highest number currently is)
• Value = "Margin \$", "Margin \$" (Include quotation marks, and check spelling and format.)

Repeat Step 6 through Step 9 for each performance measure you have created.

#### Creating a Performance Map in Calculation Workbook User Properties

Now you must create a performance map in the Calculation Workbook user properties. This mapping informs the calculation engine which field in the Incentive Compensation Calculation Workbook business component is used when the incentive component is measuring for a particular measure type during the calculation process.

To create a performance map

1. In the Tools Object Explorer, select the Business Component type.
2. Query for the Incentive Compensation Calculation Workbook business component.
3. Select Menu > Tools > Lock Project.
4. Click the + next to Business Component in the Object Explorer.
5. Select Business Component User Property. Here you will see a few user properties that map the existing performance measures for use in the calculation engine process.
6. Right-click and add a New Record with the following:
• Name = Performance Map: Margin \$
• Value = Margin \$

#### (Optional) Making a Performance Measure Available for Rate Calculation Formulas

If the compensation plan requires you to use the new performance measure within a rate calculation formula of a rate table, you have to make the new performance measure available to the Rate Calculation business component.

To make a performance measure available for rate calculation

1. In the Tools Object Explorer, click the Business Component type.
2. Query for the Incentive Compensation Rate Calculation business component.
3. Select Menu > Tools > Lock Project.
4. Click the + next to Business Component in the Object Explorer.
5. Click Field. Here you see the available values that you can use in a rate calculation. The naming convention is:
• CW.Margin \$. Rate calculation includes the Margin \$ field from the Calculation Workbook for a particular transaction or transaction line item.
• EW.Score. Rate calculation includes the Score field from the Employee Workbook.
• PM.Margin \$. Rate calculation includes the Margin \$ performance measure (noncumulative).
6. Right-click and add a new rate calculation field for your performance measure (For a Bonus-Sales Results, this will usually be a CW.X or PM.X format. Note there is no space before or after the "." in CW.Margin \$).
• Name = CW.Margin \$
• Type = DTYPE_CURRENCY (or whatever type the field is in the base tables)

You have now completed the Tools portion of this configuration.

#### Adding a Performance Measure to a List of Values

You must now expose the new performance measure in the List of Values within Siebel Incentive Compensation so you can use it in new compensation rules.

To add the new performance measure to Incentive Compensation

2. From the application-level menu, choose View > Site Map >Application Administration > List of Values.
3. In the List of Values list, query for IC_COMP_PM in the Type field.
4. Click New and create a new record with the following properties:
• Type = IC_COMP_PM
• Display Value = Margin \$ (or the name of your performance measure)
• Language Name = English-American (application specific)
• Language Independent Code = Margin \$ (automatically populates when you step off record)
• Active = check box selected (default)
• Translate = check box selected (optional)
5. Save the record.

Repeat Step 3 through Step 5 for each of the following types:

• IC_COMP_PM_ALL
• IC_COMP_PM_WITHOUT_QUOTA
• PERF_MEAS_WITHOUT_QUOTA
• EMP_PERF_MEAS
6. Select List of Values Explorer from the Show drop-down list.
7. Query for IC_COMP_TYPE in the List of Values-Type list applet to right.

NOTE:  This LOV type is called IC_COMP_TYPE in the list applet, but called INCENTIVE_COMPONENT_TYPE in the Explorer applet.

8. In the LOV Explorer applet, click the + sign to expand the INCENTIVE_COMPONENT_TYPE folder.
9. Click the + sign of the Values folder to expose the children in the list.
10. Click the + sign of the Bonus-Sales Results folder.
11. Click the + sign of the Child List of Values folder.
12. Go to the Child List of Values list applet to the right, choose New Record from menu and add:
• Type = IC_COMP_PM
• Name = Margin \$ (select from the list)
13. Select Save to save record.

Repeat Step 12 and Step 13 for any other LOV types that are already in this child, such as:

• IC_COMP_PM_WITHOUT_QUOTA
• IC_COMP_PM_ALL
14. Click Save to save the record. You must log out and log back in (or clear your cache) to see the changes.

You have now exposed the new performance measure in the Incentive Compensation application, and the compensation administrator can choose the new measure when creating a compensation rule.

NOTE:  To use the new performance measure in a % Quota measure, you also must add it to the IC_QUOTA_OBJ_PM LOV.

#### Selecting a Performance Measure When Creating a Rule

See Plan Design for information on setting up compensation plans and Incentive Compensation Calculations for information on calculation runs.

To select a performance measure in Incentive Compensation

1. From the application-level menu, choose View > Site Map > Incentive Compensation Administration > Rules.
2. Click New to create a new rule record.

Margin \$ should be available in the Performance Measure 1 drop-down field. If it is not, review Adding a Performance Measure to a List of Values.

3. After you create your rule, associate it with a compensation plan, and create a rate table.

It is recommended that you start with a text-based rule to test your performance measure, then test increasingly complex rules and rate table structures. For example, in the rate table, add only one record:

• Performance Measure 1 = Margin \$
• Low Value = 0
• High Value = (blank)
• Amount = \$99.00

In subsequent tests, you can increase the number of Margin \$ tiers, or test using [CW.Margin \$] in the rate calculation formula. For now, just make sure this simple rule works first.

4. Add a participant to the plan.
5. Create a calculation run in Incentive Compensation Tracking > Calculation Runs with a period that covers the status date of your order and run the Calculate command from the menu.
6. Navigate to the Calculation Workbook and query for your order number.

#### Creating an Aggregate Performance Measure

Use the following procedure to create an aggregate performance measure.

To create an aggregate performance measure

1. Specify a user property in the Incentive Compensation Transaction Workbook business component, with the name of the performance measure (for example, Performance Map: Revenue), and the business component field it is mapped to in the Transaction Workbook business component (for example, Total Amount).

The following values appear in the default Transaction Workbook business component user property:

Name = Performance Map: Revenue

Value = Total Amount

Name = Performance Map: Units

Value = Sum Quantity Requested

Both the Transaction Workbook and Transaction Workbook Item business components must include the Total Amount field and the Sum Quantity Requested field.

For example, if you want to create a new performance measure named XYZ, mapping to the field ABC in Transaction Workbook and Transaction Workbook Item. You need to add the following values:

Name = Performance Map: XYZ

Value = ABC

2. Designate the performance measure as either Revenue or Units.

If you create a new aggregate performance measure, you must specify whether it is an amount-based or quantity-based performance measure. Again, you do this by specifying a user property in the business component Incentive Compensation Transaction Workbook. For example, the following default user property is used by the calculation engine to select the correct values from achievement containers:

Name = PM Type Revenue

Value = Amount

If the performance measure is amount-based, then the calculation engine uses the value in the PM1 Revenue Credit field. If the performance measure is quantity-based, then the PM1 Unit Credit field value is used. The syntax is described as follows. For the new performance measure XYZ, a user property must be added in business component Incentive Compensation Transaction Workbook with the following values:

Name = PM Type XYZ

Value = Amount

or

Value = Quantity

#### Troubleshooting the Custom Performance Measure Process

The following sections may help you troubleshoot problems with custom performance measures.

• Problem #1. An error message appears during the calculation run. This is usually due to problems with Siebel Tools configuration. Read the error message to get information about the problem, and then review the Siebel Tools portion of your configuration. Common problems include:
• Field type in the CW table (should be NUMBER)
• Currency in business component is missing
• Performance map problem
• Rate calculation formula field is incorrect.
• Problem #2. The calculation run is successful, but the Compensation field contains no value. This usually occurs when there is a problem with the performance map, order, plan, plan participant, rule parameters, or rate table.

To troubleshoot the problem:

• Check the performance map.
• Try creating a new order, importing and exporting it, and running another calculation run.
• Verify the rule, plan and participant setups.

If the field still contains no value, review the configuration, plan, and rule setup.

• Problem #3. The calculation run is successful, but the Compensation field shows \$0. The performance measure is most likely mapped correctly (because it is calculating), but the rate table may have a problem.

To troubleshoot the problem, make sure the plan and the rule are set up correctly, and then try a simple calculation to determine if the process is working correctly.