Sales - CRM Customer Overview

Description

This subject area provides information on the Customers/Accounts created in the system and allows comprehensive customer analysis across the sales process including leads, pipeline revenues, sales cycles, win/loss, and activities as well as Account Rollup metrics.

The Contact and Employee dimension refers to the primary contact and employees only.

Business Questions

This subject area can answer the following business questions:

• For given set of Customers, what percentage of my revenue is exposed to competition?

• How actively (# of Activities) are the Sales reps engaged with customers?

• How is my Revenue distributed across Customer geographies?

• How is the Revenue spread for a given Customer hierarchy?

• How many Leads and Opportunities are Open for a given Customer in the Current quarter?

• Using Account Rollups, what is the total number of open opportunities for a given Account?

• What are my best performing product lines by customer geographies?

• What are my most active accounts? Who owns them and where are these located?

• What are the top ten accounts by revenue in the last quarter?

Job Roles

The following job roles secure access to this subject area:

• Channel Account Manager

• Channel Administrator

• Channel Operations Manager

• Channel Partner Manager

• Channel Partner Portal Administrator

• Channel Sales Director

• Channel Sales Manager

• Partner Administrator

• Partner Sales Manager

• Partner Sales Representative

• Sales Administrator

• Sales Manager

• Sales Representative

• Sales Restricted User

• Sales VP

Duty Roles

The following duty roles secure access to this subject area:

• Partner Channel Administrative Transaction Analysis Duty

• Partner Channel Transaction Analysis Duty

• Partner Org Transaction Analysis Duty

• Sales Administrative Transaction Analysis Duty

• Sales Executive Transaction Analysis Duty

• Sales Managerial Transaction Analysis Duty

• Sales Transaction Analysis Duty

Primary Navigation

Navigator > Sales > Account

Time Reporting

This subject area reports historical data.

Time dimension is linked to "Sales - CRM Customer Overview"."CRM Customers"."Customer"."Creation Date".

Transactional Grain

This subject area returns the data at multiple grains

a) Activity Facts: Provides information at the grain of Customer Activity

b) Lead Fact: Provides information at the grain of Customer Lead

c) Pipeline Detail Fact: Provides information at the grain of Customer - Opportunity Revenue line

d) Pipeline Fact: Provides information at the grain of Customer-Opportunity

e) Sales Account Fact: Provides information at the grain of Sales Account

f) Sales Cycle Fact: Provides information at the grain of Customer-Opportunity

g) Win Loss Fact: Provides information at the grain of Customer-Opportunity

Special Considerations

By default, the implicit fact table for this subject area is the Pipeline fact. This means that in the absence of any metric, a report would include only such customer and other data that are associated with opportunity transactions.

If you add the Fact from this subject area called # of sales accounts the query will return all sales accounts with every party status. To build a report to show only active sales accounts, an explicit filter needs to be added to the report to define Party Status = 'A' for active.

The Account Rollup metrics are available under the Customer -> Account Rollup folder. Any currency related metric amounts are always shown in Corporate currency.