Sales - CRM Customer Overview

Description

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

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

Business Questions

This subject area can answer the following business questions:

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

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

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

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

• How is my Revenue distributed across Customer geographies?

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

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

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

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

Yes

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.