Entity Hierarchy
The Entity Hierarchy section allows you to do the following:
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View the deal financial summary
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View the division financial summary
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View the product financial summary
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View the customer hierarchy
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View the assigned price lists of a person or account
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View the proposed price list assignments of a person or account
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View the enrolled products for an account
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View the proposed product enrollments for an account
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View the pricing and commitment details of a person or account
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View the division financial summary in the division currency
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View the product financial summary in the division currency
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View the revenue and cost in the division or account currency
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Symbol Legends - Indicates the symbols used to identify the current status of the deal level, division level, and product level financial summary. It also differentiates the existing, proposed and recommended pricing statistics. It contains the following symbols:
Symbol Name Symbol Description 
Indicates that the deal level, division level, or product level financial summary is within the limits defined for the user for approval. 
Indicates that the deal level, division level, or product level financial summary is not within the limits defined for the user for approval. 
Indicates the revenue, cost, and profit generated from the proposed price item pricing and price assignments. 
Indicates the revenue, cost, and profit generated from the recommended price item pricing and price assignments. 
Indicates the revenue, cost, and profit generated from the existing price item pricing and price assignments. 
Indicates whether the deal level, division level, or product level financial summary is approved or not. 
Indicates that the approval for deal level, division level, or product level financial summary is pending. -
Deal Financial Summary - Displays the financial summary at the deal level. It contains the following columns:
Column Name Column Description Approval Status Indicates the current approval status of the financial summary at the deal level. Revenue Displays the proposed, recommended, and original revenue generated from the price item pricing and price assignments at the deal level. Note: If division level approval is required, then the revenue includes the sum of revenues calculated at each division level.Cost Displays the proposed, recommended, and original cost calculated at the deal level. Note:The cost includes the total price item cost and the adhoc cost.
If division level approval is required, then the cost includes the sum of costs calculated at each division level.
Profit Displays the proposed, recommended, and original profit in deal currency generated from the price item pricing and price assignments at the deal level. It is calculated using the following formula: Profit = Revenue - Cost
Note: If division level approval is required, then the profit includes the sum of profits calculated at each division level.Profitability (%) Displays the proposed, recommended, and original profit created in percentage at the deal level from the price item pricing and price assignments. It is calculated using the following formula: Profitability % = ( Revenue - Cost)*100/ Revenue
Profit Variation (%) Displays the difference of profit in percentage generated from the original and the proposed price item pricing and commitments at the deal level. It is calculated using the following formula: Profit Variation (%) = (Proposed Profit - Original Profit)*100/ Original Profit
Note: The data in the Deal Financial Summary sections appears when the deal has reached the Simulated status. -
Division Financial Summary - Displays the financial summary at the division level. It contains the following columns:
Column Name Column Description Division Indicates the division for which the financial summary is displayed. Approval Status Indicates the current approval status of the financial summary at the division level. Revenue Displays the proposed, recommended, and original revenue generated from the price item pricing and price assignments at the division level. Cost Displays the proposed, recommended, and original cost calculated at the division level. Note: The cost includes the total price item cost and the adhoc cost.Profit Displays the proposed, recommended, and original profit in deal currency generated from the price item pricing and price assignments at the division level. It is calculated using the following formula: Profit = Revenue - Cost
Profitability (%) Displays the proposed, recommended, and original profit generated in percentage at the division level from the price item pricing and price assignments. It is calculated using the following formula: Profitability % = ( Revenue - Cost)*100/ Revenue
Profit Variation (%) Displays the difference of profit in percentage generated from the original and the proposed price item pricing and commitments at the division level. It is calculated using the following formula: Profit Variation (%) = (Proposed Profit - Original Profit)*100/ Original Profit
Note:The Division Financial Summary sections appears in the Simulation Details zone when the Division Level Approval Required field is set to Yes in the Deal Type used for defining the deal.
The data in the Division Financial Summary sections appears when the deal has reached the Simulated status.
By default, the division financial summary is displayed in the deal currency. You can view the division financial summary in the division currency by clicking the toggle switch towards Division Currency available above the financial summary table.
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Product Financial Summary - Displays the financial summary at the product level. It contains the following columns:
Column Name Column Description Product Indicates the product whose financial summary is displayed. Division Indicates the division to which the product belongs. Approval Status Indicates the current approval status of the financial summary at the product level. Revenue Displays the proposed, recommended, and original revenue generated from the product. Cost Displays the proposed, recommended, and original cost calculated for the product. Note: The cost includes the total price item cost and the adhoc cost.Profit Displays the proposed, recommended, and original profit in deal currency generated from the price item pricing and price assignments at the product level. It is calculated using the following formula: Profit = Revenue - Cost
Profitability (%) Displays the proposed, recommended, and original profit generated in percentage from the price item pricing and price assignments at the product level . It is calculated using the following formula: Profitability % = ( Revenue - Cost)*100/ Revenue
Profit Variation (%) Displays the difference of profit in percentage generated from the original and the proposed price item pricing and commitments at the product level. It is calculated using the following formula: Profit Variation (%) = (Proposed Profit - Original Profit)*100/ Original Profit
Note:The Product Financial Summary sections appears in the Simulation Details zone when the Product Level Approval Required field is set to Yes in the Deal Type used for defining the deal.
The data in the Product Financial Summary sections appears when the deal has reached the Simulated status.
By default, the product financial summary is displayed in the deal currency. You can view the product financial summary in the division currency by clicking the toggle switch towards Division Currency available above the financial summary table.
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Customer Hierarchy - Indicates the main customer and its associated accounts as well as the child persons and its accounts that are associated with the main customer. It also enables you to do the following:
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View and edit the pricing and commitments at the person and account level
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View the revenue variation from the proposed and original pricing and commitments
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View the proposed price lists of a person or account
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Assign proposed price list to a person or account
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View the enrolled products of an account
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Enroll accounts for a product
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View the original price list of a person or account
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View the original enrolled products for an account
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View the proposed or the original revenue and cost generated at the person an account level.
The Customer Hierarchy section contains the following columns:
Column Name Column Description Person Name Indicates the main customer and its related persons and accounts. Division Indicates the division to which the main customer and it related persons and accounts are associated. Pricing and Commitments On clicking the Edit ( 
) icon in the Pricing and Commitments column corresponding to a person or account in the hierarchy, the Pricing and Commitments screen appears where you can
view and edit the pricing and commitments of the price items for the
respective person or account.Note: You cannot edit the pricing or commitments of the price items if the deal has reached the Finalized status.Status Indicates the approval status of the price item pricing and price assignments for the respective person or account. Revenue Variation (%) Displays the average revenue generated from a customer or account in percentage. It is calculated using the following formula: Revenue Variation (%) = (Proposed Revenue - Original Revenue)*100/Original Revenue.
Price List Assignment On clicking the Edit ( ) icon in the Price List Assignment column corresponding to a person or account in the hierarchy, the Price List Assignment screen appears where you can view
and assign proposed price list to the respective person or account.Note: You cannot assign proposed price list to the person or account if the deal has reached the Finalized status.Product Enrollment On clicking the Edit ( ) icon in the Product Enrollment column corresponding to the person or account in the hierarchy,
the Product Enrollment screen appears where
you can view or enroll the respective account or accounts of the customer
for a product. You can also view a list of recommended products for
which you want to enroll the account or accounts of the customer.
The recommended products appear in the Product Enrollment screen when you add products in the Recommended Products section while defining a deal.Note: You cannot enroll an account for a product if the deal has reached the Finalized status.Price Item Group Selection On clicking the Edit ( ) icon in the Price Item Group
Selection column corresponding to the main person in the
hierarchy, the Select Price Item Group screen
appears where you can select and/or deselect the price items and/or
hierarchy entities based on which you want to simulate the deal.Revenue Indicates the revenue generated by the corresponding person or account in the hierarchy through the proposed price item pricing and commitments. Cost Indicates the sum of the proposed costs from all accounts under the customer. Note: If the person is a parent customer, then the sum of the proposed costs of all the child customers is considered.Pricelist On clicking the View ( 
) icon in the Price List column corresponding to the person or account in the hierarchy,
the Price List Assignment screen appears where
you can view the original price list assigned to the respective person
or account.Product On clicking the Edit ( ) icon in the Product column corresponding to the person or account in the hierarchy,
the Product Enrollment screen appears where
you can view the products to which the account is already enrolled.Revenue Indicates the revenue generated by the corresponding person or account in the hierarchy through the original price item pricing and commitments. Cost Indicates the sum of the original costs from all accounts under the customer. Note: If the person is a parent customer, then the sum of the original costs of all the child customers is considered.Note: The system also considers the prospect persons and prospect accounts associated with the main customer along with the child and grandchild persons and their accounts in the customer hierarchy. -
In addition, the Simulation Details zone contains the following buttons:
| Button Name | Button Description |
|---|---|
| Deal Pricing and Commitments | Used to define the consolidated pricing and commitments for the customers or accounts in a deal. |
| Simulate Deal | Used to perform different types of simulation based on the pricing and commitments of the price item to determine the best price that can be offered to the clients as per their requirements. |
| Check Limits | Used to execute the price item ceil and floor validation
for an approver as per the limits set on the price item screen. Note:
The Check Limits is run only for the price items which are in the Pending for Approval or Error status after the Pricing Simulation is executed. The Check Limits button is activated when the Price Item Approval Required option is set to Yes in the Deal Type using which the deal is created. |
| Send Deal for Approval | Used to move the deal from the current role to the next role
of the next level in the approval hierarchy for approval. Note:
On clicking the Send Deal for Approval button, a To Do notification is created for the users of the next level to indicate that approval of the deal is required. A To Do is also created for the creator (i.e. the Relationship Manager) of the deal to indicate that the ownership of the deal has changed. This button is activated after Pricing Simulation is completed for the deal and if the Approve Deal option is set to Yes for the approver in the Approval Hierarchy of the Deal Approval Profile. |
| Approve Deal | Used to approve the deal. To approve a deal the following
conditions should be met:
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| Return to Submitter | Used to move the deal from the current role to the previous
role of the previous level in the approval hierarchy for approval.
It is also used to send the deal to the relationship manager for approval
if you have recommended a new pricing for the price item. Note:
On clicking the Return to Submitter button, a To Do notification is created for the users of the previous level to indicate that the deal is returned for approval. A To Do is also created for the creator (i.e. the Relationship Manager) of the deal to indicate that the ownership of the deal has changed. |
| Finalize Deal | Used to finalize the deal so that it is ready to be presented
to the customer for approval. Note: This button is activated when the
deal is in the Approved status.
Tip: You can also finalize a deal by clicking the Finalize (
 ) icon in the Finalize Deal column corresponding
to the deal in the Search Deal zone of the Deal Dashboard screen. |
| Accept Deal | Used to accept the deal in the system after receiving confirmation
of acceptance from the customer. Note: This button is activated only
when the deal is in the Finalized status.
Tip: You can also accept a deal by clicking the Accept (
 )
icon in the Accept Deal column corresponding
to the deal in the Search Deal zone of the Deal Dashboard screen. |
| Reject Deal | Used to reject the deal in the system after receiving confirmation
of rejection from the customer. Note: This button is activated only
when the deal is in the Finalized status.
Tip: You can also reject a deal by clicking the Reject (
 ) icon in the Reject Deal column corresponding to the deal in the Search Deal zone of the Deal Dashboard screen. |
| Create Deal Version | Used to create a deal version for the existing deal to optimize
the deal pricing process and to make better pricing decisions. Note: You can add a new deal version to a deal even if the version of any
deal version of a deal is in the Finalized status
and the status of the deal is Pending for Approval or Approved.
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| Discard Deal | Used to discard the deal. Note: You cannot discard a deal
if it has reached the Finalized status.
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| Print Deal | Used to extract relevant information about the deal in the pdf or excel format which is published either to the customer for receiving approvals or for internal reviews and validations. |
| Apply Back | Used to activate the proposed pricelist assignments, overridden pricing, and product enrollments for the existing customer or account in the system. |
| Previous | Used to view information about the previous status of the deal. |
Related Topics
| For more information on... | See... |
|---|---|
| Search Deal zone | Search Deal |
| Price List Assignment screen | Price List Assignment |
| Product Enrollment screen | Product Enrollment |
| Pricing and Commitments screen | Pricing and Commitments |
| Pricing and Commitments screen | Pricing and Commitments |
| How to view the customer hierarchy of a deal | Viewing the Entity Hierarchy of a Deal |
| How to view the existing price lists of a person or an account | Viewing the Assigned Price Lists of a Person or an Account |
| How to view the proposed price lists of a person or an account | Viewing the Proposed Price List Assignments of a Person or an Account |
| How to view the existing products enrolled for an account | Viewing the Enrolled Products of an Account |
| How to view the proposed products enrolled for an account | Viewing the Proposed Product Enrollments for an Account |
| How to view the pricing and commitment details of a prospect person | Viewing the Pricing and Commitment Details of a Person |
| How to view the pricing and commitment details of a prospect account | Viewing the Pricing and Commitment Details of an Account |
| How to view the division financial summary in the division currency | Viewing the Division Financial Summary in the Division Currency |
| How to view the product financial summary in the division currency | Viewing the Product Financial Summary in the Division Currency |
| How to view the revenue and cost in the division or account currency | Viewing the Revenue and Cost in the Division or Account Currency |
| How to simulate a deal | Simulating a Deal |
| How to submit a deal for approval | Submitting a Deal for an Approval |
| How to approve a deal | Approving a Deal |
| How to request the submitter to resubmit the deal for approval | Requesting the Submitter to Resubmit the Deal for Approval |
| How to finalize a deal | Finalizing a Deal |
| Hoe to discard a deal | Discarding a Deal |
| How to accept a deal | Accepting a Deal |
| How to reject a deal | Rejecting a Deal |
| How to extract a deal in the pdf or excel format | Extracting a Deal in the PDF or Excel Format |
| How to define a deal version | Defining a Deal Version |