Sales Analysis

SAP BW 7.0

September 2010

English

B73: CRM Sales Analysis

SAP AGDietmar-Hopp-Allee 1669190 WalldorfGermany

Building Block Configuration Guide

SAP Best Practices CRM Sales Analysis: Configuration Guide

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Content

1 Purpose......................................................................................................................... 5

2 Preparation.................................................................................................................... 5

2.1 Prerequisites.................................................................................................................5

3 Configuration.................................................................................................................6

3.1.1 Activating Business Content..........................................................................................6

3.1.1.1 Assigning Source System for Business Content Activation..............................6

3.1.1.2 Activating Business Content: DataStore Objects..............................................6

3.1.1.3 Activating Business Content: InfoCubes...........................................................7

3.1.1.4 Activating Business Content: MultiProvider......................................................8

3.1.1.5 Activating Business Content: Queries...............................................................9

3.1.1.6 Activating Business Content: Web Templates................................................10

3.1.1.7 Changing DataStore Object Settings..............................................................11

3.1.2 Creating new MultiProvider and Query........................................................................12

3.1.3 Changing Query Completed Activities and Creating new Query BP Opportunities by Territory....................................................................................................................... 16

3.1.4 Creating WebTemplates for User-Defined Queries.....................................................17

3.1.5 Loading Transaction Data (SAP BW)..........................................................................18



CRM Sales Analysis: Configuration Guide

1 PurposeThe CRM Saless Analysis building block describes all the required activities for the activation of the following InfoCubes and MultiProvider as well as the corresponding queries:

0CSAL_C01 - Activities

0CRM_C04 - Opportunities

0CSAL_C05 - Quotations for Sales Orders

0CSAL_C12 – Territory

0CSALMC02 - CRM Sales Funnel/Pipeline Cube

The data in these InfoCubes allows you to analyze different aspects of your sales cycle. If you do not cover all above mentioned areas in your CRM Sales Scenarios, you do not have to activate all of the InfoCubes.

2 Preparation

2.1 PrerequisitesBefore starting activities in this building block, you need to perform or check the following steps:

1. From the BW Connectivity building block the following activities have to be completed:

a. Local Settings SAP CRM: All activities have to be completed.

b. Local Settings SAP BW: All activities have to be completed.

c. Cross Connectivity Connecting SAP BW with SAP ERP, SAP CRM, SAP SRM: Connect your CRM system.

2. From the General Settings for BW Integration building block the following activities have to be completed:

a. In section General Settings in CRM: All activities have to be completed.

b. In section General BW Settings: All activities have to be completed.

3. From the Basic Configuration – CRM Analytics building block all activities have to be completed.



3 Configuration

3.1.1 Activating Business Content

3.1.1.1 Assigning Source System for Business Content Activation

Carry out the following steps in SAP BW.

UseWhen you activate Business Content, DataSources from source systems are assigned to InfoSources in BW. If you do not select a source system, all source systems are automatically assigned. If you have several source systems this may take a lot of time because transfer rules have to be activated for each DataSource from each source system. However an assignment of a DataSource to an InfoSource may not be necessary for all existing Source systems. Assign only the source systems you need to load data from for the Business Content Objects that you are going to activate. You can subsequently change the selection you made.

The assignment of source systems is only relevant for transfer rules, DataSources and InfoPackages. If there is more than one source system, only those objects assigned to the specified source system are collected for the transfer. Objects that have not been assigned to the specified source systems are ignored.

Procedure1. To assign the required source system for business content activation, choose

SAP BW Menu Modeling Data Warehousing Workbench: Business Content

Transaction Code RSORBCT

2. On the Data Warehousing Workbench: Business Content view from the menu choose Edit ® Source System Assignment.

3. On the Choose source system by default? dialog box, in the column Default assignment, select the CRM source system.

4. Choose Continue.

If you want to continue with the next activity, do not leave the transaction.

3.1.1.2 Activating Business Content: DataStore ObjectsCarry out the following steps in SAP BW.

Procedure1. To activate Business Content: DataStore Objects, choose:





2. On the Data Warehousing Workbench: Business Content screen:

a. At the top of the right frame, choose Grouping and select In Data Flow Before.

b. At the top of the right frame, choose Collection mode and select Collect Automatically.

c. In the left frame, select Object types.

d. In the middle frame, expand DataStore object and double-click Select Objects.

3. In the Input help for Metadata dialog box.

a. Select the following DataStore Objects:

0CRM_OPPH - CRM Opportunity Header

0CRM_OPPI - CRM Opportunity Item

0SAL_DS01 - ODS for Activities

b. Choose Transfer selections.

c. If the Remote Activation in the Source System… dialog box occurs, choose Yes and log on to the source system.

d. If a dialog box Exceeded runtime when collecting objects appears choose Continue.

4. At the top of the right frame, choose Install and select Install in Background.

5. In the Install business content in the Background dialog box, choose Yes.

6. In the Information dialog box choose Continue.


ResultYou have started a background job in order to activate the Business Content. Check the status of the background job using transaction SM37.

Make sure that the current job has finished successfully before you proceed on with the activation of further objects.

3.1.1.3 Activating Business Content: InfoCubesCarry out the following steps in SAP BW.

Procedure1. To activate Business Content InfoCubes choose:









d. In the middle frame, expand InfoCube and double-click Select Objects.

3. In the Input help for Metadata dialog box:

a. Select the following nfoCubes

0CRM_C04 – Opportunities

0CSAL_C01 - Activities

0CSAL_C05 - Quotations for Sales Orders

0CSAL_C12 - Territory


c. If the Remote Activation in the Source System… dialog box occurs, choose Yes and log on to the source system.


5. In the Install business content in the Background dialog box, choose Yes.

6. In the Information dialog box choose Continue.



Make sure that the current job has finished successfully before you proceed on with the activation of further objects.

3.1.1.4 Activating Business Content: MultiProviderCarry out the following steps in SAP BW.

Procedure1. To activate Business Content for InfoCubes, choose:





b. At the top of the right frame, choose Collection mode and select Collect automatically.


d. In the middle frame, expand MultiProvider and double-click Select Objects.



3. In the Input help for Metadata dialog box:

a. Select the MultiProvider CRM Sales Funnel/Pipeline Cube 0CSALMC02.


c. If a dialog box Exceeded runtime when collecting objects appears choose Continue.


5. On the Install business content in the Background dialog box choose Yes.

6. On the Information dialog box note the job number and choose Continue.

7. Choose Exit.



3.1.1.5 Activating Business Content: QueriesCarry out the following steps in SAP BW.

UseYou activate the required queries of the business content.

Procedure1. To activate Business Content: Queries, choose:



Then carry out the following steps:


a. At the top of the right frame, choose Grouping and select Only Necessary Objects.



d. In the middle frame, expand Query elements, expand Query and double-click Select Objects.

3. Select all the queries underneath the InfoCubes and MultioProvider you have activated in the previous section as well as underneath the DataStore Objects 0CRM_OPPH and 0CRM_OPPI.

a. Choose Transfer selections.

b. If a dialog box Exceeded runtime when collecting objects appears choose Continue.




5. On the Install Business Content in the Background dialog box choose Yes.

6. On the Prompt for transportable Workbench request dialog box, choose or create a request number and Enter.

7. In the Information dialog box choose Enter.

ResultYou have started a background job for activating the Queries. When the job finishes successfully, the selected queries are active. Check the status of the background job using transaction SM37.

3.1.1.6 Activating Business Content: Web TemplatesThis activity has to be carried out in the BW system.

1. To activate Business Content: Web Templates, choose:



Then carry out the following steps:


a. At the top of the right frame, choose Grouping and select Only Necessary Objects.



d. In the middle frame, expand Web Template (Format SAP BW 3.x) and double-click Select Objects.

3. Select all the Web Templates from the table below (and any further Web Templates you might want to activate).

a. Choose Transfer selections.

b. If a dialog box Exceeded runtime when collecting objects appears choose Continue.


5. On the Install Business Content in the Background dialog box choose Yes.

6. On the Prompt for transportable Workbench request dialog box, choose or create a request number and Enter.

7. In the Information dialog box choose Enter.

Web Templates to be activated:

Title Technical Name

Opportunity Pipeline Analysis 0TPLB_0CRM_C04_Q0020_2

Intensity of Customer Care (Top 10 Act. Partners)

0TPLB_0CSAL_C01_Q0019_1



Opportunity Funnel 0TPLB_CSALMC02_Q005_1

Sales Pipeline 0TPLB_0CSALMC02_Q010_1

All templates that start with 0TPL_BAP

0TPL_BAP*

If you have already activated the templates that start with 0TPL_BAP in another Building Block you do not have to activate them again.

To check which reports have been predefined in CRM, refer to the section Defining BW Reports in CRM in the BS4: Basic Configuration - CRM Analytics Configuration Guide. It describes hwo to check predefined reports as well as how to make BW reports available, which have not been defined yet.

ResultYou have started a background job for activating the Web Templates. When the job finishes successfully, the selected Web Templates are active. Check the status of the background job using transaction SM37.

3.1.1.7 Changing DataStore Object Settings

UseWhen you load transaction data, in some cases the data is first loaded into a DataStore Object. This section describes how to adapt the DataStore settings, so that data is automatically updated to the InfoCube during the loading process.

Procedure1. To acces the DataStore Object choose

SAP BW Menu Modeling Administrator Workbench: Modeling

Transaction Code RSA1

2. On the Administrator Workbench: Modeling view choose InfoProvider.

Carry out the steps below for the DataStore Objects you have activated before (refer to section Activating Business Content: DataStore Objects).

3. Choose a right mouse click on the DataStore Object. From the context menu choose Change.

4. On the Edit DataStore Object screen expand the node Settings and make sure that the following indicators are set:

Activate Data Automatically

Update Data Automatically

5. Activate the DataStore Object



3.1.2 Creating new MultiProvider and Query

UseThe purpose of this task is to copy the MultiProvider CRM Sales Funnel/Pipeline Cube and include the InfoCube 0SD_C03 – Sales Overview into the newly created MultiProvider. This will allow you to build a user-defined query, which you can use to analyze the following data:

Sales data from the ERP system

Quotations from the CRM system

Opportunities from the CRM system

PrerequisitesYou have installed the InfoCube 0SD_C03 as described in the SAA – Sales Analysis (ERP) Configuration Guide. If you have not installed the InfoCube 0SD_C03 yet, carry out the steps described in the SAA – Sales Analysis (ERP) Configuration Guide first and then return to this section of the guide.

(1) Creating MultiProvider

Procedure1. To access the MultiProvider you want to copy choose

SAP BW Menu Modeling Administrator Workbench: Modeling


2. On the Administrator Workbench: Modeling view choose InfoProvider.

3. Search for the MultiProvider CRM Sales Funnel/Pipeline Cube - 0CSALMC02. Choose a right mouse click on the MultiProvider and chose Copy…

4. In the Edit MultiProvider dialog box enter BP_Sales as technical name and BP Sales Pipeline as description in the MultiProv. fields.

5. Choose Create.

6. In the MultiProvider: Relevant InfoProviders dialog box on the InfoCubes tab page, mark the checkbox of the following InfoCubes and remove the checkboxes from all other Cubes:

Opportunities – 0CRM_C04

Quotations for Sales Orders - 0CSAL_C05

Sales Overview - 0SD_C03

7. Choose Continue.

8. On the Edit MultiProvider screen in section Involved InfoProviders expand the node of the InfoCube 0SD_C03. Expand the nodes Dimensions and Key Figures.

9. Drag an drop the dimensions and key figures into the folders of the right-hand screen area according to the table below:



Dimension/Key Figure path of InfoCube 0SD_C03

Folder in MultiProvider BP_Sales

Dimensions Docment Classification

Document category /Quotation/Order/Delivery/Invoice 0DOC_CLASS

Document Classification

Credit/debit posting (C/D) 0EB_CRED Document Classification

Dimensions Sales Area

Sales Organization Sales Organization

Key Figures

Number of Document Items Key Figures

Net value in statistics currency Key Figures

Quantity in base units of measure Key Figures

10. Choose Identify characteristics .

11. In the Identification of Participating Characteristics / Na. Attr. dialog box choose Create

Proposal for All InfoObjects .

12. Confirm the Information dialog box.

13. In the Identification of Participating Characteristics / Na. Attr. dialog box choose Continue.

14. Choose Select Key Figures .

15. In the Selection of Key Figures Involved dialog box choose Create Proposal for All

InfoObjects .

16. Confirm the Information dialog box.

17. In the Selection of Key Figures Involved dialog box choose Continue.

18. On the Edit MultiProvider screen choose Activate.

At first you will receive error messages stating that certain InfoObjects are not contained in any of the affected InfoProviders. This is due to the fact that you have deleted some InfoProviders from the MultiProvider, which are not relevant for your purposes. The system will now automatically delete the unnecessary InfoObjects, which is easier than deleting them manually.

19. Confirm the information that the InfoProvider could not be activated.

20. In the right-hand screen area choose Referesh .

21. Choose Activate again. The system will now activate the MultiProvider.

(2) Creating new Query BP Sales Pipeline

UseThe purpose of this task is to create a query which you can use to analyze data on opportunities, quotations, and sales orders.



Procedure1. From the Windows Start menu, choose Start All Programs Business Explorer

Business Explorer (SAP BW 3.x) Query Designer (SAP BW 3.x).

2. In the SAP Logon dialog box enter your BW system user and password and choose OK.

3. In the Query Designer: New Query dialog box choose New Query.

4. Choose InfoAreas and follow the path Customer Relationship Management CRM Analytics Sales Analyses Sales Planning and Forecasting.

5. Mark the MultiProvider BP Sales Pipeline and choose New.

6. Build the query according to the following table:

Free Characteristics (choose from Dimensions)

Path: Dimensions Belonging to Employee Responsible

Rows (choose from Dimensions)

Path: Dimensions Time Cal. year / month

Path: Dimensions Sales Organization CRM Sales Org

Path: Dimensions Sales Organization Sales Organization

Columns: Refer to the description below the table on how to create the relevant key figures. Make sure to adhere to the sequence of the key figrues as given in the table. You can change the sequence using drag and drop once you have created all key figures.

Opportunity Values

Number of Quotations in ERP

Value of Quotations in ERP

Numbewr of Order Items in ERP

Order Quantity in ERP

Incoming Orders Value in ERP

Creating Key Figures

1. Choose a right mouse click into the Columns frame. From the context menu choose New Structure.

2. Choose a right mouse click on the entry Structure and choose New Selection.

3. In the Description field enter Opportunity Values.

4. Drag and drop the key figure Exp.sal.vl. in ref_c into the right-hand area (Description) of the Edit Selection dialog box.

5. Drag and drop the value CRM Opportunity BUS2000111 into the the right-hand area of the Edit Selection dialog box (choose the path Dimensions Document Classification BusTrans Object Type.



If any of the values needed are not available, perform the steps described in section Loading Transaction Data (SAP BW) of this guide and the SAA: Sales Analysis Configuration Guide and then create the query.

6. Drag and drop the following values into the the right-hand area of the Edit Selection dialog box: Status Values 10 and 20.

7. In the New Selection dialog box choose OK.

8. Repeat steps 2 to 7 for the key figures and values mentionend in the table below:

Description Key Figure Values (choose from Dimensions Document Classification))

Number of Quotations in ERP No. Document Items

Credit/debit posting D

Doc. cat. Q/O/D/I Q

Value of Quotations in ERP Net val. in statCurr


Doc. cat. Q/O/D/I Q

Number of Order Items in ERP No. Document Items


Doc. cat. Q/O/D/I O

Order quantity in ERP Qty in Base UoM


Doc. cat. Q/O/D/I O

Incoming Orders Value in ERP Net val. in statCurr


Doc. cat. Q/O/D/I O

7. Choose Save Query.

8. In the Save Query dialog box enter BP_SALES_PIPELINE as technical name and BP Sales Pipeline as description.

If the title translation of a standard query is not available for a certain language, which you are using when processing the scenarios, you can maintain the title translation in the Query Designer as described in configuration guide I00, chapter Translating Titles of Standard Queries.

ResultYou have created the Query BP Sales Pipeline. Now you have the following possibilities: You can add the newly created query to the business user role as described in section Optional: Adding New Queries to the Business User Role in the I15 Scenario Installation Guide. You can also include the Query into a Web Template as described below in this guide. You can then include



the Web Template into the CRM system as described in the BS4 Configuration Guide in section CRM WebClient Configuration.

3.1.3 Changing Query Completed Activities and Creating new Query BP Opportunities by Territory

UseThe purpose of this task is to remove sales order data from the query Completed Activities, because sales order data is analyzed in different reports with data from the ERP system. Then a new user-defined query is created which allows the user to analyze opportunities by territory.

(1) Changing Query Completed Activities

Procedure1. From the Windows Start menu, choose Start All Programs Business Explorer



3. In the Query Designer: New Query dialog box choose Open Query.

4. Choose InfoAreas and follow the path Customer Relationship Management CRM Analytics Sales Analyses Territory.

5. Mark the query Completed Activities and choose Change.

6. Remove the key figure Incoming Orders from the Columns frame.

7. Save the Query.

(2) Creating new Query BP Opportunities by Territory1. From the Windows Start menu, choose Start All Programs Business Explorer



3. In the Query Designer: New Query dialog box choose New Query.

4. Choose InfoAreas and follow the path Customer Relationship Management CRM Analytics Sales Analyses Opportunity Planning and Analysis.

5. Mark the InfoCube Opportunities and choose New.

6. Build the query according to the following table:

Columns (choose from Key Figures and Calculated Key Figure)

No. of Doc Headers

Average Probability

Rows (choose from Dimensions)

Path: Dimensions Mkt.Element/Lead/Opportunity Territory



Path: Dimensions Status/Reason Opportunity Status

Path: Dimensions Belonging To Employee Responsible

7. Choose a right mouse click on the entry Average Probability in the Columns frame. From the context menu choose Properties.

8. In the field Calculate Result As… choose Suppress Result.

9. Choose Save Query.

10. In the Save Query dialog box enter BP_OPPORTUNITIES_BY_TERRITORY as technical name and BP Opportunities by Territory as description.

3.1.4 Creating WebTemplates for User-Defined Queries

UseThe purpose of this task is to describe how to create a WebTemplate for user-defined queries. You can then make this template availabe in the CRM system. This will allow the business user to analyze the data diurectly in the CRM system without having to log on to the BW system.

As an example, the query BP Sales Pipeline is added into a WebTemplate. You can carry out the same steps for any other query you have defined.

Procedure1. Log on to the Web Application Designer by choosing Start All Programs Business

Explorer Business Explorer (SAP BW 3.x) Web Application Designer (SAP BW 3.x).

2. In the SAP Logon at <system> dialog box enter your user name and password and make sure to log on to the correct system.

3. In the Bex Web Application Designer, choose Insert Table Insert Table. Insert a table containing 3 rows and 1column.

4. Drag and drop the generic navigation block icon from the Web Items screen into the first row of the table in the New Template screen area.

5. Drag an and drop the chart icon from the Web Items screen area into the second row of the table in the New Template screen area.

6. In the lower left part of the screen on the General tab page, choose Select Query and choose the query BP Sales Pipeline.

7. In the lower left part of the screen choose the Web Item tab page. In the field Width in Pixels enlarge the size to 900.

900 pixels is the size we found suitable for large screen sizes. If users are working with small monitors you might want to leave the default value.

8. Drag and drop the table icon into the third table row.

9. In the lower left part of the screen choose the Web Item tab page. In the field Width in Pixels enlarge the size to 900.



10. Choose Save.

11. In the Save Web Template dialog box, enter BP WT Sales Pipeline as description and BP_WT_SALES_PIPELINE as technical name. Choose Save.

12. Create two further Web Templates as described above to include the following queries (in the Web Application Designer choose New):

Completed Activities (technical name: 0CSAL_C12_Q002)

BP Opportunities by Territory (technical name: BP Opportunities by Territory)

Use the following technical names and descriptions for the WebTemplates, because these descriptions and technical names have already been entered in section Defining New Reports in the CRM System of the BS4 Configuration Guide:

Query Title / Technical Name Web Template Description

Web Template Technical Name

Completed Activities / 0CSAL_C12_Q002

BP WT Completed Activities

BP_WT_COMPLETED_ACTIVITIES

BP Opportunitities by Territory / BP_OPPORTUNITIES_BY_TERRITORY

BP WT Opportunities by Territory

BP_WT_OPPORTUNITIES_TERRITORY

To be able to view the Web Template in the CRM system, check if you have carried out the steps described in section CRM WebClient Configuration of the BS4 Configuration Guide.

3.1.5 Loading Transaction Data (SAP BW)

Procedure1. To load transaction data, choose:

SAP BW Menu Modeling Data Warehousing Workbench: Modeling


2. On the Data Warehousing Workbench: Modeling view choose InfoSources.

3. Perform the steps described below for the following InfoSources:

0CRM_SALES_ACT_1 - Activities in Flat Structure for ODS

0CRM_OPPT_H - CRM Opportunities: Header Data

0CRM_OPPT_I - CRM Opportunities: Item Data

0CRM_QUOT_ORDER_I - CRM Quotations for Sales Orders (Items)

0CRM_CONTACT_OUT - Contact Tracking: Extraction of Outbound Contacts

0CRM_INTER_REC_H - Activities-IC KPIs for ODS

4. Open the InfoSource tree until you reach the DataSource level.



In case there is no DataSource assigned to the InfoSource, carry out the following steps:

Choose a right mouse click on the InfoSource. From the context menu choose Additional Functions Create Transfer Rules.

In the Transaction Data – InfoSource: Assign Source System dialog box, choose your source system using the input help, then choose Transfer.

In the Available DataSources dialog box, chosse the DataSource with the same name as the InfoSource and choose Copy.

In the Save Changes? dialog box choose Yes.

Activate the transfer rules.

5. From the context menu choose Create InfoPackage.

6. In the Create InfoPackage dialog box make the following entries:

Field Entry

InfoPackage description Enter a description

a. Select the DataSource.

b. Choose Save.

7. On the Scheduler (Maintain InfoPackage) view

a. Choose the Processing tab and make the following entries:

Field Entry

PSA and then into data targets (packet by packet)

X

b. Choose the Data Targets tab and make the following entries:

Field Entry

Update in all data targets for which active rules exist

X

c. Choose the Update tab. Here you have the following options for the update mode:

Update Mode Description

Full Update A full update requests all data that corresponds to the selection criteria you determined in the Scheduler. If you load data the first time and you want to load all existing data into BW, choose update mode Full update

Delta Update A delta update only requests data which has appeared since the last loading of data from the DataSource. Choose this update mode for periodic upload of transaction data.

A delta update is only possible for loading from SAP source systems.Before you can request a delta update, you must first



initialize the delta process (see next table row).

Initialize delta process

Actually this is an indicator for the source system that from now on only newly created or changes/deletions of transaction data are to be transferred to SAP BW.

To request deltas, you need to have initialized the delta process.

The delta process is initialized when a data loading request with update mode Initialize delta process has been executed successfully. Then it has the status green in the Data Warehousing Workbench monitor.

If there is no data found in the source system the request remains with status amber!To make sure that the request is executed successfully even if there is no data yet in the source system select the checkbox Initialize Without Data Transfer!

d. Choose the appropriate update mode. We recommend to select also the Always update data, even if no master data exists for the data button.

The update mode refers only to the data that meet the selection criteria that you insert on the Data Selection tab.

e. Choose the Schedule tab and make the following entries:

Field Entry

Start data load immediately X

f. Choose Start (Execute).

For testing purposes start the job immediately.In productive BW systems you should start the job later in the background.

Scheduling Data Upload Periodically

Open the InfoPackage you have created.

On the Schedule tab make the following entries:

1. Choose the radio button Start Later in Background.

2. In the Start time dialog box choose Date/Time.

3. Enter the Scheduled start date and time.

4. Choose Period values.

5. In the Period Values dialog box choose the preferred time interval and choose Save.

6. In the Start time dialog box choose Save.

7. In the Periodic Processing screen area, enter the number of days after which you want to cancel the job or choose Do not cancel job.

You can subsequently change the scheduling by choosing the Scheduling Options button.


Documents

Sales Analysis