Analysis of Potential Planning Data (SAP Library - Sales Support: Computer-Aided Selling (CAS))

Analysis of Potential Planning Data

Use

You can compare potential data with actual figures to monitor the success of your sales and marketing activities.

Using Early Warning System functionality, you can perform the following analyses on the potential planning data:

Monitor the extent to which potential has been fulfilled
Determine the customers for whom you have maintained potential data but who have not placed an order

For more information, see Early Warning System.

You can use the results of these evaluations as the basis for planning subsequent sales and marketing activities. For example, your performance with Customer A is considerably poorer than the potential figures. You initiate a sales call to the Customer A to discover why.

You can also forward potential data to demand management where it can be used in production planning.

Prerequisites

Before you can perform certain analyses, you must update the planning hierarchy with actual figures. You can use one of the following methods:

Periodically using a background job
Automatically by defining and setting up the necessary update rules for the potential planning info structures