Use

This query is above all useful for campaign managers who wish to run customer retention analyses.

It determines those prospects for which opportunities were lost according to

For example, you wish to target a campaign for a new product at prospective customers for whom you have previously lost opportunities. The product could be a new version of the original product, for example, the latest version of a PC, or it could be a supplement to the main product, such as a printer that is compatible with the PC. To help you determine a target group of prospects, you can run this query to find all business partners whose opportunities for the previous version of the PC were closed with status "lost".

This query also includes a particular requirement: "Top 100 expected sales volumes". If you activate this requirement in the query, the system only displays the 100 prospects with the highest expected sales volumes. This then allows you to choose prospects whose expected weighted sales volume is greater than a certain value. You can change the value in this requirement to one that best suits your needs.

Filter

Free Characteristics

Rows

Columns

You can also enter a requirement in the query: Top 100 Expected Sales Volumes

This displays the 100 prospects with the highest expected sales volumes. Its default setting is inactive but you can activate it and also change the number of prospects you wish to see.

You can save the target group determined by this query and transfer it to CRM for use in a marketing campaign. To save the target group, choose  Goto Create target group for business partner in the BEX Analyzer menu and save the target group in the following dialog box.