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 Sales and Distribution, Analytics 01

 

Technical Data

Technical Name of Business Function

LOG_SD_ANALYTICS_01

Type of Business Function

Enterprise Business Function

Available As Of

SAP enhancement package 6 for SAP ERP 6.0

Technical Usage

Central Components

Application Component

SAP Sales and Distribution (SD)

Required Business Function

Not relevant

With this business function, you can perform operational reporting in the enterprise areas Sales, Shipping, and Billing, based directly on the data in your ERP system. Using analytics, you can generate real-time reports that deliver meaningful, current sales information, and present sales processes in a transparent manner.

In the midst of their day-to-day activities, managers can access a comprehensive overview of their sales team’s performance. Real time reports with target-oriented, bundled information on sales order processing offer a solid basis for informed and timely business decisions. This means that managers can quickly recognize cause and effect correlations, and intervene without delay if there are issues.

The real time reports for your sales employees offer quick access to the current sales information required in order to act in operational daily business.

Integration

  • The business function uses logistical DataSources, master data, and Sales and Distribution texts.

  • In the SAP NetWeaver Business Client (NWBC), in the Analytics work center, the Internal Sales Representative role (SAP_SR_INT_SALES_REP_5) calls the ODP-based BEx queries that are among the features of the business function.

Prerequisites

  • You have installed the following components as of the version mentioned:

    Type of Component

    Component

    Is Needed Only for the Following Features

    Software Component

    SAP_APPL 606

    SAP NetWeaver

    SAP NetWeaver 703 SP01

    BI Java

    SAP NetWeaver BI7.0 EhP1

    SAP NetWeaver BI7.0 EhP2

    SAP Business Objects Xcelsius Dashboard

    BOBJ XCELSIUS ENTERPRISE 2008 SP3.4

    SAP Business Objects Xcelsius Dashboard

    SBOP DASHBOARDS 4.0

    SAP Business Warehouse

    SAP BW Business Explorer BI 7.0 ADDON FOR SAP GUI 7.20 Patch Level 5

    SAP BW

    Accelerator

    Optional: SAP BW Accelerator SAP BW Accelerator 720

  • You have activated the business function (transaction SWF5).

  • You have performed the following activities in Customizing for Sales and Distribution, under Search and Operational Reporting:

    • To activate the updating of DataSources, you have activated the Sales and Distribution DataSources under Activate / Edit Extract Structures.

      • 11: SD – Sales BW

      • 12: LE – Shipping BW

      • 13: SD – Billing BW

    • You have activated the relevant content bundle.

      To activate the content bundle, do the following:

      Recommendation Recommendation

      Activation can take up to 2 hours. Plan the process as a background job.

      End of the recommendation.
      1. Choose Start BI Content Activation Workbench.

      2. Activate the content bundle Activation of Sales Analytics (LOG_SD_ANALYTICS_01).

      3. Chose business category 3 (business functions).

    • You have performed the Set F4 Help and Hierarchies for Time Characteristics /OLAP Settings activity.

    • You have performed the Set Updating of Partner Index activity.

  • Optional: To use SAP BW Accelerator, make settings for searching with SAP NetWeaver Enterprise Search. For more information, see Customizing for Sales and Distribution, under Start of the navigation path Search and Operational Reporting Next navigation step Enterprise Search Next navigation step Overview: Settings for Search with SAP Enterprise Search End of the navigation path..

Features

For operational reporting in the enterprise areas Sales, Shipping, and Billing, you receive a technical infrastructure that closely links the operational and analytics systems.

Models for Search and Analytics

The application models for finding and analyzing data from the Sales, Shipping, and Billing areas are defined in such a way that you can evaluate a broad spectrum of operational sales data directly from your ERP system, in real time (Operational Data Provisioning, ODP). The extractors read the data directly from the database of your ERP system (direct access) – this is done without modeling the InfoProvider in SAP Business Warehouse or replicating data in SAP Business Warehouse.

For more information, see the release note Start of the navigation path LOG_SD_ANALYTICS_01: Sales and Distribution, Analytics 01 (New) Next navigation step Search and Analytics Models for Sales and Distribution (New) End of the navigation path.

DataSources

More features have been added to the existing DataSources for reporting in SAP Business Warehouse.

  • A new ODP extractor has been defined for the extraction of master data and movement data from the ERP system.

  • For some DataSources, the extract structures extract additional fields.

  • For extract structures that extract allocation data for delivery-relevant items, you can specify that all delta files are updated completely using the ABR delta method. This delta method is a prerequisite if you want to keep allocation data in indices in SAP NetWeaver BW Accelerator.

For more information, see the release note Start of the navigation path LOG_SD_ANALYTICS_01: Sales and Distribution, Analytics 01 (New) Next navigation step DataSources for Sales and Distribution (New) End of the navigation path.

BEx Queries

Using BEx queries (Business Explorer, BEx), your sales employees can target sales data to be retrieved directly from the ERP system and, due to the clear manner of presentation, use it immediately for business decisions and activities. Authorization checks ensure that any information can only be viewed by people with the appropriate authorization.

The following overview lists the most important queries. Your sales employees can use the consolidated data to address business issues.

Query

Task

Sales Support

Quotation Tracking

0OPS_11_ITM_Q0001

With this query, you can monitor and track important aspects of your quotation processes within the last 12 months.

Quotation Pipeline

0OPS_11_ITM_Q0015

With this query, you can analyze the current quotation and order situation during the last 4 quarters.

Quotation Overview

0OPS_11_HDR_Q0002

This query shows important quotation key figures at header level. The query presents the general trend within the quotation history during the last 4 quarters.

Sales Order Tracking

/ERP/SD_M01_Q0001 (MultiProvider)

With this query, you can analyze and track important aspects of your order process during the last 12 months.

Sales Values: Overview (MultiProvider)

/ERP/SD_M02_Q0001

This query shows key figures for monitoring sales processing, such as Open Quotation Value, Incoming Orders Value, Returns Value, Billing Value and Credit Memo Value for the last 6 months.

Sales Pipeline

0OPS_11_ITM_Q0014

This analysis shows current business development and the expected revenue from the last 4 quarters.

Sales Performance Analysis

Quotation Success: Overview

0OPS_11_ITM_Q0002

With this query, you can analyze how effective a team has been at converting quotations to orders during the last 4 quarters.

Sales Development

/ERP/SD_M01_Q0003 (MultiProvider)

With this query, you can analyze the development of sales order processing by means of the following key figures: Open Order Value and Incoming Orders Value During the Last 4 Quarters.

Top 10 Quotations

0OPS_11_ITM_Q0013

With this query, you can display the top 10 quotations, based on the net value of the quotations.

Top 10 Sales Orders

0OPS_11_HDR_Q0007

With this query, you can display the top 10 sales orders based on the incoming sales orders of the last 4 weeks.

Rejection Reasons in Sales Orders

0OPS_11_ITM_Q0005

With this query, you can analyze the causes for order rejection during the last 6 months.

Rejected Sales Orders

0OPS_11_ITM_Q0003

With this query, you can analyze how many order items were rejected during the last 6 months, and what percentage of orders items were rejected.

Backorder Processing

0OPS_11_ASCL_Q0001

With this query, you can determine the outstanding order value and the outstanding order quantity for the top 10 customers in the last 4 weeks.

Contract Management

Sales Contracts: Overview

0OPS_11_ITM_Q0018

With this query you can evaluate sales contracts (contract value and contract quantity) from the last 12 months.

Order Fulfillment

The 10 Longest Delivery Delays

0OPS_12_ITM_Q0002

With this query, you can identify 10 customers with the most significant delivery delay.

Fulfillment Rate

/ERP/SD_M01_Q0002 (MultiProvider)

With this query, you can analyze the fulfillment rate (completion of orders) during the last 4 quarters.

Deliveries: Overview

0OPS_12_ITM_Q0001

This query gives an overview of delivery processing during the last 6 months.

Billing

Billing Documents: Overview

0OPS_13_ITM_Q0001

This query gives an overview of billing processing during the last 12 months.

Credit Memos

0OPS_13_ITM_Q0002

With this query, you can monitor the credit memos that were granted during the last 12 months.

Returns

Returns Overview

0OPS_11_ITM_Q0007

With this query, you can monitor your returns processing during the last 6 months.

Customers

Top 10 Customers (by Incoming Order)

0OPS_11_HDR_Q0008

With this query, you can determine the top 10 customers based on the incoming orders of the last 12 months.

Customers: Sales Data Overview

/ERP/SD_M01_Q0004

This query gives an overview of sales data during the last 12 months. The data is displayed using the customer as the starting point.

Materials

Top 10 Materials (MultiProvider)

/ERP/SD_M01_Q0005

With this query, you determine the top 10 materials based on incoming orders.

For more information, see the release note Start of the navigation path LOG_SD_ANALYTICS_01: Sales and Distribution, Analytics 01 (New) Next navigation step Queries for Sales and Distribution (New) End of the navigation path.

Xcelsius Dashboards

The dashboards gather together different BEx queries that allow your sales employees easy access to consolidated enterprise figures. Using the dashboards, your sales employees very quickly find answers to important business questions, thereby increasing business efficiency in sales and distribution.

Dashboards for Sales Managers

Dashboard

Query

Use/Content

Performance in Sales and Distribution

Quotation Conversion Rate/Quotation Success Rate

How successful is my team/employee at creating quotations?

Revenue Growth

How has revenue developed in the current and previous quarter?

How is the development compared to the previous year?

Discounts as a Percentage of the Starting Value

How high are the general and customer-specific discounts, and those granted by sales employees?

How big is the respective proportion of the starting value?

Quote and Order Progress

Fulfillment Rate of Sales Orders

How high is the degree of processing for orders?

How high is the net value of the orders that are still open?

Returns Rate

What development can be identified in the rate of return?

How high is the net value of incoming returns?

Quantity and Value Trends in Quotations and Orders

Analyzed across the quarters, which trends appear in terms of quantity or value of orders and quotations?

How is the average development?

Dashboards for Sales Employees

Dashboard

Query

Use/Content

Day-to-Day Activities

My Open Quotations

Which quotations have the status “open”? Where are additional activities necessary?

My Current Sales Documents (Quotations, Orders, Billing Documents, Returns)

Which sales documents have I been working on in the last few days?

My Top 10 / Bottom 10 Customers (In Terms of Incoming Orders)

Which of my customers are currently at the top with regard to incoming orders; which are at the bottom?

Top 10 Materials

Which materials are selling particularly well at the moment, according to incoming orders?

For more information, see the release note Start of the navigation path LOG_SD_ANALYTICS_01: Sales and Distribution, Analytics 01 (New) Next navigation step Dashboards for Sales and Distribution (New) End of the navigation path.