ABC Classification Based on Profit
Technical name: 0CRM_COPA_C02_ABC_ON_PROFIT
Data mining method: ABC Classification
Use
You can use this ABC classification to determine which business partners in your customer base are the most important for your company in terms of their contribution to company profit. The classification is performed on the basis of the cumulated contribution margin I of all business partners.
The most important customers – those who together generate 20% of the profit - are placed into class A. Those customers responsible for generating the next 30% (making a total of 50%) of the profit are placed into class B, and the remaining customers into class C.
The ABC class can be stored as an attribute in the master data for each business partner (0BPARTNER) and then used subsequently during target group selection or for the replication into SAP CRM.
Model Fields
Classified InfoObject: Business Partner (
0BPARTNER)
Classification criterion: Contribution Margin I (
0COPAMRGN1)
InfoObject class: ABC Class (
0ABC_CLASS)
Model Parameters
Business partners are classified according to the cumulated classification criterion in percent.
|
Class Name |
From |
To |
Range Type |
|
A |
20 |
Open on left |
|
|
B |
20 |
50 |
Open on left |
|
C |
50 |
100 |
Open on left |
Sources
Training source: Query CRM CO-PA: Data Collection for ABC Model (
0COPA_C02_Q0003)
Data Targets
Attribute ABC Class (
0ABC_CLASS) for the business partner (0BPARTNER)