Opportunity Analysis in CRM (SAP Library - Sales Management for Commercial and Industrial Customers)

OpportunityAnalysis in CRM

Purpose

You can use this business process to evaluate both opportunities and the processes involved in the opportunity stage of a sales cycle. It provides data about predicted sales revenue from opportunities, expected product revenues, and opportunity pipeline information. You can also use the results of opportunity analyses for your future sales strategy, for example, by looking at competitor information to create target groups for future marketing campaigns.

Process Flow

This graphic is explained in the accompanying text

1. System provides opportunity data

SAP CRM provides opportunity data.

2. System updates opportunity information

SAP NetWeaver Business Intelligence component updates its opportunity information.

3. Monitor top five opportunities

You can monitor the top five most valuable opportunities. To do this, you use the Top Five Opportunities query (technical name: 0CRM_C04_Q013).

4. Monitor expected sales volume

You can monitor the expected sales volume from current opportunities. To do this, you use the Sales Volume Forecast query (technical name: 0CRM_C04_Q002).

5. Monitor win/loss analysis

You can evaluate opportunities according to their status (won or lost). To do this, you use the Win/Loss Analysis query (technical name: 0CRM_C04_Q001).

For more information, see the SAP Library under Documentation ® SAP Business Suite ® SAP Customer Relationship Mgmt. ® SAP Customer Relationship Management ® Analytics ® BI Content ® Sales Analyses ® Opportunity Analysis.