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WW Opportunity Project 

Project Preparation AS-IS BOBJ Opportunity Module

AS-IS BOBJ Opportunity Module

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DOCUMENT HISTORY

Date Author Version Description

Mar13th, 2008 Hariprasada Kurumunji 0.1 Document created.

Mar14th, 2008 Hariprasada Kurumunji 0.2 Review comments implemented.

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Table of Content

Table of Content.........................................................................................................................3

  About this document..................................................................................................................4Objective.............................................................................................................................................4

Audience.............................................................................................................................................4

Data Model...................................................................................................................................5 

Data Flow.....................................................................................................................................6 

Data Flow Diagram.............................................................................................................................6

Operational Source System...............................................................................................................6

Data Staging Area...............................................................................................................................7

Data Presentation Area......................................................................................................................7

Information Delivery...................................................................................................................9

Data Delivery.......................................................................................................................................9

Business Reports (KPI’s)...................................................................................................................9KPI 1 Stage Movement....................................................................................................................................10KPI 2 Comparative Pipeline Analysis Year Over Year.....................................................................................10KPI 3 License Pipeline Trending By Stage Week over Week..........................................................................11KPI 4 Sales Dashboard – Weighted Working Set VS Plan.......................................................................... ....12KPI 5 Sales Dashboard – New Pipeline Creation (By Opps and By Value).....................................................12

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About this document

Objective

This document primary purpose is to provide details of the BOBJ Opportunity Module. The documentincludes Data Model, Data Flow and Information Delivery details of existing BOBJ Opportunity Module.

Audience

This document is a reference to every member of the WW Opportunity project team, including third-party consultants, developing, maintaining or sustaining objects related to the project.

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Data Model

The Data Model provides Logical and Physical representation of data structures existing in PresentationArea (EDW) database. The Opportunity Module Data structures in presentation area are modeled as

dimensions and fact tables in a Star schema. The below diagram shows the screenshot of OpportunityModule star schema which is developed by using ERwin Data Modeling Tool.

Below attached ERwin Model file provides the clear picture of the star schema.

Opportunity ModulData Model.erwi

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Data Flow

The Data Flow explains about the movement of data from Operational Source System into variouscomponents of Data warehouse environment.

Data Flow Diagram

Operational Source System

These are operational system of records that captures the transaction of the business. The sourcesystem is outside the Data warehouse environment and contains the information about the salesactivities related to the opportunities to sell the business intelligence products and services tocustomers.

• HZN – Legacy source system and not active system now. The HZN contains information aboutthe NA opportunities. No opportunities are coming from this source system as of now.

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• SFAX - Legacy source system and not active system now. The SFAX contains informationabout the EMEA opportunities. No opportunities are coming from this source system as of now.All the opportunities from EMEA are coming from SFDC after roll out of SFDC in EMEA.

• SFDC – This is only the active source system which contains opportunities from World Wide.

• VSFA – This source system contains Maintenance Renewal Opportunities.

• PSFT – Global Services Consulting and Education Revenue information are extracted from thissource system.

Data Staging Area

All the Opportunity Module required tables and data from various Operational Source Systems areextracted into the Staging Area (schema EDW_STAGE) by using Data Integrator ETL Routines. Thedata is stored in the form of relational data structure in Staging Area. There is no data transformationperformed and staging tables are just a copy of operational source systems. These staging area tablesare daily refreshed and most of the tables are truncate and load. Only few SFDC tables are loaded withincremental data based on the LASTMODIFIEDDATE column.

The staging area tables are primarily used as the source of data for opportunity module dimension andfact tables. The staging area doesn’t provide any data access services. For each source systemindividual ETL routines are designed, developed and daily scheduled for extracting and refreshing thedata staging tables.

Data Presentation Area

The Data from the staging area tables are transformed, cleaned and loaded into the data structure inpresentation area (schema EDW) which is modeled as star schema dimension and fact tables. The

Opportunities and related information from various tables in staging area are transformed and loadedinto the dimension and fact tables by using Data Integrator ETL routines. These ETL routines aredesigned, developed and daily scheduled for loading the incremental data in dimension and fact tablesfrom staging area tables. The Opportunity Module dimension and fact building ETL routines aredeveloped and maintained separately.

The Opportunity Module dimension and fact tables are optimized for analysis and made available for direct querying by business users, report writers and analytical applications.

The Opportunity Module provides below information to business users to do the analysis on salesactivities. All Opportunities and related information are tracked for changes in fact and dimension tables

by maintaining the history.• Opportunity Revenue Information

• Sales Employee information who owns the Opportunity

• Opportunity Created By Sales Employee information

• Sales Contributors

• Sales Channel

• Maintenance Renewal

• Customer and Segment Information

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• Sales Territories – Hierarchical Information

• Sales Employee Role Information - Hierarchical Information

• Opportunity Stage and Forecast Information

• Global Services Consulting and Education Revenue Information.

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Information Delivery

This section of the document details about the presenting opportunity module data to business users toperform the analysis on sales activities and taking appropriate decisions. The primary users of the

Opportunity Module will be business analysts within the WW sales information team, the regional salesops teams and members of the IT BI team.

Data Delivery

The presentation area data is delivered to business users through Business objects reporting, analysisand dashboard tools. The data is accessible through a Universe which allows business users to createreports and dashboards by various data access tools like Infoview, Crystal Xcelsius etc.

Business Reports (KPI’s)

Based on Opportunity Module data sales activities and pipeline information are tracked by using belowKPI’s. These KPI’s mainly based on the historical data present in the Opportunity fact tables. TheseKPI’s are nothing but Webi reports developed using Infoview Tool.

 

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KPI 1 Stage Movement

This metric is aimed at showing the number of opportunities and the total sum of license pipelinemoving from one stage or milestone to another, week to week, for the current quarter.

KPI 2 Comparative Pipeline Analysis Year Over Year 

This metric is aimed at showing the number of opportunities by Milestone and Forecast Category, valueof pipeline by Milestone and Forecast Category, and number of opportunities+value of pipeline by dealsize bracket on the present day vs a year ago.

Report: Number of Opportunities by milestone

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 Report: Number of Opportunities by Forecast category

KPI 3 License Pipeline Trending By Stage Week over Week

This set of metrics is aimed at showing the evolution of the pipeline, forecast, Working Set andWeighted Working Set week to week. We measure the pipeline for the next quarter. We measureforecast, WS and WWS for the current quarter.

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KPI 4 Sales Dashboard – Weighted Working Set VS Plan

This metric will provide insight into the evolution of the weighted working set against the license plan.This will help managers assess the health of their forecast at a certain point in time during the quarter and identify the trend since the beginning of the quarter. Has it been increasing or decreasing? This will

help them make a better judgment when they call their commit number to their manager and also better predict the future.

KPI 5 Sales Dashboard – New Pipeline Creation (By Opps and By Value)

This metric will provide insight into the creation of new pipeline by number of opportunities and Valueand by different time periods: by week, month, quarter and year to date. This will help managers assessthe amount of prospecting done by their reps in a certain period and how many new opportunities havebeen identified. Has it been increasing or decreasing? Are they hitting the targets we set for them? Thiswill help them identify the level of prospect ion activity done by their reps at different moments through aquarter and use that to potentially find a reason for success or failure at the end of a quarter or in thenext quarter (i.e. low pipeline generation early in the quarter would likely lead to poor revenueperformance at the end of the Q)

Dashboard: New Pipeline Creation by Value

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Dashboard: New Pipeline Creation by Number of Opportunities

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