Sales and Distribution Analysis
Module Reference
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Document Number: 09970811
Eleventh Edition, September 2007, version 8.1.1
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© 2007 MicroStrategy, Inc. v
CONTENTS
Preface Description of Guide .................................................................. ix
Analytics Modules and the BIDK...............................................x
About this book ............................................................................. xii
How to find business scenarios and examples ....................... xii
Prerequisites........................................................................... xii
Who should use this guide..................................................... xiii
Resources.................................................................................... xiv
Documentation.......................................................................xiv
Education................................................................................xx
Consulting...............................................................................xx
International support ...............................................................xx
Technical Support .................................................................. xxi
Feedback ................................................................................... xxvi
1. Introduction to the
Sales & Distribution
Analysis Module
SDAM solutions ............................................................................. 2
SDAM scope............................................................................ 3
SDAM analysis areas............................................................... 4
SDAM features .............................................................................. 5
About reports, scorecards, dashboards, and documents .............. 7
Accessing reports .................................................................... 8
About scorecards and dashboards .......................................... 9
About Report Services documents ........................................ 10
About the object glossaries.......................................................... 12
About the logical data model ....................................................... 12
About attributes and facts ...................................................... 13
About business hierarchies.................................................... 13
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vi © 2007 MicroStrategy, Inc.
About porting ......................................................................... 14
About the physical schema.......................................................... 14
2. SDAM Scorecards and
Documents
Introduction................................................................................ 17
Scorecards and dashboards........................................................ 18
Executive Sales Scorecard.................................................... 18
Inquiry to Shipment Process.................................................. 20
Outbound Delivery Activity Scorecard ................................... 22
Purchase Order ..................................................................... 24
Sales and Delivery Report for Material .................................. 27
3. Inquiry Analysis Introduction................................................................................ 29
Inquiry Analysis area ................................................................... 29
Inquiry reports.............................................................................. 30
Open Inquiries reports ........................................................... 30
Inquiry Analysis reports.......................................................... 33
4. Quotation Analysis Introduction................................................................................ 39
Quotation Analysis area............................................................... 39
Quotation reports ......................................................................... 41
Open Quotations reports ....................................................... 41
Quotation reports ................................................................... 46
Inquiry to Quotation Conversion reports ................................ 58
Customer Quotation History reports ...................................... 62
5. Sales Order Analysis Introduction................................................................................ 67
Sales Order Analysis area ........................................................... 67
Sales Order Analysis reports ....................................................... 69
Open Sales Orders reports .................................................... 69
Sales Analysis reports ........................................................... 72
Customer Sales Analysis reports........................................... 80
Material Sales reports ............................................................ 85
Quotation-to-Sales Order Conversion reports ..................... 100
Customer Sales Order History reports................................. 107
6. Delivery Analysis Introduction.............................................................................. 111
Delivery Analysis area ............................................................... 111
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© 2007 MicroStrategy, Inc. vii
Delivery reports.......................................................................... 113
Open Deliveries reports ....................................................... 113
Outbound Delivery Analysis reports..................................... 116
Customer Delivery History reports ....................................... 127
7. Sales and Delivery
Service Analysis
Introduction.............................................................................. 131
Sales and Delivery Service Analysis area ................................. 131
Sales and Delivery Service reports............................................ 132
Backlog reports .................................................................... 132
Delivery Service reports....................................................... 136
Returns reports .................................................................... 144
A. Object Glossaries Introduction.............................................................................. 151
Metrics glossary ......................................................................... 151
Base Formula metrics .......................................................... 152
Inquiry metrics ..................................................................... 155
Quotation metrics................................................................. 157
Sales Order metrics ............................................................. 160
Delivery metrics ................................................................... 167
Sales and Delivery Service metrics ..................................... 170
Contribution metrics ported to a database........................... 173
Filters glossary........................................................................... 174
Filters for conditional metrics ............................................... 174
Filters embedded in reports ................................................. 177
Prompts glossary ....................................................................... 179
B. Logical Data Model Introduction.............................................................................. 181
Prerequisites.............................................................................. 182
SDAM logical schema................................................................ 182
Business hierarchies.................................................................. 184
Organization hierarchy......................................................... 184
Material hierarchy ................................................................ 190
Customer hierarchy.............................................................. 196
Sales Document hierarchy................................................... 200
Reference Document hierarchy ........................................... 204
Delivery Document hierarchy............................................... 206
Shipping Point hierarchy ...................................................... 210
Time hierarchy ..................................................................... 212
Transformations......................................................................... 216
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viii © 2007 MicroStrategy, Inc.
User hierarchies......................................................................... 217
Facts .......................................................................................... 220
Sales Document facts .......................................................... 220
Delivery Document facts ...................................................... 222
C. Physical Schema and
Data Dictionary
Introduction.............................................................................. 227
Prerequisites.............................................................................. 227
SDAM physical schema............................................................. 228
Table information ....................................................................... 230
Table column information .......................................................... 233
Glossary ................................................................................... 249
Index ......................................................................................... 261
© 2007 MicroStrategy, Inc. ix
PREFACE
Description of Guide
This guide is a reference for the MicroStrategy Sales and Distribution Analysis Module (SDAM), part of the MicroStrategy Analytics Modules that come with the MicroStrategy Business Intelligence Developer Kit (BIDK). This guide provides a description, usage scenarios, and screen shots for all the packaged reports for SDAM. It also provides descriptions of the module’s logical data model and physical schema tables and columns, as well as glossaries for the public objects (metrics, prompts, and filters) and schema objects (attributes).
• Chapter 1, Introduction to the Sales & Distribution Analysis Module presents an introduction to SDAM and provides descriptions and basic procedures to help you understand and work with SDAM.
• Chapter 2, SDAM Scorecards and Documents presents the SDAM scorecards and provides scorecard usage information and screen shots.
• Chapter 3, Inquiry Analysis presents the reports in the Inquiry analysis area.
• Chapter 4, Quotation Analysis presents the reports in the Quotation analysis area.
• Chapter 5, Sales Order Analysis presents the reports in the Sales Order analysis area.
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• Chapter 6, Delivery Analysis presents the reports in the Delivery analysis area.
• Chapter 7, Sales and Delivery Service Analysis presents the reports in the Sales and Delivery Services analysis area.
• Appendix A, Object Glossaries presents the SDAM object glossaries, which provide definitions for all of the attributes and metrics used in the module.
• Appendix B, Logical Data Model presents SDAM’s logical data model, including a diagram and details for working with attributes and facts.
• Appendix C, Physical Schema and Data Dictionary presents SDAM’s default physical schema, including a diagram and details on the schema’s tables and columns.
Consult the Business Intelligence Developer Kit (BIDK) Installation and Porting Guide for steps to install and configure your Analytics Modules, and for information on setting up (porting) an Analysis Module to work with your existing data warehouse. The Installation and Porting Guide also provides best practices concepts and procedures for designing and building your own analytical applications using the Analytics Modules as templates.
Analytics Modules and the BIDK
MicroStrategy helps you build analytical applications by offering a rapid application development framework consisting of analytical starter kits, development products, and design and development methodologies. The development framework, known as the MicroStrategy Business Intelligence Developer Kit (BIDK), includes five Analytics Modules that are built to be portable. You can choose to deploy the Analytics Modules against your existing data warehouse, use one of the packaged physical schemas as the basis of a new data warehouse, or use the modules as templates to build analytical applications.
The components of the BIDK are
• Analytics Modules
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© 2007 MicroStrategy, Inc. xi
� Prepackaged metadata: Best practices reports, scorecards, dashboards, key performance indicators, attributes, business metrics, filters, and custom groups
� Default physical and logical data model: Analytics that are designed to work with your physical schemas and data model or with the module’s packaged data warehouse schema
� Reference guides: Documentation on each Analysis Module’s data model, the individual analysis areas, metadata object definitions, data dictionary, and individual report use scenarios
• Implementation methodology
� Documentation that guides you step-by-step through implementing Analytics Modules against existing data warehouses (known as porting)
� Design rules and tenets for designing and developing portable analytical applications
• BIDK developer products
� MicroStrategy Desktop: A development tool to create, modify, extend, and deploy analytics across the enterprise
� MicroStrategy Architect: A development tool that allows you to map Analytics Modules to existing data warehouses
Documentation for MicroStrategy Desktop and MicroStrategy Architect is available on your CD-ROM, as described fully in the Resources section in this chapter. See the Business Intelligence Developer Kit (BIDK) Installation and Porting Guide for a detailed discussion of the Analytics Modules as part of the MicroStrategy BIDK. The Installation and Porting Guide also presents procedures and methodologies to make full use of the Analytics Modules within the MicroStrategy BIDK development framework.
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About this book
This book is divided into chapters and reference appendices. Each chapter begins with a brief overview of the chapter’s content.
� The complete set of modules that come with the BIDK are referred to as the Analytics Modules. Each individual module is called an Analysis Module.
The following sections provide the location of examples, list prerequisites for using this book, and describe the user roles the information in this book was designed for.
How to find business scenarios and examples
For examples of report functionality and a basic introduction to the MicroStrategy business intelligence system, use the MicroStrategy Tutorial, which is MicroStrategy’s sample warehouse, metadata, and project. Information about the MicroStrategy Tutorial can be found in the MicroStrategy Basic Reporting Guide.
For extensive examples of metrics, filters, and other report objects, see the MicroStrategy Advanced Reporting Guide.
Prerequisites
How you use this document depends on the type of user you are and on your goals for working with the Analytics Modules. See Who should use this guide in this chapter for a description of the various approaches to the Analytics Modules product.
If you intend to evaluate the business value of the modules, you should have
• experience with MicroStrategy reports and metrics using MicroStrategy technology
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If you intend to implement and customize the modules, you should have
• experience with logical data modeling and creating business intelligence applications using MicroStrategy technology
• a basic understanding of relational database management system (RDBMS) concepts and data modeling
Who should use this guide
This document is designed to support the analytical needs of
• end users working with the packaged reports that come with the Analytics Modules. This can include, for example:
� executives who need summarized information about sales and distribution activities
� managers who need summarized information about sales and distribution activities for a given organizational unit, product line, delivery area, and so on. This may include analysis of historical trends and contributions to overall sales and distribution activities.
� analysts who need insight about the company’s activities to identify patterns driving successful behavior. This can include analyzing purchasing patterns by time or geographical area, identifying top products, segmenting the customer base to identify more profitable or loyal customers, measuring delivery activity volumes and processing times to determine bottlenecks in the delivery chain, and so on.
� operational users, who track day-to-day sales and distribution activities and individual customer activities. This might include monitoring open transactions, or tracking the complete sales activity history for an individual customer.
• advanced users and administrators evaluating the business value of the Analytics Modules
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xiv Resources © 2007 MicroStrategy, Inc.
• consultants and developers implementing and customizing the Analytics Modules
Resources
Documentation
MicroStrategy provides both manuals and online help; these two information sources provide different types of information, as described below.
Manuals: MicroStrategy manuals provide
• introductory information
• concepts
• checklists
• examples
• high-level procedures to get started
Online help: MicroStrategy online help provides
• detailed steps to perform procedures
• descriptions of each option on every software screen
Manuals
The following manuals are available from your CD-ROM or the machine where MicroStrategy was installed. The procedure to access them is below.
� Adobe Acrobat Reader 4.0 or higher is required to view these documents. If you do not have Acrobat Reader installed on your computer, you can download it from www.adobe.com.
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MicroStrategy Overview
• Introduction to MicroStrategy: Evaluation Guide
Instructions for installing, configuring, and using the MicroStrategy Evaluation Edition of the software.
• MicroStrategy Quick Start Guide
Overview of the installation and evaluation process, and additional resources.
Manuals for Query, Reporting, and Analysis
Products
• MicroStrategy Installation and Configuration Guide
Information to install and configure MicroStrategy products on Windows, UNIX, Linux, and HP platforms, as well as basic maintenance guidelines.
• MicroStrategy Upgrade Guide
Instructions to upgrade existing MicroStrategy products.
• MicroStrategy System Administration Guide
Concepts and high-level steps to implement, deploy, maintain, tune, and troubleshoot a MicroStrategy business intelligence system.
• MicroStrategy Project Design Guide
Information to create and modify MicroStrategy projects, and understand facts, attributes, hierarchies, transformations, advanced schemas, and project optimization.
• MicroStrategy Basic Reporting Guide
Instructions to get started with MicroStrategy Desktop and MicroStrategy Web, and how to analyze data in a report. Includes the basics for creating reports, metrics, filters, and prompts.
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xvi Resources © 2007 MicroStrategy, Inc.
• MicroStrategy Advanced Reporting Guide
Instructions for advanced topics in the MicroStrategy system, building on information in the Basic Reporting Guide. Topics include reports, Freeform SQL reports, Query Builder reports, OLAP Cube reports, filters, metrics, Data Mining Services, custom groups, consolidations, and prompts.
• MicroStrategy Report Services Document Creation Guide
Instructions to design and create Report Services documents, building on information in the Basic Reporting Guide and Advanced Reporting Guide.
• MicroStrategy Office User Guide
Instructions for using MicroStrategy Office to work with MicroStrategy reports and documents in Microsoft® Excel, PowerPoint®, Word, and Outlook, to analyze, format, and distribute business data.
• MicroStrategy Mobile User Guide
Instructions for using MicroStrategy Mobile to view and analyze data, and perform other business tasks with MicroStrategy reports and documents on a mobile device. Covers installation and configuration of MicroStrategy Mobile and how a designer working in MicroStrategy Desktop or MicroStrategy Web can create effective reports and documents for use with MicroStrategy Mobile.
• MicroStrategy Functions Reference
Function syntax and formula components; instructions to use functions in metrics, filters, attribute forms; examples of functions in business scenarios.
• MicroStrategy Web Services Administration Guide
Concepts and tasks to install, configure, tune, and troubleshoot MicroStrategy Web Services.
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Manuals for Information Delivery and Alerting
Products
• MicroStrategy Narrowcast Server Getting Started Guide
Instructions to work with the tutorial to learn Narrowcast Server interfaces and features.
• MicroStrategy Narrowcast Server Installation and Configuration Guide
Information to install and configure Narrowcast Server.
• MicroStrategy Narrowcast Server Application Designer Guide
Fundamentals of designing Narrowcast Server applications.
• MicroStrategy Narrowcast Server System Administrator Guide
Concepts and high-level steps to implement, maintain, tune, and troubleshoot Narrowcast Server.
• MicroStrategy Narrowcast Server Upgrade Guide
Instructions to upgrade an existing Narrowcast Server.
Manuals for Analytics Modules
• Business Intelligence Developer Kit (BIDK) Installation and Porting Guide
• Customer Analysis Module Reference
• Sales Force Analysis Module Reference
• Financial Reporting Analysis Module Reference
• Sales and Distribution Analysis Module Reference
• Human Resources Analysis Module Reference
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xviii Resources © 2007 MicroStrategy, Inc.
Software Development Kits
• MicroStrategy Developer Library (MSDL)
Information to understand the MicroStrategy SDK, including details about architecture, object models, customization scenarios, code samples, and so on.
• MicroStrategy Web SDK
� The Web SDK is available in the MicroStrategy Developer Library, which is sold as part of the MicroStrategy SDK.
• Narrowcast Server SDK Guide
Instructions to customize Narrowcast Server functionality, integrate Narrowcast Server with other systems, and embed Narrowcast Server functionality within other applications. Documents the Narrowcast Server Delivery Engine and Subscription Portal APIs, and the Narrowcast Server SPI.
To access installed online documentation
1 From the Windows Start menu, choose Programs, MicroStrategy, then Product Manuals. A Web page opens with a list of available manuals in PDF format.
2 Click the link for the desired manual.
3 Some documentation is provided in HTML help format. When you select one of these guides, the File Download dialog box opens. Select Open this file from its current location, and click OK.
� If bookmarks are not visible on the left side of an Acrobat (PDF) document, click the Bookmarks and Page from the View menu.
Online help
MicroStrategy provides several ways to access online help:
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© 2007 MicroStrategy, Inc. Resources xix
• Help button: Use the Help button at the bottom of most software screens to see context-sensitive help.
• Help menu: Select Contents and Index to see the main table of contents for the help system.
• F1 key: Press F1 to see context-sensitive help addressing the function or task you are currently performing.
Documentation standards
MicroStrategy online help and PDF manuals (available both online and in printed format) provides standards to help you identify concepts and procedures. The following table lists these conventions.
Type Indicates
bold • button names, check boxes, dialog boxes, options,
lists, and menus that are the focus of actions or part
of a list of such GUI elements and their definitions
• text to be entered by the user
Example: Click Select Warehouse.
Example: Type cmdmgr -f scriptfile.scp and press ENTER.
italic • new terms defined within the text and in the glossary
• names of other product manuals
• when part of a command syntax, indicates variable
information to be replaced by the user
Example: The aggregation level is the level of calculation for the metric.
Example: Type copy c:\filename d:\foldername\filename
Courier
font
• calculations
• code samples
• registry keys
• path and file names
• URLs
• messages displayed in the screen
Example:
Sum(revenue)/number of months.
UPPERCASE • keyboard command key (such as ENTER)
• shortcut key (such as CTRL+V)
Example: To bold the selected text, press CTRL+B.
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Education
MicroStrategy Education Services provides a comprehensive curriculum and highly skilled education consultants. Many customers and partners from over 800 different organizations have benefited from MicroStrategy instruction. For a detailed description of education offerings and course curriculums, visit www.microstrategy.com/Education.
Consulting
MicroStrategy Consulting Services provides proven methods for delivering leading-edge technology solutions. Offerings include complex security architecture designs, performance and tuning, project and testing strategies and recommendations, strategic planning, and more. For a detailed description of consulting offerings, visit www.microstrategy.com/Consulting.
International support
MicroStrategy supports several locales. Support for a locale typically includes native database and operating system support, support for date formats, decimal formats, currency symbols, and availability of translated interfaces and certain documentation.
+ A keyboard command that calls for the use of more
than one key (for example, SHIFT+F1)
� A note icon indicates helpful information for specific
situations.
� A warning icon alerts you to important information such
as potential security risks; these should be read before
continuing.
Type Indicates
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MicroStrategy is certified in homogeneous configurations (where all the components lie in the same locale) in the following languages—English (US), French, German, Italian, Japanese, Korean, Portuguese (Brazilian), Spanish, Chinese (simplified), and Swedish. For information on specific languages supported by individual MicroStrategy system components, see the MicroStrategy readme.
MicroStrategy also provides limited support for heterogeneous configurations (where some of the components may lie in different locales). Please contact MicroStrategy Technical Support for more details.
A translated user interface is available in each of the above languages.
Technical Support
If you have questions about a specific MicroStrategy product, you should:
1 Consult the product guides, online help, readme files, and release notes. Paths to access each are described above.
2 Consult the MicroStrategy Knowledge Base online at http://www.microstrategy.com/support/k_base/index.asp
� A technical administrator in your organization may be able to help you resolve your issues immediately.
3 If the resources listed in the steps above do not provide you with a solution, contact MicroStrategy Technical Support directly. To ensure the most effective and productive relationship with MicroStrategy Technical Support, review the Policies and Procedures document posted at http://www.microstrategy.com/ Support/Policies. Refer to the terms of your purchase agreement to determine the type of support available to you.
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MicroStrategy Technical Support may be contacted by your company’s Support Liaison. A Support Liaison is a person whom your company has designated as a point-of-contact with MicroStrategy’s support personnel. All customer inquiries and case communications must come through these named individuals. Your company may designate two employees to serve as their Support Liaisons. Your company may request to change their Support Liaisons two times per year with prior written notice to MicroStrategy Technical Support.
Ensure issues are resolved quickly
Before logging a case with MicroStrategy Technical Support, the Support Liaison may follow the steps below to ensure that issues are resolved quickly:
1 Verify that the issue is with MicroStrategy software and not a third party software.
2 Verify that the system is using a currently supported version of MicroStrategy software by checking the Product Support Expiration Schedule at http://www.microstrategy.com/Support/Expiration.asp.
3 Attempt to reproduce the issue and determine whether it occurs consistently.
4 Minimize the complexity of the system or project object definition to isolate the cause.
5 Determine whether the issue occurs on a local machine or on multiple machines in the customer environment.
6 Discuss the issue with other users by posting a question about the issue on the MicroStrategy Customer Forum at https://forums.microstrategy.com.
The table on the following page shows where, when, and how to contact MicroStrategy Technical Support. If your Support Liaison is unable to reach MicroStrategy Technical Support by phone during the hours of operation, they can leave a voicemail message, send e-mail or fax, or log a case using the Online Support Interface.
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Support Liaisons should contact the Technical Support Center from which they obtained their MicroStrategy software licenses or the Technical Support Center to which they have been designated.
North America E-mail: [email protected]
Web: https://support.microstrategy.com
Fax: (703) 842–8709
Phone: (703) 848–8700
Hours: 9:00 A.M.–7:00 P.M. Eastern Time (1400–0000 GMT), Monday–Friday
except holidays
Europe, the Middle East, and
Africa (EMEA)
E-mail: [email protected]
Web: https://support.microstrategy.com
Fax: +44 (0) 208 396 0001
The European Technical Support Centre is closed on certain public holidays.
These holidays reflect the national public holidays in each country.
Phone:
• United Kingdom: +44 (0) 208 396 0085
• Benelux: +31 20 346 9210
• Finland: +35 8 9 6937 9620
• France: +33 1 41 91 86 49
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The individual Technical Support Centers are closed on certain public holidays. In North America, these holidays reflect many U.S. national holidays. In Europe, Asia Pacific, and Latin America, these holidays reflect the national public holidays in each country.
Although not a requirement, we recommend you designate Support Liaisons who have permissions to be MicroStrategy project administrators. This can eliminate security conflicts and improve case resolution time. During the course of troubleshooting and researching issues, MicroStrategy Technical Support personnel may make recommendations that require administrative privileges on the MicroStrategy projects, or that assume that the designated Support Liaison has a security level that permits them to fully manipulate the MicroStrategy projects and has access to potentially sensitive project data such as security filter definitions.
Required information when calling
When contacting MicroStrategy Technical Support, please provide the following information:
• Personal information:
� Name (first and last)
� Company and customer site (if different from company)
� Contact information (phone and fax numbers, e-mail addresses)
• Case details:
� Configuration information, including MicroStrategy software product(s) and versions
� Full description of the case including symptoms, error messages(s), and steps taken to troubleshoot the case thus far
• Business/system impact
If this is the Support Liaison’s first call, they should also be prepared to provide the following:
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• street address
• phone number
• fax number
• e-mail address
To help the Technical Support representative work to resolve the problem promptly and effectively, be prepared to provide the following additional information:
• case number: Please keep a record of the number assigned to each case logged with MicroStrategy Technical Support, and be ready to provide it when inquiring about an existing case
• software version and product registration numbers of the MicroStrategy software products you are using
• case description:
� What causes the condition to occur?
� Does the condition occur sporadically or each time a certain action is performed?
� Does the condition occur on all machines or just on one?
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� If there was an error message, what was its exact wording?
� What steps have you taken to isolate and resolve the issue? What were the results?
• system configuration (the information needed depends on the nature of the problem; not all items listed below may be necessary):
� computer hardware specifications (processor speed, RAM, disk space, and so on)
� network protocol used
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� ODBC driver manufacturer and version
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If the issue requires additional investigation or testing, the Support Liaison and the MicroStrategy Technical Support representative should agree on certain action items to be performed. The Support Liaison should perform any agreed-upon actions before contacting MicroStrategy Technical Support again regarding the issue. If the Technical Support representative is responsible for an action item, The Support Liaison may call MicroStrategy Technical Support at any time to inquire about the status of the issue.
Feedback
Please send any comments or suggestions about user documentation for MicroStrategy products to:
Send suggestions for product enhancements to:
When you provide feedback to us, please include the name and version of the products you are currently using. Your feedback is important to us as we prepare for future releases.
© 2007 MicroStrategy, Inc. 1
1
1.INTRODUCTION TO THE SALES
& DISTRIBUTION ANALYSIS
MODULE
Introduction
Recognizing the patterns and motivating forces behind your organization’s sales and distribution processes is vital to maintaining a customer-focused business environment. To succeed, organizations must quickly identify problematic trends and trouble spots, and act to improve the overall customer experience. The MicroStrategy Sales and Distribution Analysis Module (SDAM) addresses the analytical requirements of typical sales and distribution business processes and subprocesses.
The in-depth analysis available with SDAM allows you to gain insight into your company’s activities to identify patterns that drive successful behavior. It allows you to summarize information about sales and distribution activities for a given organizational unit, product line, or delivery area, to study historical trends and contributions to overall sales and distribution activities.
SDAM assists analysts, managers, and executives to obtain important insight into the various factors that drive the sales and distribution process.
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SDAM solutions
Knowledge about the sales and distribution process can be gleaned from packaged MicroStrategy analytics which include reports, scorecards (a specific collection of related reports), and dashboards (a collection of related reports customized for optimum display). In addition, some reports show summarized information to help you see trends, while others display very specific, detailed data about your customers.
The analytics in SDAM can be used to answer questions such as the following:
• How are inquiries allocated across distribution channels and the sales organization?
• What are my sales volumes, sales trends, and top materials and customers for the year?
• How are sales growing for a product? What is its effect on my sales overall?
• Which products and product lines show the highest activity, positive monthly trends, and highest net margins?
• Which sales offices are performing best and worst, in terms of profitability, number of sales orders, and net margin? Which sales offices show the most improvement?
• How is my customer loyalty? What percentage of my customer base currently has open sales orders?
• What are my top five sales orders by net sales amount, for each quarter?
• How can I bundle products to best initiate quotation-to-sales order conversions?
• How can I improve delivery management? Where in the delivery process are the longest delays and from which shipping points? Which customers and products are usually involved?
• Which distribution centers process the most orders? Are they more efficient than others? Which regions have the worst processing times?
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• Which products create the highest number of backlogs?
• Do our pending deliveries represent fulfillment of old orders or a backlog from new orders?
• Which areas of the company have more returns? Which customers and products are usually involved?
SDAM scope
SDAM covers the analytical needs of major company business functions, as well as many important subprocesses:
• Sales: Analyze all pre-sales and sales activities, to identify sales activity volumes based on the number of transactions, amounts, and quantities. This includes a focus on historical trends, profitability, and organizational contributions to overall activity.
• Customer management: Analyze sales activity based on customer characteristics. This includes identifying customer segments with certain purchasing patterns and understanding customer loyalty and profitability.
• Product management: Analyze sales and delivery activity from the point of view of the product. This includes identifying material (products and services) purchasing patterns by geographical area, top products, product profitability, contributions to product line activity, delivery activity by product, historical trends, and so on.
• Delivery: Analyze delivery activities to identify activity volumes based on the number of transactions and quantities, and to measure delivery processing times.
• Service: Analyze how transactions are fulfilled to customers. This includes identifying anomalies in service functions, tracking open transactions, and measuring organizational efficiency in delivering materials.
• Open sales orders (backlog): Monitor how open sales orders are fulfilled after product orders are placed.
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• Shipping: Monitor the tasks required to fulfill orders. Tasks include obtaining ordered materials and packing materials, loading them on the transportation mechanism, and issuing them from the shipping location.
• Returns: Monitor the tasks required to process product returns. This includes the tasks required to handle the return itself and, if necessary, deliver materials to replace the returned ones.
SDAM analysis areas
SDAM is broken down into the following general analysis areas:
• Inquiry analysis
Inquiry analysis looks at the initial stage of the business process, measuring inquiry activity through the organization, materials, and the customer base.
For inquiry reports, see Chapter 3, Inquiry Analysis.
• Quotation analysis
Quotation analysis focuses on quotation processing, including measuring activity based on the different business hierarchies and efficiency converting inquiries into quotations.
For quotation reports, see Chapter 4, Quotation Analysis.
• Sales Order analysis
Sales Order analysis focuses on sales transactions from different points of view. It includes measuring overall sales activity, understanding sales through the customer base to identify customer segments, analyzing materials sales, and measuring efficiency converting quotations into sales orders.
For sales order reports, see Chapter 5, Sales Order Analysis.
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• Delivery analysis
Delivery analysis looks at how goods are delivered to customers, including tracking open deliveries and analyzing delivery activity and processing times.
For delivery reports, see Chapter 6, Delivery Analysis.
• Sales and Delivery Service analysis
Sales and Delivery Service analysis focuses on all the service activities related to the fulfillment of sales and delivery transactions. This includes analyzing backlog, quality of delivery service, and returns.
For sales and delivery service reports, see Chapter 7, Sales and Delivery Service Analysis.
SDAM features
SDAM is designed so that you can use the packaged reports with data coming from ERP systems, such as SAP, PeopleSoft, and JD Edwards. SDAM is built using the MicroStrategy business intelligence platform and takes advantage of the rich reporting and analytical features of MicroStrategy products.
• Data breadth and depth: The SDAM reports model all pre-sales, sales, post-sales, and delivery activities covering the complete sales and distribution business process. They allow you to track activity at the transaction level, including the item detail for each transaction. For example, sales order reports track the different materials sold as well as facts such as item quantity, item amount, and so on. Outbound delivery reports track the different materials sold, facts such as item delivered and quantity, and attributes such as shipping date, delivery date, and so on.
• Modularity: SDAM divides the analytical domain into two main areas, one tracking all pre-sales and sales activities and the other tracking all delivery activities. These areas are independent and can be implemented separately.
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Since reporting areas are aligned with one of the data areas, only the corresponding data area is required to take full advantage of SDAM reports.
• Reporting flexibility: Prompts allow you to define report templates dynamically and select filter conditions to be used at run time.
• Rich formatting: Reports use advanced MicroStrategy formatting features, such as thresholds to highlight important trends, page-by to move quickly to summary information, graphs to display results three-dimensionally or as lines and bars, and so on.
• Segmentation and custom grouping capabilities: You can define sets of elements (segments) that meet certain conditions and view data on the defined segments. For example, you can identify customers that bought material A and customers that did not buy material B, and then identify a set of customers that meets both criteria for a cross sell campaign.
• Ad hoc query: You can create additional reports based on existing attributes or metrics, or create new reports to address specific reporting needs.
• Dashboards: You can combine data from different sources into one HTML document and display the data graphically at a high level, making it visually appealing and easy to understand. You can combine grids, graphs, text, and special dashboard images to create a quick overview of key performance indicators (KPIs).
• Scorecards: You can combine several reports into one HTML document, including different display modes such as graph or grid. See About scorecards and dashboards in this chapter for more information.
• Report Services documents: A document is a set of data with extensive formatting properties applied. When creating a document, you can specify what data appears, control how it will be laid out and formatted, and how it should be grouped. You can insert pictures and draw borders in the document. All of these capabilities allow you to create reports that are suitable for presentation to management or printing for boardroom quality material.
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• Advanced metrics: Advanced metrics include, for example, Historical Trends which compares sales activity from one month to the previous month, or Contributions which measures the weight of a group of materials (products and services) on overall material sales.
• Advanced drilling: You can navigate (or drill) from highly summarized information down to attributes and other data details.
For a more in-depth introduction to MicroStrategy query and reporting features as well as an interactive tutorial, see the MicroStrategy Basic Reporting Guide.
About reports, scorecards, dashboards, and
documents
This reference guide describes the scorecards and documents that summarize the SDAM analysis areas. This guide also describes the general analysis areas within SDAM and presents the reports within each analysis area that come with SDAM.
Each general analysis area provides a short introduction to the area, explaining the analysis challenges and presenting the list of packaged reports that belong to that general reporting area.
For each report, scorecard, or document, this guide provides:
• A description of its business value
• Typical usage scenarios
• A screen shot with sample data
� The sample data warehouse that supplies information for the sample reports is updated regularly. As a result, for those screen shots that display dates, the dates that appear may not always coincide exactly with the data returned for a sample report.
• A description of how data is qualified
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• Typical drill paths
• Tips about how the report, scorecard, or document can be customized and extended to fit user requirements
� Report Services documents can only be displayed in a server connection (a three-tier environment). You must be connected to MicroStrategy Intelligence Server. Additionally, to display a Report Services document, you must have MicroStrategy Report Services. See the MicroStrategy Installation and Configuration Guide for information on connecting to Intelligence Server and the MicroStrategy Report Services Document Creation Guide for details on Report Services documents.
Accessing reports
All the SDAM reports and scorecards are stored in the Reports folder of the Sales and Distribution Analysis Module project.
To access reports
1 From the Windows Start button, point to Programs, then MicroStrategy, then Desktop, and select Desktop.
2 Enter your user name and password, and click OK. The default user name is Administrator with the password field left blank. If your system administrator has changed this, contact that person to get a user name and password.
3 From the Folder List area, expand the Analytics Modules.
4 Expand the Sales and Distribution Analysis Module.
5 Expand Public Objects, and expand Reports. All SDAM reports and scorecards are located in this Reports folder.
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About scorecards and dashboards
Scorecards and dashboards are popular ways to display and distribute data from business intelligence projects. In MicroStrategy, dashboards and scorecards are Report Services documents.
A Report Services document is a set of data and formatting properties that, when executed, can produce an attractive presentation-quality report. For more information on Report Services documents, see About Report Services documents, page 10.
The information in this section is intended as a brief overview of scorecards and dashboards.
Scorecards
Scorecards provide you with a high-level summary of key performance indicators (KPIs) for a given analysis area. They accomplish this by displaying data of actual performance compared to planned targets and benchmarks.
Scorecards are made up of several combined base reports. Scorecards are a good starting point for any Analysis Module because scorecards comprise the most common or most important reports within a given analysis area. From the data returned on a scorecard, you can formulate ideas for further, more detailed exploration. See Accessing Reports in this chapter for steps to open an SDAM scorecard.
Scorecards are laid out to help you with the information-gathering process. The most general information is found at the top left of the scorecard, and the reports get more detailed as you move left to right, top to bottom. SDAM comes with several scorecards, which are described in chapter 2.
Dashboards
Dashboards, like scorecards, are made up of a group of reports and metrics that are tied together by business logic. Scorecards typically follow a specific methodology and focus
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on key metrics within a business area. Dashboards, on the other hand, also provide key metrics but tend to summarize business intelligence information more widely.
Dashboards allow you to display information customized to your audience. Audiences might include executives, managers, or particular groups within the company such as Marketing or Sales. In some cases, you may choose to provide information to partners or customers. Among other things, dashboards let you
• add interactivity to a document, so that analysts can select various options directly on the document to display the specific data they are interested in
• choose a uniform coloring scheme or display information using your company’s standard Web page style
• add links wherever necessary
• choose the appropriate graphs, images, and colors for better presentation and to highlight specific data, trends, and deviation from certain trends, as well as to provide visual cues
• share the dashboard using Desktop, Web, or via e-mail using Narrowcast Server
About Report Services documents
A MicroStrategy Report Services document is a set of data and formatting properties that, when executed, can produce an attractive presentation-quality report. There are several types of Report Services documents, including the following:
• Scorecards and dashboards: Designed for visual impact, these documents provide a distilled view of the business, organized in adaptive sections or zones.
• Managed metrics reports: With a quantitative focus, these documents present lists of metrics or process-driven tabular views of the business.
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• Production and operational reports: Designed for production operations management, these documents present data in hierarchical categories or bands and can span across hundreds of printed pages.
• Invoices and statements: These documents use the transaction and sub-transaction level data necessary for billing, collection, and customer service.
• Business reports: Designed for financial and other statutory business reporting, these documents present comprehensive data in print and electronic forms.
See the other MicroStrategy Analytics Modules and the MicroStrategy Tutorial for examples of other types of Report Services documents.
Accessing documents
To open a document that has already been created
1 From a project in MicroStrategy Desktop or Web, navigate to the folder containing the document.
2 Do one of the following depending on which interface you are using:
� In MicroStrategy Web, click the document name or icon. The document displays.
� In MicroStrategy Desktop, double-click the document name or icon. It opens in PDF View.
For complete details on viewing, creating, and working with documents, see the MicroStrategy Document Creation Guide.
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About the object glossaries
The objects used in the SDAM reports are presented in glossaries in Appendix A of this reference guide. The glossaries include descriptions of the public objects (metrics, filters, and prompts) that make up SDAM. For details, see Object Glossaries, page 151 in Appendix A.
For additional details on any SDAM object, see the MicroStrategy project definitions in the Schema Objects and Public Objects folders.
About the logical data model
SDAM’s logical data model (sometimes also called the multidimensional model) is presented in Appendix B of this reference guide. The logical data model is the group of attributes (business concepts) and facts (measures, or logical pieces of data that can be analyzed) that make up an Analysis Module, arranged in specific sequences to reflect a business structure or business logic. A logical data model also shows how that business logic maps to the physical schema (data elements in a data warehouse). For details on logical data modeling, see the data modeling section of the MicroStrategy Installation and Configuration Guide.
The logical schema diagram is available in an Erwin file, located in Program Files/MicroStrategy/Analytics Modules/Sdam/SDAM.er1. For additional details, see Logical Data Model, page 181 in Appendix B.
� The documentation assumes you have prior experience with logical data modeling and creating business intelligence applications using MicroStrategy technology.
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About attributes and facts
To get full details about any attribute or fact in any Analysis Module, use the Attribute Editor. You can view such information as definitions, properties, mapping methods, source tables, and so on.
To view attribute or fact details
1 From MicroStrategy Desktop, open the Sales and Distribution Analysis Module.
2 Open the Schema Objects folder.
• Attributes can be found in the Attributes folder.
• Facts can be found in the Facts folder.
3 Double-click the individual attribute or fact. The Attribute Editor automatically opens and displays details about the selected object.
About business hierarchies
The attributes and facts in the logical data model are arranged in a specific sequence to reflect business logic. This arranged structure is called a hierarchy (sometimes also called a dimension).
The analysis hierarchies for each module include a number of hierarchies through which data can be summarized, such as organization, material (product or service), time, and customer.
Default analysis hierarchies can be easily customized and extended to support analysis structures required for each company. See the Logical Data Model appendix and Physical Schema and Data Dictionary appendix in this guide for additional details.
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About porting
The MicroStrategy Analytics Modules are designed around the concept of portability. Portability is the ability of an analytical application to be integrated into an existing data warehouse. Porting a given analytical application involves remapping the application’s logical data model to an existing physical data warehouse schema while retaining the logical data model definition.
The MicroStrategy Analytics Modules are designed to be independent from data structures. SDAM’s logical data model and reports can work with the physical data schema they come with, or with almost any other physical schema (such as your own data warehouse) containing the same or similar data elements. See the Business Intelligence Developer Kit (BIDK) Installation and Porting Guide for more information on porting and detailed steps to use this feature.
About the physical schema
The physical schema for SDAM’s default data warehouse is presented in Appendix C of this reference guide.
• You can use this default warehouse as a starting point for creating your own data warehouse in the sales and distribution analysis area.
• You can use it as a template for building analytical applications.
• You can port SDAM’s logical data model to your own existing data warehouse.
See the Business Intelligence Developer Kit (BIDK) Installation and Porting Guide for details on any of these three approaches to the Analytics Modules.
This reference guide contains the physical schema diagram for the default data warehouse and also provides descriptions of all the tables and columns in the default data warehouse, as well as their purposes.
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The default physical schema definition is also available in an Erwin file, located in Program Files/MicroStrategy/Analytics
Modules/Sdam/SDAM.er1.
� The documentation assumes you are familiar with basic RDBMS concepts and Erwin data modeling.
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2
2.SDAM SCORECARDS AND
DOCUMENTS
Introduction
Scorecards provide a high-level summary of key performance indicators (KPIs) for a given analysis area. They accomplish this by displaying actual performance data compared to planned targets and benchmarks. Scorecards are made up of several base reports (called datasets) that, when combined, provide you with a general overview of a given analysis area. These datasets are displayed in a MicroStrategy Report Services document.
A document is a set of data and formatting properties that, when executed, display an attractive, presentation-quality report. When creating a document, you can specify what data appears, control its layout and formatting, and how is grouped. You can insert pictures and draw borders in the document. All of these capabilities allow you to create reports that are suitable to present to management or to print as boardroom quality material. A dashboard is a type of document in MicroStrategy.
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This chapter provides information, usage scenarios, screen shots, and details for the Sales and Distribution Analysis Module’s (SDAM) scorecards and documents. The scorecards and documents are available in the SDAM Reports folder; see Accessing reports and Accessing documents.
� Report Services documents can only be displayed in a server connection (a three-tier or four-tier environment). You must be connected to MicroStrategy Intelligence Server. Additionally, to display a Report Services document, you must have the MicroStrategy Report Services product. See the MicroStrategy Installation and Configuration Guide for information on connecting to Intelligence Server and the MicroStrategy Report Services Document Creation Guide for details on Report Services documents.
Scorecards and dashboards
Executive Sales Scorecard
This scorecard provides a summary of sales activity for a given year, including measuring volumes, monthly trends, and identifying top customers and materials.
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Scorecard layout and display
The datasets included in this scorecard are:
• Quarterly Sales by Sales Organization
• Sales Activity Summary
• Top 5 Customers by Net Sales Amount
• Top 5 Materials by Net Sales Amount
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Usage scenarios
Executives and sales managers can use this scorecard to see a general overview of sales activity including sales volumes, historical trends, and the top products and customers for the selected year. Users are prompted to select a year for which to analyze data.
Scorecard details
• Qualification: You are prompted to select a year to analyze. The scorecard displays sales activity data for the selected year. This selection applies to all datasets that make up the scorecard.
• Other options: You can create scorecards similar to this one to summarize sales activity for a given sales organization, sales office, or distribution channel, instead of summarizing data for the whole company.
Inquiry to Shipment Process
This document helps you analyze sales deals and sales amounts for different stages of the inquiry-to-shipment process. The document presents a visual representation of the sales and distribution process to help you understand how each stage relates to the others. It also includes a number of metrics that measure overall performance for captured and lost sales.
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Scorecard layout and display
This document includes the following datasets:
• Inquiry to Shipment (Amounts)
• Inquiry to Shipment (Amounts) - YTQ
• Inquiry to Shipment (Counts)
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Usage scenarios
Executives can use this document to gain an understanding of overall sales activity, from generating inquiries to delivering goods to customers. They can also use the data to analyze KPIs that measure the performance of the sales organization.
• Qualifications: This document includes a prompt that allows you to select a specific quarter for which to display data. You can modify the prompt to compare data at different time levels, such as current month vs. year-to-month, or month-to-date vs. year-to-date.
• Dataset details and metric definitions: For details about the datasets and metrics used in this document, see the MicroStrategy project folder Public Objects/Reports/Scorecards and Dashboards/
Datasets.
• Additional details: The document also includes a Notes section with definitions for the KPIs that appear in the document.
Outbound Delivery Activity Scorecard
This scorecard summarizes outbound delivery activity for a given year, including delivery summary, activity by shipping point, and quality of service. (The image below is cut short;
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the graph at the bottom is fully displayed in Desktop and Web.)
Scorecard layout and display
The datasets included in this scorecard are:
• Outbound Delivery Activity by Shipping Point
• Outbound Delivery Activity Summary
• Outbound Delivery Service Summary by Shipping Point
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Usage scenarios
Executives and delivery managers can use this scorecard to get a general overview of delivery activity, including delivery volumes, processing times, historical trends, contributions, and quality of delivery service.
Scorecard details
Users are prompted to select a year to analyze. The scorecard displays delivery activity for the selected year. This selection applies to all datasets that are part of the scorecard.
Purchase Order
The Purchase Order document displays a generated purchase order, ready to be printed and sent to customers. Each purchase order displays all available information about an order, including item quantities and total amounts. It also includes a form for customers to insert their authorization information and shipment requirements.
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Document display
This document includes the following datasets:
• Purchase Orders
• Totals - Purchase Orders
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Usage scenarios
Sales representatives can generate this document as needed and send it electronically to customers. Customers can easily return the document by fax to accept the conditions and to initiate the shipping and billing processes.
Document details
• Qualifications: This document includes a static filter that selects limited data for the purpose of creating the example above. You should modify the filter to allow users to select dynamic options such as time periods, specific customers, a specific order, and so on.
• Dataset details and metric definitions: For details about the datasets and metrics used in this document, see the MicroStrategy project folder Public Objects/Reports/Scorecards and Dashboards/
Datasets.
• Additional details:
� This document provides a high-quality printed purchase order.
� The document also includes a form for gathering customer purchase, authorization, and shipping information.
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Sales and Delivery Report for Material
This scorecard summarizes sales and delivery activity for a given material.
Scorecard layout and display
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The datasets included in this scorecard are:
• Material Sales by Sales Organization
• Outbound Delivery Summary by Shipping Point
• Quarterly Sales Summary
Usage scenarios
Product managers can use this scorecard for a complete overview of sales and delivery activity for a specific material, including sales volumes, distribution by sales organization, and delivery activity by shipping point. You are prompted to select a material for which to see data.
Scorecard details
You are prompted to select a material to analyze. These selections apply to all datasets that are part of the scorecard.
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3
3.INQUIRY ANALYSIS
Introduction
This chapter provides reference information for the reports that come with the Sales and Distribution Analysis Module (SDAM) as part of SDAM’s Inquiry analysis area. It presents detailed information on each report in this analysis area, including usage scenarios, screen shots, and reporting details. The reports are available in the SDAM Reports folder; see Accessing reports in Chapter 1, Introduction.
� For information on the attributes, metrics, prompts, and filters included in the reports, see Object Glossaries, page 151 in Appendix A of this guide.
Inquiry Analysis area
Inquiry analysis focuses on understanding information related to the initial stage of the business process, customer inquiries.
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The Inquiry analysis area is divided into the following subsections, each with its own focused reports:
• Open Inquiries analysis monitors inquiries with an open status.
• Inquiry Analysis focuses on inquiry processing through the organization, material, and customer hierarchies.
Inquiry reports
Open Inquiries reports
The Open Inquiries area includes reports that monitor inquiries that are being qualified and may become a quotation. These reports include summaries that measure the number of open inquiries and inquiry items, and a report that tracks individual inquiry details.
Managers and operational users can use these reports to continuously track the inquiry process.
The reports included in this subsection are
• Summary Open Inquiries by Organization
• Summary Open Inquiries by Material
• List of Open Inquiries by Sales Office
Summary Open Inquiries by Organization
This report displays open inquiries, and groups them by any of the organization’s units.
Usage scenarios
Sales managers can use this report to determine which organizational units have a larger number of open inquiries.
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Report layout and display
Report details
• Qualification:
� The report includes an embedded filter named Open Status (Sales Document), and only displays inquiries that have a sales document status of Open.
� You are prompted to select one or more organization attributes to be displayed in the report.
• Drill path: You can drill to other organizational units. You can also drill to Material attributes to identify which material is the most requested in each organizational unit.
• Other options: You can create a similar report that analyzes by customer characteristics; substitute the object prompt with one selecting Customer attributes.
Summary Open Inquiries by Material
This report displays open inquiries grouped by material.
Usage scenarios
Product managers can use this report to identify the most requested materials, as well as total and average requested quantities by material.
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Report layout and display
Report details
• Qualification: The report includes an embedded filter named Open Status (Sales Document), and only displays inquiries that have a sales document status of Open.
• Drill path: You can drill down to identify customers and/or inquiries for a specific material.
• Other options: You can add a prompt qualification to display materials by Product hierarchy or Material division.
List of Open Inquiries by Sales Office
This report displays all open inquiries, grouped by sales office and sales group.
Usage scenarios
Sales managers and salespeople can use this report to identify all details for open inquiries, including the associated sales group and customer, and the materials and quantities requested.
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Report layout and display
The page-by Sales Office option displays open inquiries corresponding to the selected sales office, all on a single page.
Report details
• Qualification: The report includes an embedded filter named Open Status (Sales Document), and only displays inquiries that have a sales document status of Open.
• Drill path: Because this is a detailed report at the transaction level, no drill path is recommended.
• Other options: You can add additional details to the report, such as document item status.
Inquiry Analysis reports
The Inquiry analysis subsection presents all reports that analyze inquiry activity, including a summary report measuring inquiry activity by organization, a report analyzing historical trends by material, and a contribution analysis to identify elements with greater weight on overall activity.
Executives and managers can use these reports to analyze inquiry activity. Analysts can use the reports to understand what drives inquiry generation.
The reports in this subsection are:
• Quarterly Inquiry Activity by Organization
• Monthly Inquiry Activity Trends by Material
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• Monthly Inquiry Distribution by Customer Region
Quarterly Inquiry Activity by Organization
This report summarizes quarterly inquiry activity by any of the organization units, such as sales office, sales group, or distribution channel.
Usage scenarios
Sales managers can use this report to measure inquiry activity throughout the different organizational units, and identify the most active ones.
Report layout and display
The page-by Quarter option summarizes inquiry activity for the selected quarter.
Report details
• Qualification:
� You are prompted to select a year. The inquiries displayed are those that were created during the selected year.
� You are prompted to select one or more organization attributes to be displayed in the report.
• Drill path: You can drill to month, other organization units, or Material attributes to display the breakdown by material.
• Other options:
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� You can create a report that analyzes open inquiries by customer characteristics; substitute the object prompt with a prompt selecting customer attributes.
� You can replace Quarter by Organization attributes in the page-by option. Then you can display the report using a graph to analyze quarterly trends in inquiry activity for the different organizational units.
Monthly Inquiry Activity Trends by Material
This report displays inquiry activity by month, and measures inquiry trends based on material.
Usage scenarios
Product managers can use this report to identify the most requested materials, and to evaluate inquiry trends by comparing the change in the number of times a material is requested against the change in requested quantities.
Report layout and display
The page-by Month option summarizes monthly activity for different materials.
Both of the % Change Inquiries columns include a threshold that highlights data when a trend is negative. These values appear with a red background.
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Report details
• Qualification: You are prompted to select a quarter and a product to analyze.
• Drill path: You can drill to any of the Organization or Customer attributes to display the breakdown. For example, to analyze inquiry distribution of a material by customer region, you would select a material to analyze and drill on Customer Region.
• Other options: You can display information grouped by any of the Material attributes, such as the Product hierarchy, instead of displaying information at the material level, which is the lowest level in the Material hierarchy.
Monthly Inquiry Distribution by Customer
Region
This report displays the distribution of inquiries based on a customer’s geographical region.
Usage scenarios
Sales managers can use this report to identify which geographical areas have larger inquiry activity and contribute more to overall inquiries.
Report layout and display
Report details
• Qualification: You are prompted to select a quarter to analyze.
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• Drill path: You can drill to any other Customer attributes to identify customer profiles with larger inquiry activity.
• Other options: You can display information grouped by any of the other Customer attributes. To do this you must define a Contribution metric to support contribution analysis by any of the customer characteristics.
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4
4.QUOTATION ANALYSIS
Introduction
This chapter provides reference information for the reports that come with the Sales and Distribution Analysis Module (SDAM) as part of SDAM’s Quotation analysis area. It presents detailed information on each report in this analysis area, including usage scenarios, screen shots, and reporting details. The reports are available in the SDAM Reports folder; see Accessing reports in Chapter 1, Introduction.
� For information on the attributes, metrics, prompts, and filters included in the reports, see Object Glossaries, page 151 in Appendix A of this guide.
Quotation Analysis area
The Quotation Analysis area focuses on the quotation process, which involves creating a price quote for a customer by offering materials with certain price conditions.
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Quotations can be processed based on a preceding customer inquiry, if the customer requested information (an inquiry) about the company’s materials before a quotation was prepared. The inquiry request is then qualified as a possible sales opportunity and becomes the source of a price quotation. In SDAM, this type of quotation includes a reference to the preceding inquiry. The preceding inquiry is called a reference document. Quotations can also be processed without a prior inquiry. In this case, a salesperson generates a quotation based on their knowledge of the customer or a customer directly requests a quotation.
The Quotation analysis area is divided into the following subsections, each with its own focused reports:
• Open Quotations analysis: This area helps you monitor all quotations with an open status.
• Quotation analysis: This area helps you understand quotation-processing performance by organization, material, and customer, including analyzing historical trends and geographical contributions.
• Inquiry to Quotation Conversion analysis: This area helps you measure the organizational performance of converting customer inquiries into quotations.
• Customer Quotation History analysis: This area helps you track quotation histories for individual customers.
Product hierarchy example
As part of the material hierarchy, the product hierarchy exists to group products with similar features. For example, the Summary Open Quotations by Product Hierarchy report in this chapter displays open quotations based on product. The product hierarchy levels allow you to expand this report so you can see more specific lists of products, or to collapse the report to see broader, more general lists of products.
The product hierarchy contains the following levels:
• Zero (0): The lowest, most specific, or detailed level
• One (1): The intermediate level
• Two (2): The highest, most general, or most inclusive level
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Using a computer store as an example, as shown in the following figure, Product Hierarchy Level 2 might include PCs, Servers, Storage, Printers, and Peripherals and Supplies as elements of level 2.
Each of these level 2 elements contains a more specific list of products at the next lowest product hierarchy level. For example, Product Hierarchy Level 1 under Servers might include Tower Servers, Rack Servers, and Server Solutions.
Each element of level 1 contains the most specific list of products at the very lowest level. For example, Product Hierarchy Level 0 under Tower Servers might include High-Performance Tower Servers and Standard Tower Servers.
The following figure shows the example described above:
Quotation reports
Open Quotations reports
This subsection focuses on analyzing quotations that have been sent to customers and are awaiting customer response. This includes all reports with a status of “Open,” including two summary reports measuring the number of open
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quotations and quotation amounts by organization or materials, and a report at the transaction level to track quotation details.
Managers and operational users can use these reports to continuously track the quotation process, and to initiate actions that drive further sales orders.
The reports in this subsection are
• Summary Open Quotations by Organization
• Summary Open Quotations by Product Hierarchy
• List of Open Quotations by Customer
Summary Open Quotations by Organization
This report displays the distribution of open quotations throughout the organization, sorted by sales organization, sales office, and sales group.
Usage scenarios
Sales managers can use this report to determine which sales offices have a larger pipeline, as measured by the open quotations net amount, and can allocate resources accordingly.
Report layout and display
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Report details
• Qualification: This report includes an embedded filter named Open Status (Sales Document), and only displays quotations with an Open status.
• Drill path:
� You can drill to customer characteristics, such as customer region which allows you to identify more active regions.
� You can drill down to transaction details, identifying individual customers and quotations assigned to a specific sales group.
• Other options:
� You can add contribution metrics to identify which organizational units have the biggest weight in the overall sales pipeline.
� You can create a report to analyze open quotations based on customer characteristics, such as customer region.
Summary Open Quotations by Product
Hierarchy
This report displays open quotations based on product.
Usage scenarios
Product managers can use this report to analyze open quotations by product. They can drill to materials to identify those materials with a larger pipeline.
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Report layout and display
This report appears in Outline mode, which lets you view summarized information by the highest product hierarchy level. You can also expand one or more levels in the product hierarchy to see the Material detail. The screen shots here show examples of the reports with and without the levels expanded. See Product hierarchy example above for a detailed explanation of the product hierarchy.
Report details
• Qualification: This report includes an embedded filter named Open Status (Sales Document), and only displays quotations with an Open status.
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• Drill path: Because this report allows you to explore data at the Material level by expanding report elements, no drill path is recommended.
• Other options: You can add a prompt to filter materials by Product hierarchy or Material Division.
List of Open Quotations by Customer
This report displays open quotations for a specific customer or a group of customers.
Usage scenarios
Salespeople can use this report to track open quotations within their customer portfolios.
Report layout and display
Report details
• Qualification:
� You are prompted to select one or more customers to analyze.
� This report includes an embedded filter named Open Status (Sales Document), and only displays quotations with an Open status.
• Drill path: This is a detailed report at the transaction level, so no drill path is recommended.
• Other options:
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� You can add additional details to the report, such as Reference Document to display quotations that have an associated inquiry, or Document Item Status to display quotations with a specific status such as Open, Complete, and so on.
� You can create a report that identifies all open quotations for a sales office or sales organization. For example, you can add Sales Office to the report with the page-by option, and replace the Customer prompt with a prompt that selects one or more sales offices.
Quotation reports
This area focuses on analyzing quotation-processing performance by organization, material, and customer, including analyzing historical trends and geographical contributions.
The reports in this area help you
• summarize quotation activity over time, based on organization units or materials
• analyze historical trends
• analyze contributions to identify those elements that contribute a greater weight to overall quotation activity
Executives and managers can use these reports to monitor inquiry activity and identify historical trends. Analysts can use the reports to evaluate which organizational units, customer segments, or materials have greater quotation activity, and to identify patterns to explain it.
The reports in this subsection are
• Quotation Activity Summary
• Quarterly Quotation Activity Summary by Organization
• Quarterly Quotation Activity Summary by Material
• Monthly Quotation Activity Trends by Material
• Quotations Distribution by Customer Region
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• Monthly Quotation Contribution and Trends by Distribution Channel
• Material Contribution to Product Hierarchy Quotation Amounts
• Quarterly Rejected Quotation Items by Organization
Quotation Activity Summary
This graphical report displays a summary of quotation activity for a given year.
Usage scenarios
Sales executives and managers can use this report to gain an overview of quotation activities over time, and to identify historical trends.
Report layout and display
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This report appears as a graph with split axes. The two axes display the results of metrics using different scales.
Report details
• Qualification: You are prompted to select a year to analyze. The quotations displayed reflect only those quotations created during the selected year.
• Drill path: If you display the report in grid mode, you can drill to any organizational, material, or customer attribute to display the breakdown in monthly trends.
Quarterly Quotation Activity Summary by
Organization
This report displays a summary of quotation activity, based on a selected organization unit, such as sales group, sales office, or distribution channel.
Usage scenarios
Sales managers can use this report to analyze a complete set of metrics measuring quotation activity, such as the number of quotations, the net quotation amount, the average amount per quotation, and so on.
Report layout and display
The page-by Quarter option consolidates information for a selected quarter.
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Report details
• Qualification:
� You are prompted to select one or more organization units to be displayed in the report.
� You are prompted to select the year to analyze.
• Drill path: You can drill to any of the other organization units, or to customer characteristics.
• Other options:
� You can display a monthly summary by substituting Quarter with Month in the page-by option, and by changing the prompt to select a different time period.
� You can create a report using customer attributes instead of organization attributes to group the information; add an object prompt to select customer attributes at run time.
Quarterly Quotation Activity Summary by
Material
This report displays a summary of quotation activity based on a selected group of materials.
Usage scenarios
Product managers can use this report to analyze a complete set of metrics measuring activity at the material level, such as the number of quotation items, the average net amount per quotation item, or the quotation item quantity.
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Report layout and display
The page-by Quarter option consolidates information for the selected quarter.
Report details
• Qualification:
� You are prompted to select one or more material groups to be displayed in the report.
� You are prompted to select a year to analyze. The report displays only those quotations created during the selected year.
� In this report, the number of quotations identifies the number of times a material is included in a quotation. Because a single quotation may include several materials, the total can reflect double-counting of quotations.
• Drill path:
� You can drill down to other levels in the product hierarchy, or to Month.
� You can drill down to Material to identify activity at the lowest level.
• Other options: You can use Month instead of Quarter to analyze monthly activity.
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Monthly Quotation Activity Trends by Material
This report displays a detailed view of quotation activity at the material level.
Usage scenarios
Product managers can use this report to identify which materials are more actively quoted, and to analyze historical trends.
Report layout and display
The % Change columns include a threshold that highlights data when values are greater than zero. These values appear with a green background.
Report details
• Qualification:
� You are prompted to select a quarter to analyze. The report displays those quotations created during the selected quarter.
� You are prompted to select the materials to analyze.
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• Drill path: You can drill to organizational units to display the breakdown by organization.
• Other options: You can add material grouping attributes to the report, such as material division or category, instead of displaying the report at the material level.
Quotations Distribution by Customer Region
This report provides a graphical representation of the relative weight of each customer region on the total quotation amounts for each quarter.
Usage scenarios
Sales managers can use this report to identify how sales are distributed throughout the different customer regions.
� In a graph that uses percentage representation, the columns do not represent absolute values. Each segment represents the percentage weight of one customer region compared to the total.
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Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze. The report displays those quotations created during the selected year.
• Drill path: You can drill to other customer or organization attributes.
• Other options: Similar reports can be created using organizational attributes, such as sales organization, distribution channel, or sales office.
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Monthly Quotation Contribution and Trends by
Distribution Channel
This report displays the contribution of each distribution channel, such as direct sales, wholesalers, and so on, to the overall net quotation amount.
Usage scenarios
Sales managers and distribution channel managers can use this report to identify distribution channels with larger contributions, and to analyze monthly activity trends
Report layout and display
The page-by Month option consolidates information for the selected month.
Report details
• Qualification: You are prompted to select a year to analyze. The report displays those quotations created during the selected year.
• Drill path: Because this report calculates contributions at the distribution channel level, no drill path is recommended.
• Other options:
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� You can create similar reports by calculating contributions by other organizational attributes, such as sales organization and sales office. To do this you must create a contribution metric for the new attribute.
� Contributions can also be measured based on the number of quotations instead of quotation amounts.
Material Contribution to Product Hierarchy
Quotation Amounts
This report displays how materials contribute to the overall quotation amount for their corresponding product hierarchies.
Usage scenarios
Product managers can use this report to identify which materials contribute a higher quotation amount percentage to their corresponding product hierarchies.
Report layout and display
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Report details
• Qualification: You are prompted to select a year to analyze. The report displays those quotations created during the year selected.
• Drill path: No drill path is recommended.
• Other options: You can create similar reports calculating contributions by other material grouping attributes, such as material type, material group, material pricing group, and so on. To do this you must create a contribution metric for the new attribute.
Quarterly Rejected Quotation Items by
Organization
This report analyzes quotation rejections for a selected year in both absolute and relative values.
Usage scenarios
Sales managers can use this report to analyze quotation rejection numbers, and to see the quarterly trend. Higher rejection rates can identify areas where sales strategy does not match customer needs, for example, when there are issues with price or material demand.
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Report layout and display
Report details
• Qualification:
� You are prompted to select one or more organizational units to be displayed in the report.
� You are prompted to select the year to analyze. The reports reflects those quotations that were created during the selected year.
• Drill path: You can drill to other organization or customer attributes.
• Attributes: Rejected Quotation Items are those quotation items within a quotation that a customer rejected.
• Other options: A similar report can be created to analyze rejections by material, allowing you to identify materials with higher rejection rates.
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Inquiry to Quotation Conversion reports
This area helps you measure organizational performance in converting customer inquiries into quotations. This analysis area includes summary reports evaluating conversion performance based on organization and material attributes.
Quotations can be created directly or processed from an earlier inquiry. Conversion rates measure those quotations generated from inquiries, compared to the total number of inquiries.
Executives and managers can use the reports in this area to monitor conversion activity. Analysts can use these reports to identify patterns driving conversion.
The reports in this subsection are
• Quarterly Conversion Summary
• Quarterly Conversion Activity by Material
• Quarterly Conversion Activity by Organization
Quarterly Conversion Summary
This report displays the number of customer inquiries converted into quotations, and the conversion rate percentage.
Usage scenarios
Sales managers can use this report to analyze overall conversion success, and to see historical trends.
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Report layout and display
This report appears as a graph with split axes. The two axes display the results of metrics using different scales.
Report details
• Qualification: You are prompted to select a year to analyze. The report displays those inquiries and quotations processed during the year selected.
For example, suppose you select the year 2005 to analyze. If an inquiry was processed in 2005 (sales document creation date in 2005) and the corresponding quotation was processed in 2006 (sales document creation date in 2006), the report does not include that quotation to calculate the conversion rate.
• Drill path: You can drill to organizational attributes, such as sales organization or distribution channel, and you can drill to material attributes, such as material type.
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• Other options: You can include additional attributes to analyze activity trends by organization, material, or customer characteristics.
Quarterly Conversion Activity by Material
This report displays inquiry-to-quotation conversion performance for a selected year based on material.
Usage scenarios
Product managers can use this report to analyze material conversions, identifying which materials drive conversion from inquiries to quotations.
Report layout and display
The page-by Quarter option consolidates information for the selected quarter.
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Report details
• Qualification: You are prompted to select a year to analyze. The report includes those inquiries and quotations processed during the selected year.
• Drill path: You can drill to Month or Organization attributes to display the breakdown for the different materials.
• Other options: You can use other Materials groupings instead of Material.
Quarterly Conversion Activity by Organization
This report displays inquiry-to-quotation conversion efficiency based on a selected organizational unit.
Usage scenarios
Sales managers can use this report to analyze conversion performance for a selected year, and to identify organizational units with better conversion rates.
Report layout and display
The page-by Quarter option consolidates information for the selected quarter.
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Report details
• Qualification: You are prompted to select one or more organization attributes to be displayed in the report. The report only includes those inquiries and quotations processed during the selected year.
• Drill path: You can drill to customer characteristics to identify which customer segments have a greater conversion rate, and to determine patterns.
• Other options:
� You can create a similar report to analyze rejection by customer attributes. To do this, add an object prompt with customer attributes.
� You can add quarter-to-quarter comparison metrics to highlight historical trends.
Customer Quotation History reports
This analysis area helps you track quotation histories for individual customers. This area includes a report summarizing all the quotation activity for an individual customer, and a report identifying details for all quotations processed for a customer.
Salespeople and other users can use these reports to monitor historical activity for a customer or group of customers.
The reports included in this subsection are
• Customer Quarterly Quotation Activity Summary
• Customer Quotation History Detail
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Customer Quarterly Quotation Activity Summary
This report displays a summary of customer quotation activity for a selected year.
Usage scenarios
Sales managers and salespeople can use this report to view a summary of customer quotation activity for one or more customers. You can analyze customer activity and identify follow-up actions.
Report layout and display
The page-by Customer option consolidates information for the selected customer.
Report details
• Qualification: You are prompted to select a customer and a year to analyze.
• Drill path: Because this is a summary report, no drill path is recommended.
• Other options: You can add sales order metrics to analyze quotations and sales activities together.
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Customer Quotation History Detail
This report displays a list of all the quotations generated for a customer or group of customers.
Usage scenarios
Salespeople can use this report to track quotation histories for their customer portfolio, and to understand their customers’ future needs by analyzing the types of materials and quantities requested in the past.
Report layout and display
Report details
• Qualification: You are prompted to select one or more customers to analyze.
• Drill path: Because this report displays data at the lowest level possible, no drill path is recommended.
• Other options:
� You can add additional details to the report such as net price or net margin, a document status such as Open or Complete, reference document (a related, earlier inquiry), and so on.
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� You can add a filter qualification using Time to limit the quotations listed to those processed during a selected time period.
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5
5.SALES ORDER ANALYSIS
Introduction
This chapter provides reference information for the reports that come with the Sales and Distribution Analysis Module (SDAM) as part of SDAM’s Sales Order analysis area. It presents detailed information on each report in this analysis area, including usage scenarios, screen shots, and reporting details. The reports are available in the SDAM Reports folder; see Accessing reports in Chapter 1, Introduction.
� For information on the attributes, metrics, prompts, and filters included in the reports, see Object Glossaries, page 151 in Appendix A of this guide.
Sales Order Analysis area
This analysis area helps you analyze the sales order process, which involves customers placing a sales order to purchase materials.
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Sales orders can be processed based on a preceding quotation. If so, the sales order has a reference to the preceding quotation, so the quotation becomes a reference document for the sales order document. A sales order can also be placed directly into the system without a prior quotation.
Sales order transactions are automatically updated to reflect the fulfillment status based on ongoing deliveries. For a diagram of the sales order and sales order item structure, see Sales Document hierarchy, page 200 in Appendix B: Logical Data Model.
The Sales Order Analysis area is divided into the following subsections, each with its own focused reports:
• Open Sales Orders: This area monitors sales orders in process.
• Sales Analysis: This area focuses on sales activity based on the different organizational units.
• Customer Sales Analysis: This area analyzes sales activity throughout the existing customer base and identifies segments of customers with similar purchasing patterns.
• Material Sales Analysis: This analysis area focuses on sales activity based on material, including profitability analysis, historical trends, and contributions.
• Quotation to Sales Order Conversion Analysis: This area measures the efficiency of converting quotations into sales orders.
• Customer Sales Order History: This area tracks sales order histories for individual customers.
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Sales Order Analysis reports
Open Sales Orders reports
This analysis subsection presents reports that monitor sales orders being processed and pending delivery. This includes reports summarizing open sales orders by organization or material attributes, and a report that tracks sales order details at the customer level.
� The delivery status of an entire order depends on the delivery status of each item in the order. Until all the items are fully delivered, the order retains a status of Open; once all the items are delivered, the order status changes to Complete (fully delivered).
Managers and operational users can use the reports in this area to monitor the sales order process and take actions to ensure the future fulfillment of sales orders.
The reports in this area are
• Summary Open Sales Orders by Organization
• Summary Open Sales Orders by Material
• List of Open Sales Orders by Customer
Summary Open Sales Orders by Organization
This report displays a summary of open orders, listed by selected organizational units, such as by sales group, sales office, or distribution channel.
Usage scenarios
Sales managers can use this report to track how many open orders exist in each organizational unit, as well as view the amounts pending delivery.
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Report layout and display
Report details
• Qualification:
� You are prompted to select one or more organizational units to be displayed in the report.
� This report includes an embedded filter named Open Status (Sales Document), so the report displays only those orders with a Open status.
• Drill path: You can drill to other Organization attributes.
• Other options: You can create similar reports by replacing Sales Organization with Sales Office, Distribution Channel, or Customer Region to identify the geographical breakdown of open sales orders.
Summary Open Sales Orders by Material
This report displays a summary of currently open sales orders, by material.
Usage scenarios
Product managers can use this report to track open orders by different materials, and can view details such as quantity ordered and average net amount per item.
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Report layout and display
Report details
• Qualification: This report includes an embedded filter named Open Status (Sales Document), so the report displays only those orders with an Open status.
• Drill path: You can drill down to Organization or Customer Characteristics attributes to identify customer segments with certain buying behavior.
• Other options: You can change the report display to summarize information by any other of the Material attributes, such as material division or product hierarchy. This provides a summary and lets you drill to Material to analyze detail.
List of Open Sales Orders by Customer
This report displays a list of all the open sales orders, and groups them by customer.
Usage scenarios
Salespeople can use this report to identify all open orders and follow up to ensure successful completion.
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Report layout and display
The page-by Customer option consolidates information for the selected customer.
Report details
• Qualification: This report includes an embedded filter named Open Status (Sales Document), so the report displays only those orders with an Open status.
• Drill path: Because this report displays data at the lowest level possible, no drill path is recommended.
• Other options: You can add a Sales Office or Sales Group prompt to allow salespeople to select only open orders within a specific geographical unit.
Sales Analysis reports
This analysis subsection focuses on sales activity based on the different organizational units, such as by sales office, sales group, distribution channel, and so on. Reports include summaries measuring sales activity; reports analyzing profitability, historical trends, and contributions; and a report identifying top sales orders.
Executives and managers can use the reports in this subsection to monitor sales order activity. Analysts can use the reports to understand historical trends and contributions to overall sales.
The reports in this subsection are
• Sales Activity Summary
• Quarterly Sales Summary
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• Monthly Sales Activity by Organization
• Sales Group Contribution to Sales Office Activity
• Quarterly Profitability Summary by Sales Office
• Top 5 Sales Orders by Net Sales Amount and Quarter
Sales Activity Summary
This graphical report displays sales activity by month.
Usage scenarios
Executives and sales managers can use this report to analyze the company’s sales activity history and identify trends.
Report layout and display
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Net Sales Order Amount is displayed in a column graph. Sales Orders is displayed in a line graph.
Report details
• Qualification: You are prompted to select a year to analyze. The report displays those sales orders created during the selected year.
• Drill path: You can drill to any of the Organization attributes to display the breakdown.
• Other options: You can add additional metrics such as Sales Order Items or Average Sales Order Amount.
Quarterly Sales Summary
This report displays a general overview of company sales activity for a selected year.
Usage scenarios
Executives and sales managers can use this report to measure sales activity using a complete set of metrics, and can also compare quarterly activity to identify historical trends.
Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze. The report displays those sales orders created during the selected year.
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• Drill path: You can drill to any of the Organization attributes to display the breakdown by sales organization, distribution channel, or material division.
� Drilling to Month is not recommended because the % Change Amount row is calculated at the quarter level.
• Other options:
� You can create a similar report at the Month level. To do this you must replace the Quarter Comparison metrics with others calculated at the Month level.
� You can add additional prompt qualifications to analyze the summary for a specific material division, sales office, distribution channel, and so on.
Monthly Sales Activity by Organization
This report displays a sales summary by month for any of the organizational units, such as sales organization, distribution channel, sales office, and so on.
Usage scenarios
Executives and sales managers can use this report to analyze sales activity for any organizational unit, including measuring monthly trends.
Report layout and display
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The page-by Month option consolidates information for the selected month.
Report details
• Qualification:
� You are prompted to select one or more Organization attributes to be displayed in the report.
� You are prompted to select a quarter to analyze. The report displays those sales orders created during the selected quarter.
• Drill path: Drill to any of the other Organization attributes or to customer characteristics to identify key segments in the customer base.
• Other options:
� You can add prompt qualifications to segment results. For example, you can provide prompts to select a specific customer region or distribution channel.
� You can create a report to analyze activity by customer characteristics, by replacing the object prompt with one selecting Customer Characteristic attributes.
Sales Group Contribution to Sales Office Activity
This report displays the contribution of each sales group to overall sales office activity.
Usage scenarios
Sales office managers can use this report to determine which sales groups contribute more to overall sales office activity, and can see the contribution trend to identify those sales groups that are improving their contributions.
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Report layout and display
The page-by Month option summarizes information based on the month selected.
The % Contribution column includes a threshold that highlights data when a sales group contribution is more than 50%. These values appear with an orange background.
The Contribution Trends column includes a threshold that highlights positive (+) or negative (-) contribution trends.
Report details
• Qualification: You are prompted to select a quarter to analyze. The report displays those sales orders created during the selected quarter.
• Drill path: No drill path is recommended.
• Other options: You can create reports analyzing contribution by other Organization attributes, such as Distribution Channel.
Quarterly Profitability Summary by Sales Office
This report displays profitability by sales office, in absolute and relative values.
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Usage scenarios
Sales managers can use this report to identify which sales offices have achieved larger absolute and percentage margins, and can evaluate historical trends.
Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze.
• Drill path: You can drill to Month to display the monthly breakdown, or to any Organization attributes.
• Other options:
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� You can substitute Sales Office with a dynamic prompt to select any of the Organization attributes.
� You can create a similar report using Customer attributes to analyze profitability by customer segment.
Top 5 Sales Orders by Net Sales Amount and
Quarter
This report displays the top five sales orders generated each quarter, based on sales order net amount.
Usage scenarios
Executives and sales managers can use this report to identify the company’s top sales orders, and to compare historical trends.
Report layout and display
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Report details
• Qualification:
� You are prompted to select the year for which orders are analyzed.
� This report includes an embedded filter named Rank Net Sales Order Amount – Top 5 Sales Orders by Quarter.
• Drill path: You can drill to display sales order details, such as the materials in an order.
• Other options: You can add additional prompt qualifications, such as distribution channel or sales organization, to identify top orders for selected organizational units.
Customer Sales Analysis reports
This analysis subsection focuses on sales activity throughout the existing customer base and identifies segments of customers with similar purchasing patterns. Reports offer analysis of sales activity based on customer attributes to identify customer segments with certain behaviors. One report analyzes customer loyalty and another identifies top customers.
Analysts can use these reports to identify customer segments with certain purchasing patterns, and to measure customer base loyalty.
The reports in this subsection are
• Quarterly Customer Base Sales Activity
• Customer Loyalty - Orders Two Consecutive Quarters
• Monthly Sales Activity by Customer Characteristics
• Top 5 Customers by Net Sales Amount and Quarter
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Quarterly Customer Base Sales Activity
This report displays sales activity for your existing customer base.
Usage scenarios
Sales managers can use this report to analyze how many customers had sales orders, and to see that percentage over the total customer base.
Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze.
• Drill path: You can drill to Month to display the monthly breakdown, or to customer characteristics to identify buying patterns.
• Attributes: The Registered Customers column includes all customers registered in the database, no matter when they became customers.
• Other options: You can add any Customer Characteristics attributes to the report, or provide a prompt to limit analysis to a specific customer segment.
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Customer Loyalty - Orders Two Consecutive
Quarters
This report displays measurements relating to the loyalty of the customer base over time.
Usage scenarios
Sales managers can use this report to analyze purchasing loyalty by identifying those customers with orders in two consecutive quarters. The report measures the weight of this type of customer compared to the total number of sales orders and total sales amounts.
Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze.
• Drill path: You can drill to Organization or Customer Characteristics attributes to display the breakdown and identify loyalty patterns.
� Drilling to Month is not allowed because some of the metrics are defined at the Quarter level.
• Other options: You can add prompts to filter data by Customer Characteristics or Organization attributes.
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Monthly Sales Activity by Customer
Characteristics
This report displays a summary of sales activity based on selected customer characteristics.
Usage scenarios
Sales managers can use this report to analyze sales distribution by customer segments, and to determine typical customer profiles.
Report layout and display
The page-by Month option summarizes sales activity for the selected month.
Report details
• Qualification:
� You are prompted to select one or more customer characteristics to be displayed in the report.
� You are prompted to select the quarter for which sales orders will be analyzed.
• Drill path: You can drill to other customer characteristics or to organizational units.
• Other options: You can add prompt qualifications using Customer attributes to segment the customer base.
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Top 5 Customers by Net Sales Amount and
Quarter
This report displays the top five customers by net sales order amount, for each quarter in a given year.
Usage scenarios
Sales managers and executives can use this report to identify the company’s top customers.
Report layout and display
Report details
• Qualification:
� You are prompted to select a year to analyze. The report displays those sales orders created during the selected year.
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� This report includes an embedded filter named Rank Net Sales Order Amount – Top 5 by Quarter.
• Drill path: You can drill down to Sales Document to track different sales transactions for top customers.
• Other options: You can add additional filter conditions to identify top customers for a specific sales organization or material division.
Material Sales reports
This analysis subsection focuses on sales activity based on material, including profitability analysis, historical trends, and contributions. The reports in this analysis area include summary reports measuring sales activity by material attributes, reports analyzing historical trends, contribution analyses to identify material with greater weight in sales activity, reports evaluating material profitability, and reports identifying top or bottom products.
Analysts can use these reports to measure material sales performance, identify top products, and understand purchasing patterns and historical trends.
The reports in this subsection are
• Quarterly Sales Summary by Material
• Monthly Sales Activity by Material Attributes
• Monthly Sales Trends by Material
• Quarterly Sales Summary by Product Hierarchy
• Sales Organization Contribution to Material Division Sales
• Material Division Contribution to Monthly Sales
• Quarterly Product Hierarchy Sales by Material
• Margin and Price Monthly Trends by Material
• Top 5 Materials by Net Sales Amount and Quarter
• Bottom 3 Materials by % Net Margin and Quarter
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Quarterly Sales Summary by Material
This report provides a complete summary of all sales activity for a selected material.
Usage scenarios
Product managers can use this report to measure material activity and its quarterly trends, using a complete set of metrics.
Report layout and display
The page-by Material option provides a summary for the selected material element.
Report details
• Qualification:
� You are prompted to select a year to analyze. The report displays those sales orders created during the selected year.
� You are prompted to select one or more materials, which are elements in any level of the product hierarchy.
• Drill path: No drill path is recommended.
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• Other options: You can consolidate the data based on Material attributes other than at the Material level, such as Product hierarchy or Material Division. However, be aware that some metrics, such as Net Price or Quantity, only make sense at the Material level.
Monthly Sales Activity by Material Attributes
This report provides a summary of sales performance based on any of the material groups, such as Material Type, Material Industry Sector, Material Pricing Group, and so on.
Usage scenarios
Product managers can use this report to evaluate overall sales performance for specific groups of materials, and to identify those groups of materials with higher activity, positive monthly trends, and higher net margin.
Report layout and display
The page-by Month option summarizes sales performance information for the selected month.
Report details
• Qualification:
� You are prompted to select one or more material groups to be displayed in the report.
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� You are prompted to select the quarter for which sales activity is analyzed.
• Drill path: You can drill to other Material attributes such as Product Hierarchy.
• Other options: You can add additional prompt qualifications using Organization attributes or customer characteristics, to analyze material activity for those specific elements.
Monthly Sales Trends by Material
This graphical report displays a summary of monthly sales activity for a selected material.
Usage scenarios
Product managers can use this report to analyze a particular material’s sales performance over time, including the number of sales orders and the total sales amount.
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Report layout and display
The page-by Material option displays sales activity for the selected material element.
Report details
• Qualification: You are prompted to select a year to analyze. The report displays those sales orders that were created during the selected year.
• Drill path: You can drill to Organization attributes to display the breakdown by organizational unit.
• Other options: You can add prompt qualifications to segment analysis for a group of materials, based on Material Division or Product hierarchy selections.
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Quarterly Sales Summary by Product Hierarchy
This report displays the sales performance of selected materials, summarized based on the Product hierarchy.
Usage scenarios
Product managers can use this report to analyze sales activity and identify product lines with better performance. You can identify historical trends by comparing data for different quarters.
Report layout and display
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This report appears in Outline mode, which lets you view summarized information by the highest Product hierarchy level. You can also expand one or more levels in the Product hierarchy and get to the Material detail. The screen shots here show examples of the reports with and without the levels expanded.
The page-by Quarter option summarizes data for the selected quarter.
Report details
• Qualification: You are prompted to select a year to analyze.
• Drill path: You can drill to Month or drill to Organization attributes to display the material sales breakdown by time or organizational unit.
• Other options: You can add a prompt qualification for Material attributes to filter material analyzed by Material Division, Material Category, and so on.
Sales Organization Contribution to Material
Division Sales
This graphical report displays the sales organizations that contribute more to material division quarterly sales.
Usage scenarios
Division managers and sales managers can use this report to identify which sales organization contributes a greater weight to overall division sales. The report can also help to identify drivers that explain why various material divisions are more or less successful in the different markets.
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Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze.
• Drill path: You can drill to other organizational units or Material attributes.
• Other options: You can change the sales organization to any other Organization attributes, such as sales office or distribution channel.
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Material Division Contribution to Monthly Sales
This report displays measurements of the contribution of each company’s material divisions to overall sales.
Usage scenarios
Executives and division managers can use this report to identify which material divisions contribute more to overall sales, and to see the monthly trends.
Report layout and display
Report details
• Qualification: You are prompted to select a quarter to analyze.
• Drill path: No drill path is recommended.
• Other options:
� You can create similar reports to analyze contribution by Customer or Organization attributes. For example, you can create a report to calculate customer region contribution to material sales. This requires you to create additional contribution metrics to calculate contribution by those attributes.
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� You can also eliminate Material from the report to summarize contributions at the material division level; then you can drill down to Material if detail is required.
Quarterly Product Hierarchy Sales by Material
This graphical report displays quarterly sales for all materials in a given product hierarchy. The figure here displays an example based the most general level in the product hierarchy. See the Product hierarchy example in Chapter 4, Quotation Analysis for a detailed explanation of product hierarchy levels.
Usage scenarios
Product managers can use this report to analyze sales trends for a selected product hierarchy. They can also measure the weight of each material on overall sales and any related trends.
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Report layout and display
The page-by Product Hierarchy Level option consolidates information for the selected hierarchy level.
The report appears as a graph using stacked columns. In this graph, each column section represents a material, while the whole column represents the product hierarchy element.
Report details
• Qualification: You are prompted to select a year to analyze.
• Drill path: You can drill to Month or Organization attributes to display, for example, the breakdown by sales organization.
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• Other options: You can use other Material Grouping attributes, such as Material Division, instead of Product Hierarchy.
Margin and Price Monthly Trends by Material
This report displays related trends in the net price and net margin of selected materials.
Usage scenarios
Products managers can use this report to analyze how net price variance influences the material net margin.
Report layout and display
The % Change Net Price and % Change Net Margin columns include thresholds that highlight data to emphasize positive (green) or negative (red) changes.
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Report details
• Qualification: You are prompted to select a quarter and a material division to analyze.
• Drill path: No drill path is recommended.
• Other options: You can add absolute values for net price and net margin to analyze absolute variance.
Top 5 Materials by Net Sales Amount and
Quarter
This report displays the top five materials by sales order net amount, for each quarter of a selected year.
Usage scenarios
Product managers can use this report to identify top materials each quarter, including details such as the number of transactions and total quantities.
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Report layout and display
Report details
• Qualification:
� You are prompted to select a year to analyze. The report displays those sales orders created during the selected year.
� The report ranks all materials by sales and identifies the top five. The report includes an embedded filter named Rank Net Sales Order Amount – Top 5 by Quarter.
• Drill path: No drill path is recommended.
• Other options:
� You can create similar reports to identify top materials by division, sales office, distribution channel, and so on.
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� The report filter can be changed to display ten or twenty top products, instead of five. You can also add a prompt to select the number of top products to display.
Bottom 3 Materials by % Net Margin and Quarter
This report displays the least profitable materials based on percentage of net margin, by quarter.
Usage scenarios
Product managers can use this report to identify which materials have a smaller percentage of net margin, and can take action to improve margins.
Report layout and display
Report details
• Qualification:
� You are prompted to select a year to analyze. The report displays those sales order items created during the selected year.
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� This report ranks all materials by the percentage of net margin, and identifies the bottom three. The report includes an embedded filter named Rank % Net Margin – Bottom 3 by Quarter.
• Drill path: No drill path is recommended.
• Other options:
� You can create similar reports to identify least profitable (bottom) materials by division, sales office, distribution channel, and so on.
� You can change the filter so you can select the number of bottom materials to display.
� You can add an additional prompt qualification to segment materials by product hierarchy or material division.
Quotation-to-Sales Order Conversion reports
This analysis subsection measures the efficiency of converting quotations into sales orders. The reports in this area include summary reports measuring conversion efficiency by organization or material attributes, a report identifying top sales orders from quotations, and a summary report analyzing historical conversion trends.
Managers can use these reports to monitor conversion activity. Analysts can use the reports to identify patterns driving conversion.
� Sales orders can be created directly or processed from an earlier quotation. Conversion rates measure those sales orders generated from quotations, compared to the total number of quotations.
The reports in this subsection are
• Quarterly Conversion Summary
• Quarterly Conversion Activity by Organization
• Quarterly Conversion Activity by Material
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• Top 5 Sales Orders from Quotations by Net Amount and Quarter
Quarterly Conversion Summary
This report presents a general overview of the quotation-to-sales order conversion performance for a given year.
Usage scenarios
Executives can use this report to identify overall performance trends for quotation-to-sales order conversions.
Report layout and display
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This report appears as a graph with split axes. The two axes display the results of metrics using different scales.
Report details
• Qualification: You are prompted to select a year. The report includes only those quotations and sales orders processed during the selected year.
For example, suppose you select the year 2005 to analyze. If a quotation was processed in 2005 (sales document creation date in year 2005) and the corresponding sales order was processed in 2006 (sales document creation date in year 2006), the report will not count that sales order to calculate the conversion rate.
• Drill path: No drill path is recommended.
• Other options: You can analyze conversion at the item level by substituting the existing metrics with others, such as Sales Order Items from Quotations Items, and Conversion Rate Items (%).
Quarterly Conversion Activity by Organization
This report displays an analysis of the efficiency of converting quotations into sales orders. It groups information by the selected organizational unit, such as sales office, sales group, distribution channel, and so on.
Usage scenarios
Sales managers can use this report to identify which organizational units are more effective and which less effective at converting quotations into sales orders.
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Report layout and display
The page-by Quarter option consolidates information for the selected quarter.
The Conversion Rate column includes thresholds that highlight conversion rates greater than 50%. These values appear in red, with cells outlined in green.
Report details
• Qualification:
� You are prompted to select one or more organizational units to be displayed in the report.
� You are prompted to select a year to analyze. The report compares quotations and sales orders processed during a given quarter of the selected year, based on the sales document creation date.
• Drill path: You can drill to other organizational units or customer characteristics.
• Other options:
� You can include Quarter in the report to evaluate quarterly conversion trends.
� You can create a similar report to analyze conversions based on customer characteristics, by replacing the object prompt with one allowing the selection of Customer attributes.
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Quarterly Conversion Activity by Material
This report displays measurements for quarterly quotation-to-sales order conversions (absolute and relative), by material.
Usage scenarios
Product managers can use this report to identify which materials have greater conversion rates, and to identify trends. Actions can include creating material bundles to group those materials with greater conversion rates to drive conversion of sales orders, and to group the materials with smaller conversion rates. You can then rerun the report later to evaluate the success of any initiatives, and to determine how much the conversion rates improved.
Report layout and display
The page-by Quarter option consolidates information for the selected quarter.
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Report details
• Qualification: You are prompted to select a year to analyze. The report compares only those quotations and sales orders processed during a given quarter of the selected year, based on the sales document creation date.
• Drill path: You can drill to Organization to display the breakdown by, for example, sales organization or sales office.
• Other options: You can change the report to group data by material division or product hierarchy instead of by material.
Top 5 Sales Orders from Quotations by Net
Amount and Quarter
This report displays the top five sales orders generated from quotations, based on net amount.
Usage scenarios
Sales managers can use this report to identify top orders from quotations, and to determine the best practices used to convert each quotation into a sales order.
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Report layout and display
Report details
• Qualification:
� You are prompted to select a year to analyze. The report displays only those sales order items that had an earlier quotation and were created during the selected year.
� The report ranks sales orders and selects the top five by net amount. The report includes an embedded filter named Rank Net Sales Order Amount – Top 5 Sales Orders from Quotations by Quarter.
• Drill path: You can drill to display sales transaction details.
• Other options: You can add other dynamic selections to segment top orders by attributes such as customer region, material division, or distribution channel.
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Customer Sales Order History reports
This analysis subsection tracks sales order histories for individual customers. Reports include a summary of sales order activity for individual customers, and a report detailing all sales order transactions.
Salespeople can use these reports to monitor historical activity for a customer or group of customers.
The reports in this subsection are
• Customer Quarterly Sales Orders Activity Summary
• Customer Sales Order History Detail
Customer Quarterly Sales Orders Activity
Summary
This report displays a summary of all sales activity for a selected customer or group of customers, during a given year.
Usage scenarios
Salespeople can use this report to see a summary of sales activity for their customer portfolio.
Report layout and display
The page-by Customer option summarizes sales activity for the selected customer.
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The % Net Margin row includes a threshold that highlights data when the net margin for a customer is greater than 15%. These values appear with a green background.
Report details
• Qualification: You are prompted to select a year and one or more customers to analyze.
• Drill path: No drill path is recommended.
• Other options: You can add additional metrics to evaluate quotation activity, and compare it with sales activity.
Customer Sales Order History Detail
This report presents a complete customer sales history.
Usage scenarios
Salespeople can use this report to track sales histories, and to identify customer buying patterns and cross-selling opportunities for further sales activities.
Report layout and display
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Report details
• Qualification: You are prompted to select a customer to analyze.
• Drill path: Because this report is at the lowest level possible, no drill path is recommended.
• Other options: You can add additional details to this report, such as processing dates and sales order (document) statuses.
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6
6.DELIVERY ANALYSIS
Introduction
This chapter provides reference information for the reports that come with the Sales and Distribution Analysis Module (SDAM) as part of SDAM’s Delivery analysis area. It presents detailed information on each report in this analysis area, including usage scenarios, screen shots, and reporting details. The reports are available in the SDAM Reports folder; see Accessing reports in Chapter 1, Introduction.
� For information on the attributes, metrics, prompts, and filters included in the reports, see Object Glossaries, page 151 in Appendix A of this guide.
Delivery Analysis area
This analysis area focuses on delivery processing that is related to fulfilling sales orders for customers. Delivery processing includes a number of stages, such as material
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availability, packing and loading, the issuing of goods, and final delivery to the customer site. Delivery transactions are automatically updated as different stages are completed.
The following information explains some delivery processing details as they relate to the Delivery analysis reports:
• Outbound deliveries are those deliveries scheduled to fulfill one or more sales orders. An order may be fulfilled with one or more outbound deliveries, depending on when different materials from the same order are available and whether they are shipped from the same location.
• Materials from different sales orders might be grouped into a single delivery, for example, when they have a similar schedule and are shipped from the same location.
• A delivery may include one or more delivery items; each of these items corresponds to an individual material in the delivery. For each item, the transaction tracks material quantities and dates corresponding to the different stages in the delivery process.
For a diagram of the sales order-to-delivery process, see Delivery Document hierarchy, page 206 in Appendix B: Logical Data Model.
This analysis area is divided into the following subsections, each with its own focused reports:
• Open Deliveries analysis: This area monitors deliveries being processed.
• Outbound Delivery analysis: This area analyzes outbound delivery processing, including measuring volumes and processing times.
• Customer Delivery History analysis: This area tracks delivery histories for individual customers.
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Delivery reports
Open Deliveries reports
This area monitors deliveries being processed through the many delivery stages. The reports in this area help you track details for different types of pending deliveries.
Analysts and service managers can use these reports to monitor delivery processing and take action to ensure correct and timely delivery.
The reports in this subsection are
• List of Open Deliveries (Pending Material Availability)
• List of Open Deliveries (Pending Goods Issue)
• List of Open Deliveries (Issued and Pending Delivery)
List of Open Deliveries (Pending Material
Availability)
This report lists all current open deliveries that are waiting for materials to become available for packing and shipping.
Usage scenarios
Service managers can use this report to track open deliveries, and to monitor planned quantities and delivery dates.
Report layout and display
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Report details
• Qualification: This report displays those deliveries that have a delivery document item status of Open – Pending Material Availability.
• Drill path: Because this report displays data at the lowest level possible, no drill path is recommended.
• Other options: You can add additional details to the report such as delivery status, reference document, and so on. A reference document is an earlier, related document. For example, a quotation may lead to a sales order; the quotation becomes the reference document for the sales order document.
List of Open Deliveries (Pending Goods Issue)
This report presents a list of open deliveries for which goods have been packed, but which are waiting to be issued to customers.
Usage scenarios
Service managers can use this report to track open deliveries, and to monitor planned quantities and delivery dates.
Report layout and display
Report details
• Qualification: The report displays those deliveries that have a delivery document item status of Open – Pending Goods Issue.
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• Drill path: Because this report presents data at the lowest level possible, no drill path is recommended.
• Other options: You can add additional details to the report such as status, reference document, and so on.
List of Open Deliveries (Issued and Pending
Delivery)
This report displays a list of all open deliveries that have been shipped and are in transit to the customer site.
Usage scenarios
Service managers can use this report to track open deliveries, and to monitor delivery dates.
Report layout and display
Report details
• Qualification: This report displays those deliveries that have a delivery document item status of Open – Pending Deliver Customer.
• Drill path: Because this report displays data at the lowest level possible, no drill path is recommended.
• Other options: You can add additional details to the report such as status, reference document, and so on.
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Outbound Delivery Analysis reports
This area analyzes outbound delivery processing, including measurements of volumes and processing times. The reports include summaries measuring activity by shipping point, organization, and material attributes; a report analyzing each shipping point’s contribution to overall deliveries; reports analyzing historical trends; and reports analyzing delivery processing times and delays.
Executives and managers can use these reports to monitor outbound delivery activity. Analysts can use the reports to identify inefficiencies in the delivery process.
The reports in this subsection are
• Quarterly Outbound Delivery Activity Summary
• Monthly Outbound Delivery Activity by Organization
• Outbound Delivery Processing Times by Shipping Point
• Monthly Outbound Delivery Activity by Shipping Point
• Shipping Point Contribution to Material Deliveries
• Material Processing Times by Shipping Point
• Outbound Delivery Processing by Customer Region
Quarterly Outbound Delivery Activity Summary
This report provides a summary of outbound delivery activity for a selected quarter.
Usage scenarios
Service managers can use this report to monitor outbound deliveries and to identify quarterly trends.
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Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze.
• Drill path: You can drill to Month to evaluate monthly activity, or to Shipping Point to analyze activity based on the different locations from where products are shipped.
• Other options: You can add additional metrics such as Average Delivery Delays.
Monthly Outbound Delivery Activity by
Organization
This report displays a summary of outbound delivery activity based on selected organizational units. An organizational unit is assigned to each delivery transaction.
Usage scenarios
Service managers and sales managers can use this report to analyze delivery activity throughout the organization, and to identify more active and less active organizational units.
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Report layout and display
The page-by Month option summarizes delivery activity for the selected month.
Report details
• Qualification:
� You are prompted to select one or more organizational units to be displayed in the report.
� You are prompted to select the quarter for which outbound deliveries will be analyzed.
• Drill path: You can drill to any of the other organizational units.
• Other options: You can change the attribute prompt to select customer characteristics or Material attributes.
Outbound Delivery Processing Times by
Shipping Point
This report presents a graphical view of historical trends for delivery processing times. It includes data on delays for each of the company’s shipping points.
Usage scenarios
Service managers can use this report to analyze processing times for outbound deliveries for each shipping point, and to identify historical trends.
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Report layout and display
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The report appears as two graphs, one for processing times and one for delivery delays. Scroll down to display the second graph.
The page-by Shipping Point option summarizes trends for the selected shipping point.
When viewed in grid mode, the report displays a complete set of processing times and delays, measured in days.
Report details
• Qualification: You are prompted to select a year for which outbound deliveries will be analyzed.
• Drill path: You can drill to Material attributes to analyze shipping point processing times for different materials.
• Other options: You can add additional metrics to measure processing times and delivery delays compared to planned dates.
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Monthly Outbound Delivery Activity by Shipping
Point
This report displays monthly delivery activity volumes, based on shipping point.
Usage scenarios
Service managers can use this report to monitor shipping point activity, to identify the most active shipping points, and to identify shipping points showing a positive or negative trend in activity.
Report layout and display
The % Change Outbound Deliveries column includes a threshold that highlights negative data, reflecting shipping points with a negative trend in the number of deliveries processed compared to the previous month. These values appear with a red background.
The % Change Total Delivery Time column includes a threshold that highlights negative data, reflecting shipping points that are reducing the total delivery processing time compared to the previous month. These values appear with a green background.
The page-by Month option summarizes activity volumes for the selected month.
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Report details
• Qualification: You are prompted to select a quarter for which outbound deliveries will be analyzed.
• Drill path: You can drill to Organization, Customer Characteristics, or Material attributes to display the activity breakdown by those attributes.
• Other options: You can add prompt qualifications using Material attributes to analyze activity volumes by groups of materials.
Shipping Point Contribution to Material
Deliveries
This report displays the contributions made by each shipping point to outbound material deliveries, by quarter.
Usage scenarios
Product managers can use this report to identify which shipping points have a greater contribution to overall outbound deliveries for a specific material.
Report layout and display
The page-by Material option summarizes contributions for the selected material.
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Each of the % Contribution to Material Outbound Delivery Quantities columns includes a threshold that highlights data for those shipping points contributing more than 50% to overall material outbound deliveries. These values appear in green.
Report details
• Qualification: You are prompted to select a year for which outbound deliveries will be analyzed.
• Drill path: No drill path is recommended.
• Other options: You can use a Material attribute such as Product Hierarchy or Material Division in place of Material to display a summary at that level. You can add filters to limit the number of materials analyzed by material division or product hierarchy.
Material Processing Times by Shipping Point
This report displays a summary of processing times by material and shipping point.
Usage scenarios
Product managers and service managers can use this report to analyze outbound delivery performance by material, identifying which shipping points perform better when fulfilling material deliveries.
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Report layout and display
The page-by Month option summarizes processing times for the selected month.
Report details
• Qualification: You are prompted to select a quarter and a material in the product hierarchy for which outbound deliveries will be analyzed.
• Drill path: You can drill to Organization or Customer attributes.
• Other options: You can group information at the Product Hierarchy level instead of at the Material level.
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Outbound Delivery Processing by Customer
Region
This report presents a graphical view of outbound delivery processing times by customer region.
Usage scenarios
Service managers and sales managers can use this report to evaluate delivery service quality to different customer regions. This analysis identifies possible bottlenecks delivering goods to customer regions, and can trigger actions to reduce the time required to deliver goods and to eliminate delays.
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Report layout and display
The page-by Customer Region option summarizes processing times for the selected customer region.
Report details
• Qualification: You are prompted to select a year for which outbound deliveries will be analyzed.
• Drill path: You can drill to Month or customer characteristics.
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• Other options: You can analyze data at the Month level instead of the Quarter level.
Customer Delivery History reports
This area tracks delivery histories for individual customers. Reports in this area include a summary of all outbound delivery activity for individual customers, a report detailing delivery transactions, and a report detailing deliveries and their corresponding sales transactions.
Salespeople can use these reports to monitor historical activity for a customer or group of customers.
The reports in this subsection are
• Customer Quarterly Outbound Delivery Activity Summary
• Customer Outbound Deliveries History Detail
• Customer Delivery History (by Reference Sales Document)
Customer Quarterly Outbound Delivery Activity
Summary
This report presents a summary of all outbound deliveries for a customer in a given year.
Usage scenarios
Salespeople can use this report to get an overall view of the outbound delivery activity for a specific customer or group of customers, and can analyze quarterly trends.
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Report layout and display
The page-by Customer option consolidates information for the selected customer.
Report details
• Qualification: You are prompted to select a year and one or more customers for whom outbound deliveries will be analyzed.
• Drill path: No drill path is recommended.
• Other options: You can add additional metrics to measure other types of deliveries such as return deliveries or free subsequent deliveries.
Customer Outbound Deliveries History Detail
This report displays a list of all outbound deliveries for a selected customer.
Usage scenarios
Salespeople can use this report to track the outbound delivery history for a customer or group of customers.
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Report layout and display
The page-by Customer option summarizes outbound deliveries for the selected customer.
Report details
• Qualification: You are prompted to select one or more customers for whom outbound deliveries will be analyzed.
• Drill path: Because this report displays data at the lowest level possible, no drill path is recommended.
• Other options: You can add additional details to the report such as Reference Document, Document Item Status, or other delivery processing dates.
Customer Delivery History (by Reference Sales
Document)
This report displays a list of all deliveries and related sales documents for a customer.
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Usage scenarios
Salespeople can use this report to track how a customer’s sales transactions were fulfilled.
Report layout and display
This report includes the option to page by Sales Document Type. This option lets you display information for a specific type of sales document. For example, you can display only sales orders and their corresponding deliveries, or display only returns.
Report details
• Qualification: You are prompted to select a customer for whom deliveries will be analyzed.
• Drill path: No drill path is recommended.
• Other options: You can add additional details to this report such as delivery dates or document status.
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7
7.SALES AND DELIVERY
SERVICE ANALYSIS
Introduction
This chapter provides reference information for the reports that come with the Sales and Distribution Analysis Module (SDAM) as part of SDAM’s Sales and Delivery Service analysis area. It presents detailed information on each report in this analysis area, including usage scenarios, screen shots, and reporting details. The reports are available in the SDAM Reports folder; see Accessing reports in Chapter 1, Introduction.
� For information on the attributes, metrics, prompts, and filters included in the reports, see Object Glossaries, page 151 in Appendix A of this guide.
Sales and Delivery Service Analysis area
The Sales and Delivery Service Analysis area helps you understand information related to company service activities, such as sales order fulfillment, delivery service, and returns.
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The following information explains some service activity details as they relate to the Sales and Delivery Service reports:
• After sales orders are placed, they are fulfilled through delivery. While orders are being fulfilled, they are part of the backlog.
• Each delivery has a confirmed quantity of materials to be delivered and a date when materials are expected for delivery at the customer site. Delivery service quality is measured based on the number of deliveries with incorrect quantity and the number of late deliveries.
• Once returned materials are accepted, the company processes the return as well as a subsequent delivery to replace the returned materials.
The Sales and Delivery Service analysis area is divided into the following subsections, each with its own focused reports:
• Backlog analysis: This analysis area monitors unfulfilled sales orders, and tracks materials pending delivery and fulfillment rates.
• Delivery Service analysis: This analysis area focuses on the quality of the delivery process, identifying the volumes of incorrect and late deliveries.
• Returns analysis: This analysis area focuses on returns activity and identifies patterns based on material or shipping point.
Sales and Delivery Service reports
Backlog reports
This analysis subsection monitors unfulfilled sales orders, and tracks materials pending delivery and fulfillment rates. The reports in this area include summaries of backlog status by organization and material attributes, and a report identifying details on all orders in the backlog.
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Managers and others can use these reports to monitor the status of the backlog to ensure correct order fulfillment.
The reports in this subsection are
• Backlog Summary by Material
• Backlog and Fulfillment Rates by Organization
• List of Backlogged Sales Orders by Customer
Backlog Summary by Material
This report provides a summary of the current backlog, by material.
Usage scenarios
Product managers can use this report to monitor material backlogs, to identify materials with a higher number of backlogs, and to track fulfillment rates.
Report layout and display
Report details
• Qualification: This report displays those sales orders with a status of Open (Pending Delivery). The report includes an embedded filter named Open Status (Sales Document).
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• Drill path: You can drill to sales order detail to identify backlogged sales orders by material.
• Other options:
� You can create a similar report by analyzing backlog quantities at other Material levels such as product hierarchy or material division.
� You can add a prompt to limit the material analyzed by selecting a product hierarchy level or a group of materials.
Backlog and Fulfillment Rates by Organization
This report displays backlog and fulfillment rates by selected organizational units, such as sales office or distribution channel.
Usage scenarios
Sales managers can use this report to identify backlogs based on organizational units, and to analyze fulfillment rates.
Report layout and display
Report details
• Qualification:
� You are prompted to select one or more organizational units to be displayed in the report.
� The report displays those sales orders that have a status of Open (Pending Delivery). The report includes an embedded filter named Open Status (Sales Document).
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• Drill path:
� You can drill to other Organization, Material, or Customer attributes.
� You can drill to transaction details to identify backlogged orders.
• Other options: A similar report can be created analyzing fulfillment rates by Material attributes such as material division, product hierarchy, or material.
List of Backlogged Sales Orders by Customer
This report displays a list of all existing backlogged sales orders for a selected customer.
Usage scenarios
Salespeople can use this report to identify any unfilled orders for a specific customer or group of customers.
Report layout and display
Report details
• Qualification:
� You can limit the list of backlogged sales orders by selecting one or more customers at report run time.
� The report displays those sales orders that have a status of Open (Pending Delivery). The report includes an embedded filter named Open Status (Sales Document).
• Drill path: This report displays data at the lowest level possible, so no drill path is recommended.
• Other options: You can add additional metrics such as Quantity Delivered, Fulfillment Rate, and so on.
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Delivery Service reports
This analysis subsection focuses on the quality of the delivery process, identifying the volumes of incorrect and late deliveries. The reports in this area include summaries of delivery service quality by organization, material, and shipping point attributes; a report identifying details of those deliveries with incorrect quantities; and a report comparing the sales activity to the delivery activity, that evaluates the company’s capacity to fulfill orders.
Managers can use these reports to evaluate the quality of delivery service. Analysts can use the reports to identify issues and patterns explaining service quality.
The reports in this subsection are:
• Outbound Delivery Service Summary by Shipping Point
• Outbound Delivery Service Quality by Organization
• Incorrect Deliveries Summary by Material and Shipping Point
• List of Incorrectly Delivered Items by Quarter and Customer
• Delivered vs. Ordered Quantity by Sales Organization
Outbound Delivery Service Summary by
Shipping Point
This report displays a summary of the quality of delivery service by identifying late and incorrect deliveries.
Usage scenarios
Service managers can use this report to identify which shipping points provide better delivery service, and to measure late and incorrect deliveries and see the percentage compared to the total number of deliveries.
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Report layout and display
The page-by Quarter option summarizes data for the selected quarter.
Report details
• Qualification:
� You are prompted to select a year to analyze. The report includes only those completed outbound deliveries that were created during the selected year.
� This report includes two embedded filters named Complete Status (Delivery Document) and Outbound Deliveries.
• Drill path: You can drill to Month or Material attributes to display the breakdown.
• Other options: You can add some time trend metrics to compare performance to the previous month, such as % Change Items with Incorrect Quantity.
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Outbound Delivery Service Quality by
Organization
This report displays measurements for deliveries with some service quality issue, such as incorrect quantity or late delivery, and determines the effect on quality (the weight) compared to overall delivery service.
Usage scenarios
Service managers and sales managers can use this report to identify those organizational units with a greater number of incorrect and late deliveries.
Report layout and display
The page-by Quarter option summarizes the service quality issues for the selected quarter.
Report details
• Qualification:
� You are prompted to select one or more organizational units to be displayed in the report.
� You are prompted to select a year to analyze. The report includes only completed outbound deliveries that were created during the selected year.
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� This report includes two embedded filters named Complete Status (Delivery Document) and Outbound Deliveries.
• Drill path: You can drill to Month or Shipping Point.
• Other options: You can create a similar report by replacing the Organization prompt with a Material attributes prompt, to analyze service quality by material division, product hierarchy, and so on.
Incorrect Deliveries Summary by Material and
Shipping Point
This report displays a summary of incorrect material deliveries, based on shipping point.
Usage scenarios
Shipping point managers and product managers can use this report to identify which materials have a higher number of delivery issues, and to measure the effect on quality (the weight) of incorrect deliveries compared to the quantity delivered.
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Report layout and display
The page-by Quarter option summarizes incorrect material deliveries for the selected quarter.
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Report details
• Qualification:
� You are prompted to select a year to analyze. The report includes those deliveries created during the selected year.
� This report includes two embedded filters, All Types of Outbound Deliveries and Complete Status (Delivery Document).
• Drill path: You can drill to Month.
• Other options:
� You can add a prompt to select a specific shipping point.
� You can replace Material with other Material attributes to summarize the report at the material division or product hierarchy level.
List of Incorrectly Delivered Items by Customer
This report displays a list of those delivered items that had incorrect delivery quantities, along with the name of the affected customer.
Usage scenarios
Service managers can use this report to track incorrect deliveries for a selected quarter. Actions can include identifying common patterns in incorrect deliveries, such as customers affected, materials involved, or shipping points responsible.
Report layout and display
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Report details
• Qualification:
� You are prompted to select a quarter to analyze. The report lists those delivery items that were created during the selected quarter, had a status of Complete, and had a confirmed quantity different from the delivered quantity.
� This report includes two embedded filters, named Complete Status (Delivery Document) and Set of Items – Incorrectly Delivered Quantities.
• Drill path: Because this report displays data at the lowest level possible, no drill path is recommended.
• Other options: You can add additional details to the report such as delivery dates or item creation date.
Delivered vs. Ordered Quantity by Sales
Organization
This report compares sales activity to delivery activity.
Usage scenarios
Sales managers and service managers can use this report to measure synchronization between sales and delivery activities by calculating the percentage between delivered quantity and ordered quantity:
• If the percentage is close to 100%, it indicates that the company delivers materials as soon as they are ordered.
• If the percentage is lower, sales are good but the company is not able to fulfill the demand in a timely fashion and a backlog is being created for future quarters.
• If the percentage is higher, the company is fulfilling old orders but new sales are decreasing.
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Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze. The report analyzes the quantity ordered in a quarter compared to the quantity delivered in the same quarter, although quantities may not refer to the same transactions.
• Drill path: You can drill to Month, to other organizational units, or to Material attributes.
• Other options: You can create a report to compare sales and delivery activities by material.
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Returns reports
This analysis area focuses on returns activity and identifies patterns based on material or shipping point.
The following information explains some returns details as they relate to the Returns analysis reports:
• A return transaction is processed when a customer complains about delivered materials, for example, due to poor quality or damage.
• The company can accept or reject a return.
• If a return is accepted, the company processes a number of transactions in the system, including a return delivery to return materials to the shipping location, a sales transaction to account for new material being shipped to replace returned ones, and a subsequent free-of-charge delivery to deliver replacement materials to the customer.
Managers can use the reports in this analysis area to monitor returns activity. Analysts can use the reports to identify trends explaining returns.
The reports in this subsection are
• Quarterly Returns Summary
• Quarterly Accepted Returns by Organization
• Quarterly Accepted Returns by Material
• List of Returns by Customer
• Quarterly Shipping Point Returns Delivery Activity
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Quarterly Returns Summary
This report displays a summary of the processing of returns over time.
Usage scenarios
Service managers can use this report to evaluate returns processing, and can use the data to compare the total number of returns, the number of rejected/accepted returns, and absolute amount values.
Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze. The report displays those returns that were processed during the selected year.
• Drill path: You can drill down to a month.
• Other options: You can add organizational units or Material attributes to evaluate return processing by attributes such as material division, product hierarchy, sales office, and so on.
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Quarterly Accepted Returns by Organization
This report presents a summary of accepted returns, listed by organizational units, and compares accepted returns to sales orders.
Usage scenarios
Sales managers and service managers can use this report to identify which organizational units have a greater number of returns, and to see their return trends over time.
Report layout and display
Report details
• Qualification:
� You are prompted to select one or more organizational units to be displayed in the report.
� You are prompted to select a year to analyze. The report displays those returns that were processed and accepted during the year selected.
• Drill path: You can drill down to a month, or to other Organization attributes.
• Other options: You can add additional metrics to measure quarter-to-quarter trends.
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Quarterly Accepted Returns by Material
This report displays a summary of accepted returns for a given year, listed by material, and compares the returns to material sales.
Usage scenarios
Product managers can use this report to identify which materials have a higher number of returns, and to see their trends over time. Actions can include identifying quality issues with certain materials.
Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze. The report displays those returns that were processed and accepted during the year selected.
• Drill path: You can drill to Month to display the breakdown.
• Other options: You can use Material attributes other than Material, and summarize returns activity at the material division or Product hierarchy levels.
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List of Returns by Customer
This report displays returns, listed by customer.
Usage scenarios
Salespeople can use this report to track the return history for a given customer or group of customers, and can see the status of the return.
Report layout and display
Report details
• Qualification: You are prompted to select one or more customers to analyze. The report displays only those returns corresponding to the customers selected.
• Drill path: Because this report displays data at the lowest level possible, no drill path is recommended.
• Other options: You can add additional details to the return, such as Reference Document. A reference document is a related, earlier document. For example, a quotation can lead to a sales order; the quotation becomes the reference document for the sales order document.
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Quarterly Shipping Point Returns Delivery
Activity
This report displays a summary of deliveries that originated from returns, and compares these deliveries to total outbound deliveries.
Usage scenarios
Service managers can use this report to identify shipping points with the highest number of returns that result in new deliveries, and can determine whether there are issues with the quality of delivery service.
Report layout and display
Report details
• Qualification: You are prompted to select a year to analyze. The report displays those returns and outbound deliveries that were processed during the selected year.
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• Drill path: You can drill to Month or Material attributes to identify which materials are responsible for a greater percentage of return deliveries.
• Other options: You can add Material or Organization attributes to the report layout.
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A
A.OBJECT GLOSSARIES
Introduction
This appendix presents glossaries for all the Sales and Distribution Analysis Module (SDAM) objects used in the SDAM reports. The glossaries include descriptions of the public objects (metrics, filters, and prompts) that comprise SDAM.
Metrics glossary
The following metrics or key performance indicators (KPIs) are used in SDAM. All the definitions can be found in the Public Objects\Metrics folder of the MicroStrategy project.
Metrics are organized based on the reporting areas in which they are used:
• Inquiry metrics
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• Quotation metrics
• Sales Order metrics
• Delivery metrics
• Sales and Delivery Service metrics
An additional category, Base Formula metrics, contains basic calculations that the other metrics are based on.
Base Formula metrics
All metrics formulas are defined based on base formulas. In the SDAM project, base formulas are organized according to the fact type, that is, sales document facts or delivery document facts.
Sales Document base formulas
The following basic formulas define the base calculations used for sales document metrics.
Base Formula Formula
Sales Documents Calculates sales documents by counting the distinct sales documents existing
in the sales document fact table.
• Defined as Count<Distinct=True>([SALES_DOC_ID]) where
[SALES_DOC_ID] is a fact.
Sales Document Items Calculates the number of sales document items by counting the sales
document items existing in the sales document fact table.
• Defined as Count([SALES_DOC_ITEM_ID]) where
[SALES_DOC_ITEM_ID] is a fact.
Customers with Sales
Documents
Calculates customers with sales documents by counting the distinct
customers existing in the sales document fact table.
• Defined as Count<Distinct=True>([CUST_ID from Sales Doc Fact Table])
where [CUST_ID from Sales Doc Fact Table] is a fact.
Net Item Amount Calculates net amounts by aggregating net amount for each sales document
item.
• Defined as Sum([Net Item Amount]) where [Net Item Amount] is a fact.
• Not valid for inquiries because the fact does not apply to this type of sales
document.
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Delivery Document base formulas
The following base formulas define the base calculations used for delivery document metrics.
Item Cost Calculates costs by aggregating the item cost for each sales document item.
• Defined as SUM([Item Cost]) where [Cost] is a fact.
• Not valid for inquiries because the fact does not apply to this type of sales
document.
Item Quantity (Base
Units)
Calculates quantities by aggregating the quantity for each sales document
item.
• Defined as SUM ([Quantity (Base Units)]) where [Quantity (Base Units)] is
a fact.
• Measured in material base units.
Net Item Price (Base
Units)
Calculates item net prices (measured based on material base units) by
calculating the average of fact “Net Price (Base Units),” where the fact is
calculated for each sales document item dividing the net amount of the items
by the item material quantity.
• Defined as AVG([Net Price (Base Units)]) where [Net Price (Base Units)]
is a fact.
• Not valid for inquiries because the fact does not apply to this type of sales
document.
Item Ordered Quantity
Delivered (Base Units)
Calculates delivered quantities by aggregating the quantity for each sales
document item.
• Defined as SUM([Ordered Quantity Delivered (Base Units)]) where
[Ordered Quantity Delivered (Base Units)] is a fact.
• Valid only for sales orders.
• Measured in material base units.
Backlog Item Quantity
(Base Units)
Calculates backlog quantities by aggregating the backlog quantity for each
sales document item.
• Defined as SUM([Backlog Quantity (Base Units)]) where [Backlog
Quantity (Base Units)] is a fact.
• Valid only for sales orders.
• Measured in material base units.
Backlog Net Item
Amount
Calculates backlog amounts by aggregating the backlog amount for each
sales document item.
• Defined as SUM([Backlog Net Item Amount]) where [Backlog Net Item
Amount] is a fact.
• Valid only for sales orders.
Base Formula Formula
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Base Formula Formula
Delivery Documents Calculates the number of delivery documents by counting distinct delivery
documents in the delivery fact table.
• Defined as Count<Distinct=True>([DELIV_DOC_ID]) where
[DELIV_DOC_ID] is a fact.
Delivery Document Items Calculates the number of delivery document items by counting delivery
documents items in the delivery fact table.
• Defined as COUNT ([DELIV_DOC_ITEM_ID]) where
[DELIV_DOC_ITEM_ID] is a fact.
Confirmed Delivery
Quantity (Base Units)
Calculates the confirmed delivery quantity by aggregating it for each delivery
document item.
• Defined as SUM ([Confirmed Delivery Quantity (Base Units)]) where
[Confirmed Delivery Quantity (Base Units)] is a fact.
• Measured in material base units.
Delivered Quantity (Base
Units)
Calculates the delivered quantity by aggregating it for each delivery
document item.
• Defined as SUM ([Delivered Quantity (Base Units)]) where [Delivered
Quantity (Base Units)] is a fact.
• Measured in material base units.
Average Transportation
Time (Days)
Calculates the average number of days required to transport materials from
the company’s shipping point to the customer site.
• Defined as AVG ([Difference between Delivery and Issue Date]) where
[Difference between Delivery and Issue Date] is a fact.
Average Total Delivery
Time (Days)
Calculates the average total delivery time from when materials are available
for delivery until they reach the customer site; includes processing times
required to pack, load, and transport goods.
• Defined as AVG ([Difference between Delivery and Material Availability
Date]) where [Difference between Delivery and Material Availability Date]
is a fact.
• Measured in days.
Average Shipping
Processing Time (Days)
Calculates the average time from when materials are available until they are
shipped; includes all the processing time required to pack and load goods.
• Defined as AVG ([Difference between Issue and Material Availability
Date]) where [Difference between Issue and Material Availability Date] is a
fact.
• Measured in days.
Average Packing Time
(Days)
Calculates the average packing time from when materials are available until
they are ready for loading.
• Defined as AVG ([Difference between Loading and Material Availability
Date]) where [Difference between Loading and Material Availability Date]
is a fact.
• Measured in days.
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Inquiry metrics
This section lists all the metrics used to define Inquiry reports.
Average Loading Time
(Days)
Calculates the average time from the start of loading until the materials are
issued.
• Defined as AVG ([Difference between Issue and Loading Date]) where
[Difference between Issue and Loading Date] is a fact.
• Measured in days.
Average Delay between
Confirmed and Actual
Delivery Date (Days)
Calculates the average delay between dates when goods were confirmed to
arrive and the date when they actually arrive (in days).
• Defined as AVG ([Delay between Confirmed and Actual Delivery Date])
where [Delay between Confirmed and Actual Delivery Date] is a fact.
Average Delay between
Requested and
Confirmed Delivery Date
(Days)
Calculates the average delay between the date when the customer requested
to receive goods compared to the date when goods are confirmed for arrival.
• Defined as AVG ([Delay between Requested and Confirmed Delivery
Date]) where [Delay between Requested and Confirmed Delivery Date] is
a fact.
• Measured in days.
Average Delay between
Requested and Actual
Delivery Date (Days)
Calculates the average delay between the date when the customer requested
to receive goods and the actual date when goods arrived.
• Defined as AVG ([Delay between Requested and Actual Delivery Date])
where [Delay between Requested and Actual Delivery Date] is a fact.
Average Delay between
Planned and Issued Date
(Days)
Calculates the average delay between the date when goods are planned for
issue and they date they are actually issued (in days).
• Defined as AVG ([Delay between Planned and Issued Date]) where [Delay
between Planned and Issued Date] is a fact.
Base Formula Formula
Metric/KPI Description Formula
Inquiries Number of customer
inquiries
[Sales Documents] {~} <Inquiries>
• Conditional metric with base formula [Sales
Documents] and filter Inquiries
Inquiries Previous
Month
Same as Inquiries but
calculated for the month
prior to the one selected
[Sales Documents] {~} <Inquiries> | [Previous
Month] |
• Conditional-transformation metric with base
formula [Sales Documents], filter Inquiries and
transformation Previous Month
Object Glossaries Sales & Distribution Analysis Module ReferenceA
156 Metrics glossary © 2007 MicroStrategy, Inc.
% Change Inquiries
vs. Previous Month
Inquiries generated one
month compared to the
previous month, and the
percentage change
(1.0001 * Inquiries) - ((1.0001 * [Inquiries
Previous Month]) / (1.0001 * [Inquiries Previous
Month])))
• Compound metric
Inquiry Items Number of items for an
inquiry
[Sales Document Items] {~} <Inquiries>
• Conditional metric with base formula [Sales
Document Items] and filter Inquiries
Inquiry Items
Previous Month
Same as Inquiry Items but
calculated for the month
prior to the one selected
[Sales Document Items] {~} <Inquiries> |
[Previous Month] |
• Conditional-transformation metric with base
formula [Sales Document Items], filter
Inquiries, and transformation Previous Month
% Change Inquiries
Items vs. Previous
Month
Inquiry items generated one
month compared to the
previous month, and the
percentage change
(((1.0001 * [Inquiry Items]) - (1.0001 * [Inquiry
Items Previous Month])) / (1.0001 * [Inquiry Items
Previous Month]))
• Compound metric
Average Number of
Items per Inquiry
Average number of items
per inquiry
([Sales Document Items] {~} <Inquiries> / [Sales
Documents] {~} <Inquiries>)
• Compound metric
Inquiries Quantity
(Base Units)
Quantity in sales units for an
inquiry item
[Item Quantity (Base Units)] {~} <Inquiries>
• Conditional metric with base formula [Item
Quantity (Base Units)] and filter Inquiries
Inquiries Quantity
(Base Units) Previous
Month
Same as Inquiries Quantity
(Base Units) but calculated
for the month prior to the one
selected
[Item Quantity (Base Units)] {~} <Inquiries> |
[Previous Month] |
• Conditional-transformation metric with base
formula [Item Quantity (Base Units)], filter
Inquiries, and transformation Previous Month
% Change Inquiry
Quantity vs. Previous
Month
Inquiry quantity for one
month compared to the
previous month, and the
percentage change
(((1.0001 * [Inquiries Quantity (Base Units)]) -
(1.0001 * [Inquiries Quantity (Base Units)
Previous Month])) / (1.0001 * [Inquiries Quantity
(Base Units) Previous Month]))
• Compound metric
Average Quantity per
Inquiry Item
Average quantity per inquiry
item
([Inquiries Quantity (Base Units)] / [Inquiry Items])
• Compound metric
Metric/KPI Description Formula
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Metrics glossary 157
Quotation metrics
This section lists all the metrics used to define Quotation reports.
Inquiries (Total for All
Customer Regions)
Total number of inquiries for
all the customer regions
[Sales Documents] {~, [Customer Region]}
<Inquiries>
• Conditional-dimensional metric with base
formula [Sales Documents], filter Inquiries, and
metric level (dimensionality) of Report Level
(standard) and Customer Region (filtering
absolute, grouping none).
% Contribution to
Total Inquiries for All
Customer Regions
Weight of each customer
region on the total number of
inquiries for all regions.
Note: See the Contribution
metrics ported to a database
section below for modifying
metrics for different
databases.
((1.0001 * Inquiries) / (1.0001 * [Inquiries (Total
for All Customer Regions)]))
• Compound metric
Metric/KPI Description Formula
Metric/KPI Description Formula
Quotations Number of quotations (sales
documents with type equal to
“Quotation”)
[Sales Documents] {~} <Quotations>
• Conditional metric with base formula [Sales
Documents] and filter Quotations
Quotations Previous
Month
Same as Quotations but
calculated for the month prior to
the one selected
[Sales Documents] {~} <Quotations> |
[Previous Month] |
• Conditional-transformation metric with
base formula [Sales Documents], filter
Quotations, and transformation Previous
Month
% Change
Quotations vs.
Previous Month
Quotations generated for a
month compared to the previous
month, and the percentage
change
(((1.0001 * Quotations) - (1.0001 * [Quotations
Previous Month])) / (1.0001 * [Quotations
Previous Month]))
• Compound metric
Quotation Items Number of items for a quotation [Sales Document Items] {~} <Quotations>
• Conditional metric with base formula [Sales
Document Items] and filter Quotations
Average Number of
Items per Quotation
Average number of items per
quotation
([Sales Document Items] {~} <Quotations> /
[Sales Documents] {~} <Quotations>)
• Compound metric
Object Glossaries Sales & Distribution Analysis Module ReferenceA
158 Metrics glossary © 2007 MicroStrategy, Inc.
Quotations from
Inquiries
Number of quotations that
originate from an inquiry
[Sales Documents] {~} <[Quotations from
Inquiries]>
• Conditional metric with base formula [Sales
Documents] and filter Quotations from
Inquiries
Quotations Not from
Inquiries
Number of quotations that do
not have an inquiry as a
preceding document
(Quotations - [Quotations from Inquiries])
• Compound metric
% Quotations from
Inquiries vs. Total
Quotations
Percentage of all quotations that
originate from inquiries
((1.0001 * [Quotations from Inquiries]) /
(1.0001 * Quotations))
• Compound metric
Conversion Rate
(Inquiry to Quotation)
Percentage of all inquiries that
are converted into quotations for
a given time period
((1.0001 * [Quotations from Inquiries]) /
(1.0001 * Inquiries))
• Compound metric
Quotations Items
from Inquiries
Number of quotation items that
originate from inquiries
[Sales Document Items] {~} <[Quotations from
Inquiries]>
• Conditional metric with base formula [Sales
Document Items] and filter Quotations from
Inquiries
Conversion Rate
Items (Inquiry to
Quotation)
Percentage of all inquiry items
that are converted into quotation
items for a given time period
((1.0001 * [Quotation Items from Inquiries]) /
(1.0001 * [Inquiry Items]))
• Compound metric
Quotations Quantity
(Base Units)
Quantity associated with a
quotation item
[Item Quantity (Base Units)] {~} <Quotations>
• Conditional metric with base formula [Item
Quantity (Base Units)] and filter Quotations
Average Quantity
(Base Units) per
Quotation Item
Average quantity per quotation
item
([Quotations Quantity (Base Units)] /
[Quotation Items])
• Compound metric
Net Quotation
Amount
Net amount for quotations [Net Item Amount] {~} <Quotations>
• Conditional metric with base formula [Net
Item Amount] and filter Quotations
Average Net Amount
per Quotation
Average net amount per
quotation
([Net Quotation Amount] / Quotations)
• Compound metric
Average Net Amount
per Quotation Item
Average net amount per
quotation item
([Net Quotation Amount] / [Quotation Items])
• Compound metric
Net Quotation
Amount Previous
Month
Same as Net Quotation Amount
but calculated for the month
prior to the one selected
[Net Item Amount] {~} <Quotations> |
[Previous Month] |
• Conditional-transformation metric with
base formula [Net Item Amount], filter
Quotations, and transformation Previous
Month
Metric/KPI Description Formula
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Metrics glossary 159
% Change Net
Amount Quotations
vs. Previous Month
Net amount for one month
compared to the previous
month, and the percentage
change
(([Net Quotation Amount] - [Net Quotation
Amount Previous Month]) / [Net Quotation
Amount Previous Month])
• Compound metric
Net Quotation
Amount (Total for All
Distribution
Channels)
Net quotation amount
aggregated for all distribution
channels
[Net Item Amount] {~, [Distribution Channel]}
<Quotations>
• Conditional-dimensional metric with base
formula [Net Item Amount], filter
Quotations, and metric level
(dimensionality) of Report Level (standard)
and Distribution Channel (filtering absolute,
grouping none)
% Contribution to
Total Net Quotation
Amount for All
Distribution Channels
Net quotation amount compared
to the aggregated amount for all
the distribution channels.
Note: See the Contribution
metrics ported to a database
section below for modifying
metrics for different databases.
([Net Quotation Amount] / [Net Quotation
Amount (Total for All Distribution Channels)])
• Compound metric
Net Quotation
Amount (Total for
Product Hierarchy
Level 1)
Net quotation amount
aggregated for all elements of
Product Hierarchy Level 1 that
are children of a given Level 2
element
[Net Item Amount] {~, [Product Hierarchy
Level 1]*} <Quotations>
• Conditional-dimensional metric with base
formula [Net Item Amount], filter
Quotations, and metric level
(dimensionality) of Report Level (standard)
and Product Hierarchy Level 1 (filtering
absolute, grouping none)
% Contribution to
Product Level 1 Net
Quotation Amount
Net quotation amount compared
to the aggregated amount for all
elements of Product Hierarchy
Level 1 that are children of a
given Level 2 element.
Note: See the Contribution
metrics ported to a database
section below for modifying
metrics for different databases.
([Net Quotation Amount] / [Net Quotation
Amount (Total for Product Hierarchy Level 1)])
• Compound metric
Net Quotation
Amount (Total for
Product Hierarchy
Level 2)
Net quotation amount
aggregated for all elements in
level 2
[Net Item Amount] {~, [Product Hierarchy
Level 2]*} <Quotations>
• Conditional-dimensional metric with base
formula [Net Item Amount], filter
Quotations, and metric level
(dimensionality) of Report Level (standard)
and Product Hierarchy Level 2 (filtering
absolute, grouping none)
Metric/KPI Description Formula
Object Glossaries Sales & Distribution Analysis Module ReferenceA
160 Metrics glossary © 2007 MicroStrategy, Inc.
Sales Order metrics
This section lists all the metrics used to define Sales Order reports. This set of metrics is divided into the following subsections:
• Counts metrics
• Amounts and Quantities metrics
• Customer metrics
% Contribution to
Product Level 2 Net
Quotation Amount
Net quotation amount compared
to the aggregated amount for all
the elements in product level 2.
Note: See the Contribution
metrics ported to a database
section below for modifying
metrics for different databases.
([Net Quotation Amount] / [Net Quotation
Amount (Total for Product Hierarchy Level 2)])
• Compound metric
Rejected Quotation
Items
Number of quotation items with
an item status of “Rejected”
[Sales Document Items] {~} <[Rejected
Quotation Items]>
• Conditional metric with base formula [Sales
Document Items] and filter Rejected
Quotation Items
% Rejected Items vs.
Quotation Items
Percentage of rejected items
compared to the total number of
quotation items
((1.0001 * [Rejected Quotation Items]) /
(1.0001 * [Quotation Items]))
• Compound metric
Net Amount Rejected
Quotation Items
Net amount for those quotation
items that have been rejected
[Net Item Amount] {~} <[Rejected Quotation
Items]>
• Conditional metric with base formula [Net
Item Amount] and filter Rejected Quotation
Items
Metric/KPI Description Formula
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Metrics glossary 161
Counts metrics
Metric/KPI Description Formula
Sales Orders Number of sales orders [Sales Documents] {~} <[Sales Orders]>
• Conditional metric with base formula [Sales
Documents] and filter Sales Orders
Sales Orders
Previous Month
Number of sales orders,
calculated for the month prior to
the one selected
[Sales Documents] {~} <[Sales Orders]> |
[Previous Month] |
• Conditional-transformation metric with base
formula [Sales Documents], filter Sales
Orders, and transformation Previous Month
% Change Sales
Orders vs. Previous
Month
Sales orders generated one
month compared to the
previous month, and the
percentage change
(((1.0001 * [Sales Orders]) - (1.0001 * [Sales
Orders Previous Month])) / (1.0001 * [Sales
Orders Previous Month])
• Compound metric
Sales Orders
Previous Quarter
Number of sales orders,
calculated for the quarter prior
to the one selected
[Sales Documents] {~} <[Sales Orders]> |
[Previous Quarter] |
• Conditional-transformation metric with base
formula [Sales Documents], filter Sales
Orders, and transformation Previous
Quarter
% Change Sales
Orders vs. Previous
Quarter
Sales orders generated one
quarter compared to the
previous quarter, and the
percentage change
(((1.0001 * [Sales Orders]) - (1.0001 * [Sales
Orders Previous Quarter])) / (1.0001 * [Sales
Orders Previous Quarter]))
• Compound metric
Sales Orders from
Quotations
Number of sales orders
generated from a quotation
[Sales Documents] {~} <[Sales Orders from
Quotations]>
• Conditional metric with base formula [Sales
Documents] and filter Sales Orders from
Quotations
Sales Orders Not
from Quotations
Number of sales orders that do
not have a quotation as the
preceding document
([Sales Orders] - [Sales Orders from
Quotations])
• Compound metric
Conversion Rate
(Quotation to Sales
Order)
Percentage of all quotations
that are converted into sales
orders for a given time period
([Sales Orders from Quotations] / Quotations)
• Compound metric
% Sales Orders from
Quotations vs. Total
Sales Orders
Percentage of sales orders from
quotations compared to all
sales orders
((1.0001 * [Sales Orders from Quotations]) /
(1.0001 * [Sales Orders]))
• Compound metric
Sales Order Items Number of sales order items [Sales Document Items] {~} <[Sales Orders]>
• Conditional metric with base formula [Sales
Document Items] and filter Sales Orders
Object Glossaries Sales & Distribution Analysis Module ReferenceA
162 Metrics glossary © 2007 MicroStrategy, Inc.
Amounts and Quantities metrics
Sales Order Items
Previous Month
Number of sales order items,
calculated for the month prior to
the one selected
[Sales Document Items] {~} <[Sales Orders]> |
[Previous Month] |
• Conditional-transformation metric with base
formula [Sales Document Items], filter Sales
Orders and transformation Previous Month
% Change Sales
Order Items vs.
Previous Month
Sales orders items generated
one month compared to the
previous month, and the
percentage change
(((1.0001 * [Sales Order Items]) - (1.0001 *
[Sales Order Items Previous Month])) / (1.0001
* [Sales Order Items Previous Month]))
• Compound metric
Sales Order Items
from Quotations
Number of sales order items
generated from a quotation item
[Sales Document Items] {~} <[Sales Orders
from Quotations]>
• Conditional metric with base formula [Sales
Document Items] and filter Sales Orders
from Quotations
Conversion Rate
Items (Quotation to
Sales Order)
Percentage of all quotation
items that are converted into
sales order items for a given
time period
((1.0001 * [Sales Order Items from Quotations])
/ (1.0001 * [Quotation Items]))
• Compound metric
Average Number of
Items per Sales
Order
Average number of sales order
items per sales order
([Sales Document Items] {~} <[Sales Orders]> /
[Sales Documents] {~} <[Sales Orders]>)
• Compound metric
Metric/KPI Description Formula
Metric/KPI Description Formula
Sales Orders
Quantity (Base Units)
Sales order quantity measured
in base units
[Item Quantity (Base Units)] {~} <[Sales
Orders]>
• Conditional metric with base formula [Sales
Documents] and filter Sales Orders
Average Quantity per
Sales Order Item
Average quantity per sales
order item
([Sales Orders Quantity (Base Units)] / [Sales
Order Items])
• Compound metric
Net Price Sales
Orders (Base Units)
Average net unit price (based
on base units); calculated in the
database for each sales order
item as the net item amount
divided by the item quantity and
then aggregated using average
[Net Item Price (Base Units)] {~} <[Sales
Orders]>
• Conditional metric with base formula [Net
Item Price (Base Units)] and filter Sales
Orders
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Metrics glossary 163
Net Price Sales
Orders (Base Units)
Previous Month
Same as Net Price Sales
Orders (Base Units) but
calculated for the month prior to
the one selected
[Net Item Price (Base Units)] {~} <[Sales
Orders]> | [Previous Month] |
• Conditional-transformation metric with base
formula [Net Item Price (Base Units)], filter
Sales Orders, and transformation Previous
Month
% Change Net Price
vs. Previous Month
Sales orders net price for one
month compared to the
previous month, and the
percentage change
(([Net Price Sales Orders (Base Units)] - [Net
Price Sales Orders (Base Units) Previous
Month]) / [Net Price Sales Orders (Base Units)
Previous Month])
• Compound metric
Net Sales Order
Amount
Net amount for sales orders [Net Item Amount] {~} <[Sales Orders]>
• Conditional metric with base formula [Net
Item Amount] and filter Sales Orders
Net Sales Order
Amount Previous
Month
Net amount for sales orders but
calculated for the month prior to
the one selected
[Net Item Amount] {~} <[Sales Orders]> |
[Previous Month] |
• Conditional-transformation metric with base
formula [Net Item Amount], filter Sales
Orders, and transformation Previous Month
% Change Net Sales
Order Amount vs.
Previous Month
Sales orders net amount for one
month compared to the
previous month, and the
percentage change
(([Net Sales Order Amount] - [Net Sales Order
Amount Previous Month]) / [Net Sales Order
Amount Previous Month])
• Compound metric
Net Sales Order
Amount Previous
Quarter
Net amount for sales orders but
calculated for the quarter prior
to the one selected
[Net Item Amount] {~} <[Sales Orders]> |
[Previous Quarter] |
• Conditional-transformation metric with base
formula [Net Item Amount], filter Sales
Orders and transformation Previous Quarter
% Change Net Sales
Order Amount vs.
Previous Quarter
Sales orders net amount for one
quarter compared to the
previous quarter, and the
percentage change
(([Net Sales Order Amount] - [Net Sales Order
Amount Previous Quarter]) / [Net Sales Order
Amount Previous Quarter])
• Compound metric
Average Net Amount
per Sales Order
Average net amount per sales
order
([Net Sales Order Amount] / [Sales Orders])
• Compound metric
Average Net Amount
per Sales Order
Previous Month
Average net amount per sales
order, calculated for the month
prior to the one selected
([Net Sales Order Amount Previous Month] /
[Sales Orders Previous Month])
• Compound metric
% Change Average
Net Sales Order
Amount vs. Previous
Month
Average net amount per sales
order for one month compared
to the previous month, and the
percentage change
(([Average Net Amount per Sales Order] -
[Average Net Amount per Sales Order Previous
Month]) / [Average Net Amount per Sales
Order Previous Month])
• Compound metric
Metric/KPI Description Formula
Object Glossaries Sales & Distribution Analysis Module ReferenceA
164 Metrics glossary © 2007 MicroStrategy, Inc.
Average Net Amount
per Sales Order Item
Average net amount per sales
order item
([Net Sales Order Amount] / [Sales Order
Items])
• Compound metric
Net Sales Order
Amount from
Quotations
Net amount for those sales
orders that have a quotation as
the preceding document
[Net Item Amount] {~} <[Sales Orders from
Quotations]>
• Conditional metric with base formula [Net
Item Amount] and filter Sales Orders from
Quotations
Conversion Rate Net
Amount (Quotation to
Sales Order)
Percentage of all quotation
amounts that are converted into
sales order amounts for a given
time period
([Net Sales Order Amount from Quotations] /
[Net Quotation Amount])
• Compound metric
Net Sales Order
Amount (Total for All
Material Divisions)
Net amount summarized for all
material divisions
[Net Item Amount] {~, ![Material Division]*}
<[Sales Orders]>
• Conditional-dimensional metric with base
formula [Net Item Amount], filter Sales
Orders, and metric level (dimensionality) of
Report Level (standard) and Material
Division (filtering absolute, grouping none)
% Contribution to
Total Net Sales
Order Amount for All
Material Divisions
Contribution of each material
division to the overall net
amount of all material divisions.
Note: See the Contribution
metrics ported to a database
section below for modifying
metrics for different databases.
([Net Sales Order Amount] / [Net Sales Order
Amount (Total for All Material Divisions)])
• Compound metric
Net Sales Order
Amount (Total for
Sales Office)
Net amount summarized for all
sales offices
[Net Item Amount] {Month, [Sales Office]}
<[Sales Orders]>
• Conditional-dimensional metric with base
formula [Net Item Amount], filter Sales
Orders, and metric level (dimensionality) of
Month (standard) and Sales Office
(standard)
% Contribution to
Sales Office Net
Sales Order Amount
Contribution of each sales office
to the overall net amount of all
sales offices.
Note: See the Contribution
metrics ported to a database
section below for modifying
metrics for different databases.
([Net Sales Order Amount] / [Net Sales Order
Amount (Total for Sales Office)])
• Compound metric
Metric/KPI Description Formula
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Metrics glossary 165
Net Sales Order
Amount (Total for
Sales Office)
Previous Month
Net amount summarized for all
sales offices, calculated for the
month prior to the one selected
[Net Item Amount] {Month, [Sales Office]}
<[Sales Orders]> | [Previous Month] |
• Conditional-transformation-dimensional
metric with base formula [Net Item Amount],
filter Sales Orders, transformation Previous
Month, and metric level (dimensionality) of
Month (standard) and Sales Office
(standard)
% Contribution to
Sales Office Net
Sales Order Amount
Previous Month
Contribution of each sales office
to the overall net amount of all
sales offices, calculated for the
month prior to the one selected.
Note: See the Contribution
metrics ported to a database
section below for modifying
metrics for different databases.
([Net Sales Order Amount Previous Month] /
[Net Sales Order Amount (Total for Sales
Office) Previous Month])
• Compound metric
Contribution Monthly
Trend
Sales office contributions
compared month to month.
Note: See the Contribution
metrics ported to a database
section below for modifying
metrics for different databases.
(([% Contribution to Sales Office Net Sales
Order Amount] - [% Contribution to Sales Office
Net Sales Order Amount Previous Month]) / [%
Contribution to Sales Office Net Sales Order
Amount Previous Month])
Cost Sales Orders Cost associated with sales
orders
[Item Cost] {~} <[Sales Orders]>
• Conditional metric with base formula [Item
Cost] and filter Sales Orders
Cost Sales Orders
Previous Month
Cost associated with sales
orders, calculated for the month
prior to the one selected
[Item Cost] {~} <[Sales Orders]> | [Previous
Month] |
• Conditional-transformation metric with base
formula [Item Cost], filter Sales Orders, and
transformation Previous Month
Net Margin Sales
Orders
Net margin associated with
sales order
([Net Sales Order Amount] - [Cost Sales
Orders])
• Compound metric
% Net Margin Sales
Orders
Net margin percentage
calculated by dividing net
margin by cost sales orders
(([Net Sales Order Amount] - [Cost Sales
Orders]) / [Net Sales Order Amount])
• Compound metric
% Net Margin Sales
Orders Previous
Month
Same as % Net Margin Sales
Orders but calculated for the
month prior to the one selected
(([Net Sales Order Amount Previous Month] -
[Cost Sales Orders Previous Month]) / [Net
Sales Order Amount Previous Month])
• Compound metric
Metric/KPI Description Formula
Object Glossaries Sales & Distribution Analysis Module ReferenceA
166 Metrics glossary © 2007 MicroStrategy, Inc.
Customer metrics
% Change Net
Margin vs. Previous
Month
Percentage margin compared
month to month
(([% Net Margin Sales Orders] - [% Net Margin
Sales Orders Previous Month]) / [% Net Margin
Sales Orders Previous Month])
• Compound metric
Average Net Margin
per Sales Order
Average margin (absolute
values) by sales order
([Net Margin Sales Orders] / [Sales Orders])
• Compound metric
Metric/KPI Description Formula
Metric/KPI Description Formula
Customers with
Sales Orders
Number of customers with sales
orders for a given time period
[Customers with Sales Documents] {~} <[Sales
Orders]>
• Conditional metric with base formula
[Customers with Sales Documents] and
filter Sales Orders
Customers with
Sales Orders Two
Quarters
Number of customers that had
sales orders during two
consecutive quarters
[Customers with Sales Documents] {~} <[Set of
Customers with Sales in two consecutive
quarters]>
• Conditional metric with base formula
[Customers with Sales Documents] and
filter Set of customers with sales in two
consecutive quarters
% Customers with
Sales Orders Two
Quarters
Percentage of customers with
sales orders that also had sales
orders the previous quarter
([Customers with Sales Orders two Quarters] /
[Customers with Sales Orders])
• Compound metric
Registered
Customers
Number of customers in the
table L_CUSTOMER (this
metric does not consider when
they become customers)
Count(Customer) {~}
% Customers with
Sales Orders vs.
Registered
Customers
Percentage of customers that
had sales orders compared to
the entire customer base
([Customers with Sales Orders] / [Registered
Customers])
• Compound metric
Net Sales Order
Amount from
Customers with
Sales Orders Two
Quarters
Sales amounts from customers
with sales in two consecutive
quarters
[Net Item Amount] {~} <[Sales Orders from Set
of Customers with Sales in two consecutive
quarters]>
• Conditional metric with base formula [Net
Item Amount] and filter Sales orders from
set of customers with sales in two
consecutive quarters
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Metrics glossary 167
Delivery metrics
This section lists all the metrics used to define Delivery reports.
% Net Amount from
Customers with
Sales Orders Two
Quarters
Percentage representing the
net amount from customers with
sales in two consecutive
quarters compared to total
sales in the quarter
([Net Sales Order Amount from Customers with
Sales Orders two Quarters] / [Net Sales Order
Amount])
• Compound metric
Average Number of
Orders per Customer
Average number of orders for
those customers with sales
orders
([Sales Orders] / [Customers with Sales
Orders])
• Compound metric
Average Net Sales
Order Amount per
Customer
Average net amount for those
customers with sales orders
([Net Sales Order Amount] / [Customers with
Sales Orders])
• Compound metric
Metric/KPI Description Formula
Metric/KPI Description Formula
Outbound Deliveries Number of outbound
deliveries
[Delivery Documents] {~} <[Outbound
Deliveries]>
• Conditional metric with base formula
[Delivery Documents] and filter Outbound
Deliveries
Outbound Deliveries
Previous Month
Same as Outbound
Deliveries but calculated for
the month prior to the one
selected
[Delivery Documents] {~} <[Outbound
Deliveries]> | [Previous Month] |
• Conditional-transformation metric with
base formula [Delivery Documents], filter
Outbound Deliveries, and transformation
Previous Month
% Change Outbound
Deliveries vs. Previous
Month
Number of outbound
deliveries month to month
(([Outbound Deliveries] - [Outbound
Deliveries Previous Month]) / [Outbound
Deliveries Previous Month])
• Compound metric
Outbound Delivery Items Number of outbound delivery
items
[Delivery Document Items] {~} <[Outbound
Deliveries]>
• Conditional metric with base formula
[Delivery Document Items] and filter
Outbound Deliveries
Object Glossaries Sales & Distribution Analysis Module ReferenceA
168 Metrics glossary © 2007 MicroStrategy, Inc.
Average Delay
Confirmed to Actual
Delivery for Outbound
Deliveries (Days)
Average delay for outbound
deliveries between the
confirmed date for delivery
and the actual date when
goods arrive at the customer
site (measured in days)
[Average Delay between Confirmed and
Actual Delivery Date (Days)] {~} <[Outbound
Deliveries]>
• Conditional metric with base formula
[Average Delay between Confirmed and
Actual Delivery date (days)] and filter
Outbound Deliveries
Average Delay Planned
to Actual Goods Issue for
Outbound Deliveries
(Days)
Average delay for outbound
deliveries between the date
when goods are planned for
issue and the actual issue
date (in days)
[Average Delay between Planned and Issue
Date (Days)] {~} <[Outbound Deliveries]>
• Conditional metric with base formula
[Average Delay between Planned and
Actual Issue Date (days)] and filter
Outbound Deliveries
Average Delay
Requested to Actual
Delivery for Outbound
Deliveries (Days)
Average delay for outbound
deliveries between the
requested day for delivery
and the actual delivery date
(in days)
[Average Delay between Requested and
Actual Delivery Date (Days)] {~} <[Outbound
Deliveries]>
• Conditional metric with base formula
[Average Delay between Requested and
Actual Delivery Date (days)] and filter
Outbound Deliveries
Average Delay
Requested to Confirmed
Delivery for Outbound
Deliveries (Days)
Average delay for outbound
deliveries between the
requested date and the date
when goods are confirmed for
arrival (measured in days)
[Average Delay between Requested and
Confirmed Delivery Date (Days)] {~}
<[Outbound Deliveries]>
• Conditional metric with base formula
[Average Delay between Requested and
Confirmed Delivery Date (days)] and filter
Outbound Deliveries
Average Loading Time
for Outbound Deliveries
(Days)
Average time from when
materials are packaged until
they are issued (measured in
days)
[Average Loading Time (Days)] {~}
<[Outbound Deliveries]>
• Conditional metric with base formula
[Average Loading Time (Days)] and filter
Outbound Deliveries
Average Shipping
Processing Time for
Outbound Deliveries
(Days)
Average time from when
materials are available until
they are issued (measured in
days)
[Average Shipping Processing Time (Days)]
{~} <[Outbound Deliveries]>
• Conditional metric with base formula
[Average Shipping Processing Time
(Days)] and filter Outbound Deliveries
Average Transportation
Time for Outbound
Deliveries (Days)
Average time from when
materials are issued until they
reach the customer site
(measured in days)
[Average Transportation Time (Days)] {~}
<[Outbound Deliveries]>
• Conditional metric with base formula
[Average Transportation Time (Days)] and
filter Outbound Deliveries
Metric/KPI Description Formula
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Metrics glossary 169
Average Total Delivery
Time for Outbound
Deliveries (Days)
Total delivery time from when
materials are available until
they reach the customer site
(measured in days)
[Average Total Delivery Time (Days)] {~}
<[Outbound Deliveries]>
• Conditional metric with base formula
[Average Total Delivery Time (Days)] and
filter Outbound Deliveries
Average Total Delivery
Time for Outbound
Deliveries Previous
Month (Days)
Same as Average Total
Delivery Time for Outbound
Deliveries (Days) but
calculated for the month prior
to the one selected
[Average Total Delivery Time (Days)] {~}
<[Outbound Deliveries]> | [Previous Month] |
• Conditional-transformation metric with
base formula [Average Total Delivery
Time (Days)], filter Outbound Deliveries,
and transformation Previous Month
% Change Total Delivery
Time (Outbound
Deliveries) vs. Previous
Month
Number of outbound
deliveries month to month
(([Average Total Delivery Time for Outbound
Deliveries (Days)] - [Average Total Delivery
Time for Outbound Deliveries Previous Month
(Days)]) / [Average Total Delivery Time for
Outbound Deliveries Previous Month (Days)])
• Compound metric
Delivered Quantity (Base
Units) for Outbound
Deliveries
Delivered quantity for
outbound deliveries
(measured in material base
units)
[Delivered Quantity (Base Units)] {~}
<[Outbound Deliveries]>
• Conditional metric with base formula
[Delivered Quantity (Base Units)] and filter
Outbound Deliveries
Delivered Quantity (Base
Units) for Outbound
Deliveries (Total for
Material)
Total outbound delivery
quantity for a specific material
[Delivered Quantity (Base Units)] {Material,
Quarter} <[Outbound Deliveries]>
• Conditional-dimensional metric with base
formula [Delivered Quantity (Base Units)],
filter Outbound Deliveries, and hierarchy
Material
% Contribution to
Material Outbound
Delivery Quantities
Material’s contribution to total
quantities delivered.
Note: See the Contribution
metrics ported to a database
section below for modifying
metrics for different
databases.
([Delivered Quantity (Base Units) for
Outbound Deliveries] / [Delivered Quantity
(Base Units) for Outbound Deliveries (Total
for Material)])
• Compound metric
Average Delivered
Quantity per Outbound
Delivery Item
Average quantity delivered
per outbound delivery item
([Delivered Quantity (Base Units) for
Outbound Deliveries] / [Outbound Delivery
Items])
• Compound metric
Confirmed Delivery
Quantity (Base Units) for
Outbound Deliveries
Confirmed delivery quantity
for outbound deliveries
(measured in material base
units)
[Confirmed Delivery Quantity (Base Units)]
{~} <[Outbound Deliveries]>
• Conditional metric with base formula
[Confirmed Delivery Quantity (Base
Units)] and filter Outbound Deliveries
Metric/KPI Description Formula
Object Glossaries Sales & Distribution Analysis Module ReferenceA
170 Metrics glossary © 2007 MicroStrategy, Inc.
Sales and Delivery Service metrics
This section lists all the metrics used to define Sales and Delivery Service reports.
Delivered Quantity (Base
Units)
Quantity delivered; generic
for all types of delivery
documents
[Delivered Quantity (Base Units)] {~}
Confirmed Delivery
Quantity (Base Units)
Confirmed quantity delivered;
generic for all types of
delivery documents
[Confirmed Delivery Quantity (Base Units)]
{~}
Metric/KPI Description Formula
Metric/KPI Description Formula
Delivery Items Number of delivery items for any type
of delivery document
[Delivery Document Items] {~}
Delivery Items (with
Correct Quantity
Delivered)
Number of delivery items for any type
of delivery document where delivery
and confirmed quantity is equal
[Delivery Document Items] {~} <[Set
of Items - Correctly Delivered
Quantities]>
• Conditional metric with base
formula [Delivery Document Items]
and filter Set of Items - Correctly
Delivered Quantities
Delivery Items (with
Incorrect Quantity
Delivered)
Number of delivery items for any type
of delivery document where delivery
and confirmed quantity is different
[Delivery Document Items] {~} <[Set
of Items - Incorrectly Delivered
Quantities]>
• Conditional metric with base
formula [Delivery Document Items]
and filter Set of Items - Incorrectly
Delivered Quantities
% Delivery Items with
Incorrect Quantity
Delivered vs.Total
Percentage of delivery items with
incorrect quantity compared to the
total number of delivery items
((1.0001 * [Delivery Items (with
Incorrect Quantity Delivered)]) /
((1.0001 * [Delivery Items (with
Correct Quantity Delivered)]) +
(1.0001 * [Delivery Items (with
Incorrect Quantity Delivered)])))
• Compound metric
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Metrics glossary 171
Delivery Items (Delivered
On Time)
Number of delivery items for any type
of delivery document where items
were delivered on the confirmed
delivery date
[Delivery Document Items] {~} <[Set
of Items - Delivered On Time]>
• Conditional metric with base
formula [Delivery Document Items]
and filter Set of Items - Delivered
On Time
Delivery Items (Delivered
Late)
Number of delivery items for any type
of delivery document where items
were delivered later than the
confirmed delivery date
[Delivery Document Items] {~} <[Set
of Items - Delivered Late]>
• Conditional metric with base
formula [Delivery Document Items]
and filter Set of Items - Delivered
Late
% Delivery Items
Delivered Late vs.Total
Percentage of the total delivery items
that were delivered late
([Delivery Items (Delivered Late)] /
[Delivery Items])
• Compound metric
Difference Confirmed to
Delivery Quantity
Difference between confirmed
delivery quantity and actual delivery
quantity
([Confirmed Delivery Quantity (Base
Units)] {~} - [Delivered Quantity
(Base Units)] {~} )
• Compound metric
Returns Number of sales documents of type
“returns”
[Sales Documents] {~} <Returns>
• Conditional metric with base
formula [Sales Documents] and
filter Returns
Return Items Number of sales document items of
type “returns”
[Sales Document Items] {~}
<Returns>
• Conditional metric with base
formula [Sales Document Items]
and filter Returns
Rejected Return Items Number of sales document items of
type Returns and with an item status
of Rejected
[Sales Document Items] {~}
<[Rejected Return Items]>
• Conditional metric with base
formula [Sales Documents] and
filter Rejected Return Items
Accepted Return Items Number of sales document items of
type Returns and with an item status
of Complete
[Sales Document Items] {~}
<[Accepted Return Items]>
• Conditional metric with base
formula [Sales Documents] and
filter Accepted Return Items
% Accepted Return
Items vs. Total Return
Items
Percentage of total return items that
have been accepted
(((1.0001 * [Return Items]) - (1.0001 *
[Rejected Return Items])) / (1.0001 *
[Return Items]))
• Compound metric
% Accepted Return
Items vs. Total Sales
Order Items
Percentage of accepted return items
compared to the total number of sales
order items
((1.0001 * [Accepted Return Items]) /
(1.0001 * [Sales Order Items]))
• Compound metric
Metric/KPI Description Formula
Object Glossaries Sales & Distribution Analysis Module ReferenceA
172 Metrics glossary © 2007 MicroStrategy, Inc.
Accepted Returns
Quantity (Base Units)
Quantity of accepted returns [Item Quantity (Base Units)] {~}
<[Accepted Return Items]>
• Conditional metric with base
formula [Item Quantity (Base Unit)]
and filter Accepted Return Items
Return Deliveries Number of delivery documents of
type Return Deliveries
[Delivery Documents] {~} <[Return
Deliveries]>
• Conditional metric with base
formula [Delivery Documents] and
filter Return Deliveries
% Return Deliveries vs.
Outbound Deliveries
Total number of outbound deliveries
compared to return deliveries
((1.0001 * [Return Deliveries]) /
(1.0001 * [Outbound Deliveries]))
• Compound metric
Delivered Quantity (Base
Units) for Return
Deliveries
Delivered quantity for delivery
documents of type Return Deliveries
[Delivered Quantity (Base Units)] {~}
<[Return Deliveries]>
• Conditional metric with base
formula [Delivered Quantity (Base
Units)] and filter Return Deliveries
% Quantity for Return
Deliveries vs. Total for
Outbound Deliveries
Quantity of return deliveries
compared to the quantity of outbound
deliveries
([Delivered Quantity (Base Units) for
Return Deliveries] / [Delivered
Quantity (Base Units) for Outbound
Deliveries])
• Compound metric
Net Return Amount Net amount for sales documents of
type Returns
[Net Item Amount] {~} <Returns>
• Conditional metric with base
formula [Net Item Amount] and
filter Returns
Net Amount Rejected
Return Items
Net amount for all return items with a
status of Rejected
[Net Item Amount] {~} <[Rejected
Return Items]>
• Conditional metric with base
formula [Net Item Amount] and
filter Reject Return Items
Net Amount Accepted
Return Items
Net amount for all return items that
were accepted
[Net Item Amount] {~} <[Accepted
Return Items]>
• Conditional metric with base
formula [Net Item Amount] and
filter Accepted Return Items
% Accepted Net Return
Amount vs. Net Sales
Order Amount
Net amount of returns compared to
the net amount of sales orders
([Net Amount Accepted Return Items]
/ [Net Sales Order Amount])
• Compound metric
% Quantity for Outbound
Deliveries vs. Quantity
Sales Orders
Quantity delivered in one period of
time compared to the quantity sold in
the same period
([Delivered Quantity (Base Units) for
Outbound Deliveries] / [Sales Orders
Quantity (Base Units)])
• Compound metric
Metric/KPI Description Formula
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Metrics glossary 173
Contribution metrics ported to a database
Contribution metrics are handled differently in different databases, due to the way integers are truncated. If you port SDAM to a supported SQL Server, DB2, or Teradata database, modify all contribution metrics by multiplying and dividing by 1.1, as shown in the following examples:
• Modify the definition of % Contribution to Product Level 1 Net Quotation Amount to ((1.1 * [Net Quotation Amount]) / (1.1 * [Net Quotation Amount (Total for Product Hierarchy Level 1)]))
Order Quantity Delivered
(Base Units)
Sold quantity that has already been
delivered
[Item Ordered Quantity Delivered
(Base Units)] {~} <[Sales Orders]>
• Conditional metric with base
formula [Item Ordered Quantity
Delivered] and filter Sales Orders
Backlog Quantity (Base
Units)
Quantity pending delivery for sales
orders
[Backlog Item Quantity (Base Units)]
{~} <[Sales Orders]>
• Conditional metric with base
formula [Backlog Item Quantity
(Base Units)] and filter Sales
Orders
Fulfillment Rate
(Quantity)
Proportion of quantities that have
already been delivered, for those
sales orders with some pending
delivery
([Order Quantity Delivered (Base
Units)] / [Sales Orders Quantity (Base
Units)])
• Compound metric
% Backlog vs. Ordered
Quantity
Backlog quantities of sales orders
with pending deliveries compared to
the ordered quantities
([Backlog Quantity (Base Units)] /
[Sales Orders Quantity (Base Units)])
• Compound metric
Backlog Net Amount Net amount of the quantities pending
delivery for sales orders
[Backlog Net Item Amount] {~}
<[Sales Orders]>
• Conditional metric with base
formula [Backlog Net Item
Amount] and filter Sales Orders
Fulfillment Rate (Net
Amount)
Fulfillment rate based on the net
amount of backlog quantities, for
those sales orders with some
pending delivery
(1 - ([Backlog Net Amount] / [Net
Sales Order Amount]))
• Compound metric
Metric/KPI Description Formula
Object Glossaries Sales & Distribution Analysis Module ReferenceA
174 Filters glossary © 2007 MicroStrategy, Inc.
• Modify the definition of % Contribution to Product Level 2 Net Quotation Amount to ((1.1 * [Net Quotation Amount]) / (1.1 * [Net Quotation Amount (Total for Product Hierarchy Level 2)]))
Filters glossary
This section lists all the filters used in SDAM.
All filter definitions are located in the Public Objects\Filters folder in the MicroStrategy project. Filters are organized into the following two subfolders in the MicroStrategy project. These divisions are reflected in the tables in the following sections:
• Filters for conditional metrics
• Filters embedded in reports
� All the qualifications in specific attribute values are based on the values in SDAM’s default data warehouse. For example, Sales Document Status = Open or Delivery Document Status = Complete. If these values are different in a production environment, the qualification must be updated in each of the filters.
Filters for conditional metrics
The following table lists all the filters used to define the conditional metrics in the previous Metrics glossary tables.
Filter Description
Inquiries Identifies sales documents of type Inquiry.
• Defined as an attribute qualification: Sales Document Type = Inquiry.
• Used on conditional metrics.
Quotations Identifies sales documents of type Quotation.
• Defined as an attribute qualification: Sales Document Type = Quotation.
• Used on conditional metrics.
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Filters glossary 175
Reference
Doc. Type =
Inquiry
Identifies sales documents with a reference document of type Inquiry.
• Defined as an attribute qualification: Reference Document Type = Inquiry.
• Used as an embedded filter to define a filter for a conditional metric.
Quotations
from Inquiries
Identifies sales documents of type Quotation and with a reference document of type
Inquiry.
• Defined based on two other filters: Quotations and Reference Doc. Type = Inquiry.
• Used on conditional metrics.
Rejected
Quotation
Items
Identifies sales document items of type Quotation with an item status of Rejected.
• Defined as an attribute qualification: Sales Document Type = Quotation and Sales
Document Item Status = Rejected.
• Used on conditional metrics.
Sales Orders Identifies sales documents of type Standard Sales Order.
• Defined as an attribute qualification: Sales Document Type = Standard Sales Order.
• Used on conditional metrics.
Reference
Doc. Type =
Quotation
Identifies sales documents with a reference document of type Quotation.
• Defined as an attribute qualification: Reference Document Type = Quotation.
• Used as an embedded filter to define a filter for a conditional metric.
Sales Orders
from
Quotations
Identifies those sales documents of type Standard Sales Order with a reference
document of type Quotations.
• Defined based on two other filters: Sales Orders and Reference Doc. Type =
Quotation.
• Used on conditional metrics.
Returns Identifies sales documents of type Return.
• Defined as an attribute qualification: Sales Document Type = Return.
• Used on conditional metrics.
Accepted
Return Items
Identifies sales document items of type Return that have been accepted (sales
document item status of Complete).
• Defined as an attribute qualification: Sales Document Type = Return and Sales
Document Item Status = Complete.
• Used on conditional metrics.
Rejected
Return Items
Identifies sales document items of type Return with an item status of Rejected.
• Defined as an attribute qualification: Sales Document Type = Return and Sales
Document Item Status = Rejected.
• Used on conditional metrics.
Outbound
Deliveries
Identifies delivery documents of type Outbound Delivery.
• Defined as an attribute qualification: Delivery Document Type = Outbound Delivery.
• Used on conditional metrics.
• Also used as an embedded filter in two reports.
Return
Deliveries
Identifies delivery documents of type Returns Delivery.
• Defined as an attribute qualification: Delivery Document Type = Returns Delivery.
• Used on conditional metrics.
Filter Description
Object Glossaries Sales & Distribution Analysis Module ReferenceA
176 Filters glossary © 2007 MicroStrategy, Inc.
Set of
Customers
with Sales in
the Quarter
Identifies the set of customers that had sales orders in the selected quarter.
• Defined as a set qualification in the metric Net Sales Order Amount, where the metric
value is greater than zero and the output level is at the Customer and Quarter level.
• Used as an embedded filter to define a filter for a conditional metric.
Set of
Customers
with Sales in
the Previous
Quarter
Identifies the set of customers that had sales orders in the quarter prior to the one
selected.
• Defined as a set qualification in the metric Net Sales Order Amount Previous
Quarter, where the metric value is greater than zero and the output level is at the
Customer and Quarter levels.
• Used as an embedded filter to define a filter for a conditional metric.
Set of
Customers
with Sales in
Two
Consecutive
Quarters
Identifies the set of customers that had sales orders in a quarter and also had sales
orders in the previous quarter.
• Defined based on two existing filters: Set of Customers with Sales in the Quarter and
Set of Customers with Sales in the Previous Quarter.
• Used on conditional metrics.
Sales Orders
from Set of
Customers
with Sales in
Two
Consecutive
Quarters
Identifies the set of sales orders from customers that had sales orders in two
consecutive quarters.
• Defined based on three existing filters: Set of Customers with Sales in the Quarter
AND Set of Customers with Sales in the Previous Quarter AND Sales Orders.
• Used on conditional metrics.
Set of Items –
Delivered Late
Identifies the set of delivery document items where the metric Average Delay Confirmed
to Actual Delivery Date - Outbound Deliveries is greater than zero.
• Defined as a set qualification in the metric Average Delay Confirmed to Actual
Delivery Date - Outbound Deliveries, where the metric value is greater than zero and
the output level is at the delivery document item level.
• Used on conditional metrics.
Set of Items –
Delivered On
Time
Identifies the set of delivery document items where the metric Average Delay Confirmed
to Actual Delivery Date - Outbound Deliveries is exactly zero.
• Defined as a set qualification in the metric Average Delay Confirmed to Actual
Delivery Date - Outbound Deliveries, where the metric value is exactly zero and the
output level is at the delivery document item level.
• Used on conditional metrics.
Filter Description
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Filters glossary 177
Filters embedded in reports
Many of the SDAM reports include one or more static filters defining filtering conditions that apply to the report. The following table lists and describes all the embedded filters.
Set of Items –
Correctly
Delivered
Quantities
Identifies the set of delivery document items where the metric Difference Confirmed to
Delivered Quantity is equal to zero.
• Defined as a set qualification in the metric Difference Confirmed to Delivered
Quantity, where the metric value is exactly zero and the output level is at the delivery
document item level.
• Used on conditional metrics.
Set of Items –
Incorrectly
Delivered
Quantities
Identifies the set of delivery document items where the metric Difference Confirmed to
Delivered Quantity is different from zero.
• Defined as a set qualification in the metric Difference Confirmed to Delivered
Quantity, where the metric value is different from zero and the output level is at the
delivery document item level.
• Used on conditional metrics.
• Also used as an embedded filter in one report.
Filter Description
Filter Description
Open Status (Sales
Document)
Identifies sales documents with a status of Open.
• Defined as an attribute qualification: Sales Document Status = Open.
• Used as an embedded filter in several reports.
Rank Net Sales
Order Amount – Top
5 by Quarter
Identifies for each quarter the report elements that are ranked the top five by the
Net Sales Order Amount metric.
• Defined as a set qualification in the Net Sales Order Amount metric, with rank
set at top five and break by attribute Quarter.
• Used as an embedded filter in two reports.
Rank Net Sales
Order Amount – Top
5 Sales Orders by
Quarter
Identifies the sales orders that are ranked the top five for each quarter by the Net
Sales Order Amount metric.
• Defined as a set qualification in the metric Net Sales Order Amount, with rank
set at top five, output level Sales Document, and break by attribute Quarter.
• Used as an embedded filter in one report.
Rank Net Sales
Order Amount – Top
5 Sales Orders from
Quotations
Identifies the sales orders from quotations that are ranked the top five for each
quarter by the Net Sales Order Amount metric.
• Defined as a combination of filter Sales Orders from Quotations AND set
qualification in the metric Net Sales Order Amount, rank top 5, with output
level Sales Document and break by attribute Quarter.
• Used as an embedded filter in one report.
Object Glossaries Sales & Distribution Analysis Module ReferenceA
178 Filters glossary © 2007 MicroStrategy, Inc.
Rank % Net Margin –
Bottom 3 by Quarter
Identifies for each quarter the report elements that are ranked the bottom three by
the % Net Margin Sales Orders metric.
• Defined as a set qualification in the metric % Net Margin Sales Orders, rank
bottom three, and break by attribute Quarter.
• Used as an embedded filter in one report.
Rank Net Sales
Order Amount – Top
5
Identifies the sales orders from quotations that are ranked the top five by the Net
Sales Order Amount metric.
• Defined as a combination of filter Sales Orders from Quotations AND set
qualification in the metric Net Sales Order Amount, rank top five, with output
level Sales Document.
• Used as an embedded filter for a scorecard’s report.
Open Deliveries –
Issued and Pending
Delivery
Identifies delivery document items that did not yet arrive at the customer site.
• Defined as an attribute qualification: Delivery Document Item Status =
Open-Pending Deliver Cust.
• Used as an embedded filter in one report.
Open Deliveries –
Pending Goods
Issue
Identifies delivery document items that were not yet issued.
• Defined as an attribute qualification: Delivery Document Item Status =
Open-Pending Goods Issue.
• Used as an embedded filter in one report.
Open Deliveries –
Pending Material
Availability
Identifies delivery document items that are pending availability of materials.
• Defined as an attribute qualification: Delivery Document Item Status =
Open-Pending Mat Availability.
• Used as an embedded filter in one report.
Complete Status
(Delivery Document)
Identifies delivery documents with a status of Complete.
• Defined as an attribute qualification: Delivery Document Status = Complete.
• Used as an embedded filter in several reports.
Outbound Deliveries Identifies delivery documents of type Outbound Delivery.
• Defined as an attribute qualification: Delivery Document Type = Outbound
Delivery.
• Used on conditional metrics.
• Also used as an embedded filter in two reports.
All Types of
Outbound Deliveries
Identifies delivery documents of type Outbound Delivery or Free Subsequent
Delivery.
• Defined as an attribute qualification: Delivery Document Type in list (Outbound
Delivery, Free Subsequent Delivery).
• Used as an embedded filter in two reports.
Set of Items –
Incorrectly Delivered
Quantities
Identifies the set of delivery document items where the metric Difference
Confirmed to Delivered Quantity is different from zero.
• Defined as a set qualification in the metric Difference Confirmed to Delivered
Quantity, where the metric value is different from zero and the output level is at
the delivery document item level.
• Used on conditional metrics.
• Also used as an embedded filter in one report.
Filter Description
Sales & Distribution Analysis Module Reference Object Glossaries A
© 2007 MicroStrategy, Inc. Prompts glossary 179
Prompts glossary
This section lists all the prompts used in SDAM reports. The majority of the SDAM reports have prompts as embedded filters, allowing you to select the report qualification from a list of elements at run time. Prompts always require an answer for reports to run.
Prompt Description
Customer –
Multiple
Selections
Elements prompt: One or more customers must be
selected
Customer – One
Selection
Elements prompt: One customer must be selected
Material Division
– One Selection
Elements prompt: One material division must be
selected
Quarter – One
Selection
Elements prompt: One quarter must be selected
Material - One
Selection
Elements prompt: One material must be selected
Year – One
Selection
Elements prompt: One year must be selected
Select from
Product
Hierarchy
Elements
Expression prompt: One or more elements from any
level in the Product hierarchy must be selected
Select
Organization
Attributes
Object prompt: One or more organization attributes
must be selected, and are used in the report
template
Select Customer
Characteristics
Object prompt: One or more customer
characteristics must be selected, and are used in the
report template
Select Material
Grouping
Attributes
Object prompt: One or more material grouping
attributes must be selected, and are used in the
report template
Object Glossaries Sales & Distribution Analysis Module ReferenceA
180 Prompts glossary © 2007 MicroStrategy, Inc.
© 2007 MicroStrategy, Inc. 181
B
B.LOGICAL DATA MODEL
Introduction
This appendix presents the logical data model on which the Sales and Distribution Analysis Module (SDAM) is built.
This appendix provides a description for
• business hierarchies, including their attributes, attribute definitions, relationships, forms, form expressions, lookup tables, and other tables
• module transformations and user hierarchies
• module facts
See Chapter 1, Introduction, for a general description, basic procedures, and additional details about understanding and working with SDAM’s logical data model.
Information can also be found by accessing each attribute’s definition using the Attribute Editor. The attributes can be found in the Schema Objects/Attributes folder. Double-click an attribute to open the Attribute Editor.
Logical Data Model Sales & Distribution Analysis Module ReferenceB
182 Prerequisites © 2007 MicroStrategy, Inc.
Prerequisites
This appendix assumes you have prior experience with logical data modeling and creating business intelligence applications using MicroStrategy technology.
SDAM logical schema
The following diagram represents the logical model shipped with SDAM. The logical schema diagram is available in an Erwin file, located in Program Files/MicroStrategy/Analytics
Modules/Sdam/SDAM.er1.
Sales & Distribution Analysis Module Reference Logical Data Model B
© 2007 MicroStrategy, Inc. SDAM logical schema 183
� Fact tables appear in gray.
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Business hierarchies
SDAM assists analysts, managers, and executives to obtain insight into the various factors that affect a business’s inquiry, quotation, order, delivery, and returns processes. SDAM accomplishes this partly through a set of attributes (business concepts) and their relationships to each other. These attributes are arranged in a specific sequence according to a business structure, and that arrangement is called a hierarchy.
The key business hierarchies in the sales and distribution analysis process are
• Organization: The external organization responsible for selling the company’s materials, and the internal organization structures responsible for sales and delivery processing
• Material: The products or services sold by the company
• Customer: The entities to which materials are sold and distributed
• Shipping Point: Location through which materials are delivered to customers
• Sales Document: Tracks all sales transactions
• Delivery Document: Tracks all delivery transactions
• Time: The calendar time
Each business hierarchy is detailed in the following sections. For additional information on the hierarchies, see the MicroStrategy project definitions in SDAM’s Schema Objects/Attributes and Schema Objects/Facts folders. From one of these folders, double-click an attribute or fact to view definitions, properties, source tables, and so on.
Organization hierarchy
This hierarchy represents the company’s organizational structures, and is broken into the following subdivisions:
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• External Organization: The external organization responsible for selling materials
• Internal Organization: The internal organization responsible for processing sales and delivery activities
In the logical data model, these subdivisions are defined as independent hierarchies.
External Organization hierarchy
This hierarchy represents the company’s external organization through which materials (products and services) are sold to customers. A sales organization can sell materials through different distribution channels.
� Note the following:
• A check sign in the previous figure indicates the attribute is an entry level in the corresponding hierarchy.
• In the logical data model, Sales Organization and Distribution Channel are defined as independent entities and the relationship is established through the fact tables.
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The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables.
Sales Organization
Attribute Description Example
Sales
Organization
Organizational unit responsible for selling material or
services. From the customer point of view, this is the
unit that holds the responsibility for delivery and
material liabilities.
• It has two parent attributes: each Sales
Organization is assigned to exactly one Company
Code and one Industry Sector.
• Each business transaction is linked to a sales
organization. (It is one of the attribute’s keys in the
fact tables).
USA West – responsible for
direct sales and retail
wholesale in the West region
Sales
Organization
Industry Sector
Industry to which the sales organization provides
service.
• An industry sector can have several assigned
Sales Organizations (one-to-many relationship).
Retail, CPG, Telco, Chemical,
Cross-Industry
Sales
Organization
Company Code
Accounting unit, consolidating the transactions of the
sales organizations from a financial accounting
perspective.
• A company code can have several assigned Sales
Organizations (one-to-many relationship).
The demo project models a
company (Universal
Computers) with several
company codes, such as
UC-UK or UC-USA
Distribution
Channel
Channel through which saleable products and
services reach customers.
• Each business transaction is linked to a specific
Distribution Channel. (It is one of the attribute’s
keys in the fact tables).
Direct Sales, Finished
Products Wholesales,
Components Wholesales
Form Form Expression Lookup Table Other Tables
ID SALES_ORG_ID L_SALES_ORG F_SALES_DOC_ITEM,
F_DELIV_DOC_ITEM
DESC SALES_ORG_
DESC
L_SALES_ORG None
Children Parents Relationship Type Table
None Industry Sector Many-to-one L_SALES_ORG
None Company Code Many-to-one L_SALES_ORG
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Sales Organization Industry Sector
Sales Organization Company Code
Distribution Channel
Form Form Expression Lookup Table Other Tables
ID INDUSTRY_ID L_INDUSTRY L_SALES_ORG
DESC INDUSTRY _DESC L_INDUSTRY None
Children Parents Relationship Type Table
Sales
Organization
None One-to-many L_SALES_ORG
Form Form Expression Lookup Table Other Tables
ID COMP_CODE_ID L_COMP_CODE L_SALES_ORG
DESC COMP_CODE_DESC L_COMP_CODE None
Children Parents Relationship Type Table
Sales
Organization
None One-to-many L_SALES_ORG
Form Form Expression Lookup Table Other Tables
ID DIST_CHNL_ID L_DIST_CHNL F_SALES_DOC_ITEM,
F_DELIV_DOC_ITEM
DESC DIST_CHNL_ID L_DIST_CHNL None
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Internal Organization hierarchy
This hierarchy represents how the company organizes sales activities internally.
� Note the following:
• A check sign in the previous figure indicates the attribute is an entry level in the corresponding hierarchy.
• The internal organization may have an additional attribute level, Sales Person (not implemented). Each sales group will have one or more salespeople assigned to it.
The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables.
Attribute Description Example
Sales Office Organizational unit responsible for sales within a specific
geographical area.
• It has a child attribute. One or more sales groups can be
established within a sales office to differentiate areas of
responsibility (one-to-many relationship).
Los Angeles, London,
San Francisco, Paris,
Boston
Sales Group Group of salespeople who are responsible for processing sales
transactions for certain materials and/or customer groups.
• Each Sales Group is assigned to exactly one Sales Office.
• Each business transaction is linked to a specific sales
group. (It is one of the attribute’s keys in the related fact
tables.)
Large Accounts – LA,
Direct Sales – SF,
Wholesale Market – NY
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Sales Office
Sales Group
Form Form Expression Lookup Table Other Tables
ID SALES_OFFICE_ID L_SALES_OFFICE L_SALES_
GROUP
DESC SALES_OFFICE_
DESC
L_SALES_OFFICE None
Children Parents Relationship Type Table
Sales Group None One-to-many L_SALES_GROUP
Form Form Expression Lookup Table Other Tables
ID SALES_GROUP_ID L_SALES_
GROUP
F_SALES_DOC_ITEM,
F_DELIV_DOC_ITEM
DESC SALES_GROUP_
DESC
L_SALES_
GROUP
None
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Material hierarchy
Materials are the goods and services that are the subject of business transactions. The attributes and relationships in the following figure represent the Material hierarchy.
� A check sign in the previous figure indicates the attribute is an entry level in the corresponding hierarchy.
Attribute Description Example
Material Any good that is sold (products and services are combined under
this term).
• Material has a number of parent attributes used to group
materials, such as Material Division, Material Category,
Material Type, Material Group, Product Hierarchy, and so on.
They each have a one-to-many relationship with Material.
• Each business transaction is linked to a specific material. (It is
one of the attribute’s keys in the related fact tables).
Universal Computer
(UC) PC Economy 100,
UC InkJet B/W E10,
B/W Ink Cartridge
Material
Type
Grouping of materials with the same basic characteristics.
• Materials are uniquely assigned to a material type.
Raw materials,
semi-finished products,
finished products
Material
Division
Organizational unit defining responsibility for sales of materials.
• Materials are uniquely assigned to one division.
Computers, printers,
supplies, and so on
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� Note the following:
• A number of assumptions were made when this analysis hierarchy was defined. The hierarchy includes a limited number of default grouping attributes, such as Material Division or Product Hierarchy, representing industry-standard material classifications. The module can be extended to include additional requirements.
• This hierarchy does not include any characteristic attributes defining measure and quantity specifications for the material, such as base unit of measure, sales unit, volume, and so on. The module can be extended to support them if required.
• All materials are assigned a base unit of measure; this usually represents the basic unit of measure in which the material is manufactured (for example, unit or kilogram). This module was designed with
Material
Category
Grouping of material according to common attributes. (These will
be different for each company).
• Materials are uniquely assigned to one category.
Single material, set of
materials
Material
Group
Grouping of materials, subdivided from a business perspective.
(This will be different for each company).
• Materials are uniquely assigned to one material group.
Large and medium
companies, consumers,
small business
Product
Hierarchy
Dimensional grouping of material with similar features.
SDAM includes a Product hierarchy with three attributes:
• Product Hierarchy level 0 (Lowest level to which materials are
directly assigned, containing the most specific product
descriptions. See example.)
• Product Hierarchy level 1.
• Product Hierarchy level 2 (Highest level in the hierarchy,
containing the most general, inclusive product descriptions.
See example.)
• Level 0: Standard
desktops, home
desktops
• Level 1: Desktops,
notebooks
• Level 2: PCs,
servers
Material
Industry
Sector
Grouping of materials classified according to the industry sector to
which they are targeted.
• Materials are uniquely assigned to one industry sector.
Note: This attribute uses as lookup a table alias defined based on
L_INDUSTRY.
Retail, Telco,
Cross-Industry,
Finance
Material
Pricing
Group
Grouping of materials according to the pricing group to which they
belong.
• Materials are uniquely assigned to one pricing group.
High priced, low priced
Attribute Description Example
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the assumption that all quantities will be measured based on the material “base unit of measure”; fact data about quantities is physically stored using the base unit.
• When materials are sold or delivered, they can be packed based on different units of measure (for example, an ink cartridge is sold as a pack of 10 units and delivered in packs of 5 units). The module can be extended to support other types of measures; it requires adding a coefficient to convert quantities when measured using different units and/or storing fact data about quantities in different units of measurement.
The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following table.
Material
Form Form Expression Lookup Table Other Tables
ID MATERIAL_ID L_MATERIAL F_SALES_DOC_ITEM,
F_DELIV_DOC_ITEM
DESC MATERIAL_DESC L_MATERIAL None
Children Parents Relationship Type Table
None Material Type Many-to-one L_MATERIAL
None Material Division Many-to-one L_MATERIAL
None Material Category Many-to-one L_MATERIAL
None Material Group Many-to-one L_MATERIAL
None Product Hierarchy
Level 0
Many-to-one L_MATERIAL
None Material Industry
Sector
Many-to-one L_MATERIAL
None Material Pricing Group Many-to-one L_MATERIAL
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Material Type
Material Division
Material Category
Material Group
Form Form Expression Lookup Table Other Tables
ID MAT_TYPE_ID L_MATERIAL None
DESC MAT_TYPE_DESC L_MATERIAL None
Children Parents Relationship Type Table
Material None One-to-many L_MATERIAL
Form Form Expression Lookup Table Other Tables
ID DIVISION_ID L_DIVISION L_MATERIAL
DESC MAT_DIVISION_DESC L_DIVISION_MAT None
Children Parents Relationship Type Table
Material None One-to-many L_MATERIAL
Form Form Expression Lookup Table Other Tables
ID MAT_CAT_ID L_MATERIAL None
DESC MAT_CAT_DESC L_MATERIAL None
Children Parents Relationship Type Table
Material None One-to-many L_MATERIAL
Form Form Expression Lookup Table Other Tables
ID MAT_GROUP_ID L_MATERIAL None
DESC MAT_GROUP_DESC L_MATERIAL None
Children Parents Relationship Type Table
Material None One-to-many L_MATERIAL
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Product Hierarchy Level 0
Product Hierarchy Level 1
Product Hierarchy Level 2
Form Form Expression Lookup Table Other Tables
ID PROD_HIER_L0_ID L_PROD_HIER L_MATERIAL
DESC PROD_HIER_L0_DESC L_PROD_HIER None
Children Parents Relationship Type Table
None Product Hierarchy
Level 1
Many-to-one L_PROD_HIER
Material None One-to-many L_MATERIAL
Form Form Expression Lookup Table Other Tables
ID PROD_HIER_L1_ID L_PROD_HIER None
DESC PROD_HIER_L1_DESC L_PROD_HIER None
Children ParentsRelationship
TypeTable
None Product
Hierarchy Level 0
Many-to-one L_PROD_HIER
Product Hierarchy
Level 0
None One-to-many L_PROD_HIER
Form Form Expression Lookup Table Other Tables
ID PROD_HIER_L2_ID L_PROD_HIER None
DESC PROD_HIER_L2_DESC L_PROD_HIER None
Children Parents Relationship Type Table
Product Hierarchy
Level 1
None One-to-many L_PROD_HIER
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Material Industry Sector
Material Pricing Group
Form Form Expression Lookup Table Other Tables
ID INDUSTRY_ID L_MAT_INDUSTRY
(Table alias for
L_INDUSTRY)
None
MAT_INDUSTRY_ID None L_MATERIAL
DESC INDUSTRY_DESC L_MAT_INDUSTRY None
Children Parents Relationship Type Table
Material None One-to-many L_MATERIAL
Form Form Expression Lookup Table Other Tables
ID MAT_PRICE_GRP_ID L_MATERIAL None
DESC MAT_PRICE_GRP_DESC L_MATERIAL None
Children Parents Relationship Type Table
Material None One-to-many L_MATERIAL
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Customer hierarchy
This hierarchy represents the customer to whom a company sells materials (the sold-to party in the business transaction).
� A check sign in the previous figure indicates the attribute is an entry level in the corresponding hierarchy.
Attribute Description Example
Customer
(sold-to party)
Person or company that places an order for goods or
services.
• Customer has a number of parent attributes such as
Industry, Account Group, Region, and so on. There is
a one-to-many relationship with all of them.
• Each business transaction is associated with one
customer.
Note: This attribute is referenced by different column
names in the lookup (CUST_ID) and fact tables
(SOLD_TO).
Best Deals (a retailer that
sell computers and printers),
Trust Bank (a bank)
Customer
Account Group
Grouping of customers by their location in reference to
the company location.
• Customers are uniquely assigned to one account
group.
Local customers,
International customers
Customer
Group
A company’s defined grouping of customers. In the
SDAM default project, it indicates the type of customer.
• Customers are uniquely assigned to one customer
group.
Wholesalers, retailers, not
assigned, industrial
customers
Customer
Industry Sector
Grouping of customers according to the industry sector.
Note: This attribute uses as lookup a table alias defined
based on L_INDUSTRY.
Retail, Telco,
Cross-Industry, Finance
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� Note the following:
• A number of assumptions were made when the Customer hierarchy was defined. A customer is a business partner to whom a company sells and delivers materials. There are different functions that a business partner may assume: sold-to party (company that places an order for products or services), ship-to party (company that receives the goods), bill-to party (company that receives the invoice for the goods delivered), and payer (company that pays for the goods). In a business transaction, the same customer can assume all these functions or several customers can be associated with different functions.
• In this module, only the sold-to party is modeled. The sold-to party is associated with the Customer hierarchy. Other partner functions can be added if required; they should be modeled as independent hierarchies based on the Customer hierarchy.
• This hierarchy includes a limited number of parent attributes, representing industry standard customer classifications. The module can be extended to include additional parents, such as Sales District, Number of Employees, Annual Sales, Customer Status, D & B code, and so on.
• This hierarchy does not include detailed customer information, such as address, phone number, tax number, postal code, and so on. These attributes can be added if required.
The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables.
Customer
Region
Customer’s geographical region. State or province
Customer
Country
Customer’s country (parent of customer region). USA, UK, Spain, Germany
Attribute Description Example
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Customer
Customer Account Group
Customer Group
Form Form Expression Lookup Table Other Tables
ID CUST_ID L_CUSTOMER None
SOLD_TO None F_SALES_DOC_ITEM,
F_DELIV_DOC_ITEM
DESC CUST_DESC L_CUSTOMER None
Children Parents Relationship Type Table
None Customer Account
Group
Many-to-one L_CUSTOMER
None Customer Group Many-to-one L_CUSTOMER
None Customer Region Many-to-one L_CUSTOMER
None Customer Industry Many-to-one L_CUSTOMER
Form Form Expression Lookup Table Other Tables
ID CUST_ACC_GRP_ID L_CUSTOMER None
DESC CUST_ACC_GRP_DESC L_CUSTOMER None
Children Parents Relationship Type Table
Customer None One-to-many L_CUSTOMER
Form Form Expression Lookup Table Other Tables
ID CUST_GRP_ID L_CUSTOMER None
DESC CUST_GRP_DESC L_CUSTOMER None
Children Parents Relationship Type Table
Customer None One-to-many L_CUSTOMER
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Customer Industry
Customer Region
Customer Country
Form Form Expression Lookup Table Other Tables
ID INDUSTRY_ID L_CUST_INDUSTRY
(Table alias for
L_INDUSTRY)
None
CUST_IND_ID None L_CUSTOMER
DESC INDUSTRY_DESC L_CUST_INDUSTRY None
Children Parents Relationship Type Table
Customer None One-to-many L_CUSTOMER
Form Form Expression Lookup Table Other Tables
ID REGION_ID L_REGION None
CUST_REGION_ID None L_CUSTOMER
DESC REGION_DESC L_REGION None
Children Parents Relationship Type Table
Customer None One-to-many L_CUSTOMER
None Country Many-to-one L_CUST_REGION
Form Form Expression Lookup Table Other Tables
ID COUNTRY_ID L_COUNTRY L_REGION
DESC COUNTRY_DESC L_COUNTRY None
Children Parents Relationship Type Table
Region None One-to-many L_REGION
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Sales Document hierarchy
The sales document hierarchy is the structure that records all type of sales transactions, including inquiries, quotations, sales orders, and returns.
• Each sales document includes one or more document items, and each item refers to one of the materials associated with the sales transaction.
• General sales information, such as customer, is defined at the sales document level. Sales facts, such as quantities and amounts, are defined at the sales document item level.
The following diagram shows the structure of a sample sales order with two items:
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The sales document hierarchy is represented in the logical data model by the attributes and relationships in the following figure:
� A check sign in the previous figure indicates the attribute is an entry level in the corresponding hierarchy.
Attribute Description Example
Sales
Document
Information that is common for all the sales documents.
• Each sales document includes one or more items.
• Each sales document is uniquely identified by a sales
document ID.
Numeric or
alpha-numeric ID
Sales
Document
Item
Information at the material level.
• Each item in a sales document is uniquely identified by the
combination of a sales document and a sales document item.
• Sales document and sales document item IDs define a
compound key. (They define a primary key for the fact table
tracking sales transactions).
Numeric or
alpha-numeric ID
Sales
Document
Type
Types of sales documents.
• Each sales document is associated with one type (one-to-many
relationship).
Note: Some sales facts apply to only some document types; refer
to the Facts section in this chapter for details.
Inquiries, quotations,
sales orders,
returns, and
free-subsequent
delivery
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The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables.
Sales Document
Sales Document Item
Sales
Document
Status
Processing status of the whole document.
• Each sales document has one status associated with it
(one-to-many relationship).
• This status applies to all items in a sales document; it is
calculated based on the status for the different document items.
Open: The
document is being
processed.
Complete: The
document
processing is
complete.
Sales
Document
Item Status
Status of each document item.
• Each sales document item has an item status associated with it
(one-to-many relationship).
• Status values depend on the document type. For example, an
item in a quotation can have four different statuses, such as
Open, Complete, Rejected, or Expired, while inquiries, sales
orders, and return items can have only two statuses: Open or
Complete.
Open, Complete,
Rejected, Expired
Attribute Description Example
Form Form Expression Lookup Table Other Tables
ID SALES_DOC_ID F_SALES_DOC_
ITEM
F_DELIV_DOC_ITEM
Children Parents Relationship Type Table
None Sales Document
Status
Many-to-one F_SALES_
DOC_ITEM
None Sales Document
Type
Many-to-one F_SALES_
DOC_ITEM
Sales Document
Item
None One-to-many F_SALES_
DOC_ITEM
Form Form Expression Lookup Table Other Tables
ID Compound key:
SALES_DOC_ITEM_ID and
SALES_DOC_ID
F_SALES_
DOC_ITEM
F_DELIV_
DOC_ITEM
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Sales Document Type
Sales Document Status
Sales Document Item Status
Children Parents Relationship Type Table
None Sales Document Many-to-one F_SALES_DOC_
ITEM
None Sales Document
Item Status
Many-to-one F_SALES_DOC_
ITEM
Form Form Expression Lookup Table Other Tables
ID SALES_DOC_
TYPE_ID
L_SALES_DOC_
TYPE
F_SALES_DOC_ITEM,
F_DELIV_DOC_ITEM
DESC SALES_DOC_
TYPE_DESC
L_SALES_DOC_
TYPE
None
Children Parents Relationship Type Table
Sales
Document
None One-to-many F_SALES_DOC_ITEM
Form Form Expression Lookup Table Other Tables
ID SALES_DOC_
STS_ID
L_SALES_DOC_
STATUS
F_SALES_DOC_
ITEM
DESC SALES_DOC_
STS_DESC
L_SALES_DOC_
STATUS
F_SALES_DOC_
ITEM
ChildrenParent
sRelationship Type Table
Sales
Document
None One-to-many F_SALES_DOC_ITEM
Form Form Expression Lookup Table Other Tables
ID SDOC_ITEM_STS_ID L_SDOC_ITEM_
STATUS
F_SALES_DOC_
ITEM
DESC SDOC_ITEM_STS_
DESC
L_SDOC_ITEM_
STATUS
F_SALES_DOC_
ITEM
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Reference Document hierarchy
A sales document can have a reference document, which is a related, earlier document. For example, a sales order originates from a quotation; the quotation is the reference document for the sales order. A quotation often originates from an inquiry; the inquiry is the reference document for the quotation.
The reference document hierarchy is represented in the logical data model by the attributes and relationships in the following figure:
� A check sign in the previous figure indicates the attribute is an entry level in the corresponding hierarchy.
Children Parents Relationship Type Table
Sales
Document Item
None One-to-many F_SALES_DOC_ITEM
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The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables.
Reference Document
Reference Document Item
Attribute Description Example
Reference
Document
Related, previous document for a given sales document.
• Each reference document is uniquely identified by the reference
document ID.
• The relationship with the sales document is established through the
sales document fact table.
• Not all sales documents have a reference document.
Numeric or
alpha-numeric ID
Reference
Document
Item
Reference document item for a sales document item.
• Each reference document is uniquely identified by a compound key
defined based on the reference document ID and the reference
document item ID.
• The relationship with the sales document item is established through
the sales document fact table.
• Not all sales document items have a reference document item.
Numeric or
alpha-numeric ID
Reference
Document
Type
Types of reference documents.
• Each reference document is associated with one type (one-to-many
relationship).
Inquiries,
Quotations,
Sales Orders,
Returns
Form Form Expression Lookup Table Other Tables
ID REF_DOC_ID F_SALES_DOC_ITEM None
Children Parents Relationship Type Table
None Reference
Document Type
Many-to-one F_SALES_DOC_
ITEM
Reference
Document
Item
None One-to-many F_SALES_DOC_
ITEM
Form Form Expression Lookup Table Other Tables
ID Compound key:
REF_DOC_ITEM_ID
and REF_DOC_ID
F_SALES_DOC_ITEM None
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Reference Document Type
Delivery Document hierarchy
The delivery document hierarchy is the structure that records all types of delivery transactions, including outbound deliveries, return deliveries, and free-subsequent deliveries.
• Each delivery document includes one or more document items, and each document item refers to one of the materials associated with the delivery transaction.
• General delivery information, such as customer or shipping point, is defined at the document level. Delivery facts, such as quantities and delivery dates, are defined at the delivery document item level.
• Delivery documents originate from sales documents such as sales orders or returns. For example, if all sales order items have identical shipping criteria, a delivery transaction is processed to fulfill the sales order. However, if items have different shipping criteria, then multiple delivery transactions are created.
Children Parents Relationship Type Table
None Reference
Document
Many-to-one F_SALES_DOC_ITEM
Form Form Expression Lookup Table Other Tables
ID REF_DOC_TYPE_ID L_REF_DOC_
TYPE
F_SALES_DOC_
ITEM
DESC REF_DOC_TYPE_DESC L_REF_DOC_
TYPE
None
Children Parents Relationship Type Table
Reference
Document
None One-to-many F_SALES_DOC_ITEM
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The following diagram shows the structure of a sample outbound delivery with two items, and its relationship with the associated sales order:
The delivery document hierarchy is represented in the logical data model by the attributes and relationships in the following figure:
� Note the following:
• A check sign in the previous figure indicates the attribute is an entry level in the corresponding hierarchy.
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• Several independent attributes exist that can be related to the Delivery Document Item attribute. See the Delivery Processing Dates section in this chapter for information on these independent attributes.
The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables.
Attribute Description Example
Delivery
Document
Information that is common for all the delivery documents.
• The delivery document includes one or more items with material
information.
• Each delivery document is uniquely identified by a delivery document
ID.
• Delivery documents can reference a sales document, such as sales
orders. (The reference is defined in the delivery fact table).
Numeric or
alpha-numeric ID
Delivery
Document
Item
Information at the material level.
• Each item in a delivery document is uniquely identified by the
combination of a delivery document and a delivery document item.
• Delivery document and delivery document item IDs define a
compound key. (They define a primary key for the fact table tracking
delivery transactions).
• The delivery document item can reference a sales document item.
(The reference is defined in the delivery fact table).
Numeric or
alpha-numeric ID
Delivery
Document
Type
Types of delivery documents.
• Each delivery document is associated with one type (one-to-many
relationship).
Note: Some delivery facts apply to only some document types; see the
Facts section in this chapter for details.
Outbound
delivery, returns
delivery,
free-subsequent
delivery
Delivery
Document
Status
Status of the whole document.
• Each delivery document has one status associated with it
(one-to-many relationship).
• This status applies to all items in a delivery document; it is calculated
based on the status for the different document items.
Open: The
document is
being processed.
Complete: The
document
processing is
complete.
Delivery
Document
Item
Status
Status of each document item.
• Each delivery document item has an item status associated with it
(one-to-many relationship).
• Status values depend on the document type. For example, an item in
an outbound delivery may have several statuses, such as “open –
pending material availability,” “open – pending arrival customer site,”
and so on, defining different stages in the outbound delivery process.
Open, Complete
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Delivery Document
Delivery Document Item
Delivery Document Type
Form Form Expression Lookup Table Other Tables
ID DELIV_DOC_ID F_DELIV_DOC_ITEM None
Children Parents Relationship Type Table
None Delivery
Document
Status
Many-to-one F_DELIV_
DOC_ITEM
None Delivery
Document Type
Many-to-one F_DELIV_
DOC_ITEM
Delivery
Document Item
None One-to-many F_DELIV_
DOC_ITEM
Form Form Expression Lookup Table Other Tables
ID Compound key:
DELIV_DOC_ITEM_ID
and DELIV_DOC_ID
F_DELIV_DOC_ITEM None
Children Parents Relationship Type Table
None Delivery Document Many-to-one F_DELIV_
DOC_ITEM
None Delivery Document
Item Status
Many-to-one F_DELIV_
DOC_ITEM
Form Form Expression Lookup Table Other Tables
ID DELIV_DOC_TYPE_
ID
L_DELIV_DOC_
TYPE
F_DELIV_DOC_
ITEM
DESC DELIV_DOC_TYPE_
D
L_DELIV_DOC_
TYPE
None
Children Parents Relationship Type Table
Delivery
Document
None One-to-many F_DELIV_DOC_ITEM
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Delivery Document Status
Delivery Document Item Status
Shipping Point hierarchy
The Shipping Point hierarchy represents the organizational unit that is responsible for the delivery of goods to the customer.
The shipping point hierarchy is represented in the logical data model by the attribute in the following figure:
Form Form Expression Lookup Table Other Tables
ID DELIV_DOC_STS_ID L_DELIV_DOC_
STATUS
F_DELIV_DOC_
ITEM
DESC DELIV_DOC_STS_DESC L_DELIV_DOC_
STATUS
F_DELIV_DOC_
ITEM
Children Parents Relationship Type Table
Delivery
Document
None One-to-many F_DELIV_DOC_ITEM
Form Form Expression Lookup Table Other Tables
ID DDOC_ITEM_STS_ID L_DDOC_ITEM_
STATUS
F_DELIV_
DOC_ITEM
DESC DDOC_ITEM_STS_DESC L_DDOC_ITEM_
STATUS
F_DELIV_
DOC_ITEM
Children ParentsRelationship
TypeTable
Delivery
Document Item
None One-to-many F_DELIV_DOC_ITEM
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� The logical data model can be extended to include additional attributes and hierarchies to track additional shipping information, such as carrier (a business partner that delivers goods to customers), plant (location where goods are manufactured), shipping route, shipping point region, destination region, and so on. If you make additions:
• The logical data model must be modified to add new attributes to the delivery fact table (in the attribute ID column that tracks values for each individual delivery transaction), and to the corresponding lookup and relationship tables.
• New attributes must define new hierarchies in the MicroStrategy project, or else they must be part of the Shipping Point hierarchy.
The detailed definition of the attribute in the MicroStrategy metadata repository listed previously is shown in the following table.
Shipping Point
Attribute Description Example
Shipping
Point
Organizational unit that processes the deliveries.
Each delivery transaction is associated with only one shipping point.
Los Angeles, Detroit,
Dublin
Form Form Expression Lookup Table Other Tables
ID SHIP_POINT_ID L_SHIP_POINT F_DELIV_DOC_ITEM
DESC SHIP_POINT_DESC L_SHIP_POINT F_DELIV_DOC_ITEM
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Time hierarchy
The time hierarchy represents the calendar time.
The time hierarchy is represented in the logical data model by the attributes and relationships in the following figure:
� Note the following:
• A check sign in the previous figure indicates the attribute is an entry level in the corresponding hierarchy.
• Several independent attributes exist that can be related to the Time hierarchy through the Item Creation Date attribute. See the Delivery Processing Dates section in this chapter for information on these independent attributes.
Attribute Description Example
Year Calendar year. 2002
Quarter Calendar quarter. Q3-2003
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The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables.
Year
Quarter
Month
Month Calendar month. Nov, 2003
Item Creation
Date
Calendar date when the document item was created.
This attribute references column CREATE_ITEM_DATE in the Sales and
Delivery Document fact tables.
12/24/2002
Attribute Description Example
Form Form Expression Lookup Table Other Tables
ID YEAR_ID L_CAL_YEAR L_CAL_QTR,
L_CAL_MONTH, L_TIME
Children ParentsRelationship
TypeTable
Quarter None One-to-many L_CAL_QTR
Form Form Expression Lookup Table Other Tables
ID QUARTER_ID L_CAL_QTR L_CAL_MONTH, L_TIME
DESC QUARTER_DESC L_CAL_QTR None
Children ParentsRelationship
TypeTable
None Year Many-to-one L_CAL_QTR
Month None One-to-many L_CAL_MONTH
Form Form Expression Lookup Table Other Tables
ID MONTH_ID L_CAL_MONT
H
L_TIME
DESC MONTH_DESC L_CAL_MONT
H
None
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Item Creation Date
Delivery Processing Dates
A number of date attributes are associated with the processing of delivery documents. They are independent attributes in the logical data model. A relationship can be established with the Time hierarchy (through the Item Creation Date) or with the Delivery Document Item attribute.
These independent attributes are represented in the following figure:
� A check sign in the previous figure indicates the attribute is an entry level in the corresponding hierarchy.
Children ParentsRelationship
TypeTable
None Quarter Many-to-one L_CAL_MONTH
Item Creation Date None One-to-many L_TIME
Form Form Expression Lookup Table Other Tables
ID DATE_ID L_TIME None
CREATE_ITEM_
DATE
None F_SALES_DOC_ITEM,
F_DELIV_DOC_ITEM
Children ParentsRelationship
TypeTable
None Month Many-to-one L_TIME
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The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables.
Material Availability Date
Loading Date
Material Issue Date
Planned Issue Date
Attribute Description
Material Availability Date Date when materials are available for shipping
Loading Date Date when loading starts
Material Issue Date Actual date when materials are issued from the company’s shipping point to
the customer
Planned Issue Date Planned date when materials will be shipped from the company shipping point
to the customer
Delivery Date Date when the customer receives the materials
Confirmed Delivery Date Confirmed date when materials will be delivered to the customer
Requested Delivery Date Date requested by the customer to receive the materials
Form Form Expression Lookup Table Other Tables
ID MAT_AVAIL_DATE F_DELIV_DOC_ITEM None
Form Form Expression Lookup Table Other Tables
ID LOAD_DATE F_DELIV_DOC_ITEM None
Form Form Expression Lookup Table Other Tables
ID MAT_ISSUE_DATE F_DELIV_DOC_ITEM None
Form Form Expression Lookup Table Other Tables
ID PLAN_ISSUE_DATE F_DELIV_DOC_ITEM None
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Delivery Date
Confirmed Delivery Date
Requested Delivery Date
Transformations
SDAM includes the following time transformations to enable analysis of a selected time period compared to another time period. All these transformations are based on table transformations.
Form Form Expression Lookup Table Other Tables
ID DELIV_DATE F_DELIV_DOC_ITEM None
Form Form Expression Lookup Table Other Tables
ID CONF_DELIV_DATE F_DELIV_DOC_ITEM None
Form Form Expression Lookup Table Other Tables
ID REQ_DELIV_DATE F_DELIV_DOC_ITEM None
Transformation Definition Attribute Transformation Table Expression
Previous Month Enables analysis of a
selected month compared to
the previous month
Month L_CAL_MNTH PREV_MNTH_I
D
Previous Quarter Enables analysis of a
selected quarter compared to
the previous quarter
Quarter L_CAL_QTR PREV_QTR_ID
Previous Year Enables analysis of a
selected year compared to
the previous year
Year L_CAL_YEAR PREV_YEAR_I
D
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User hierarchies
SDAM includes several user hierarchies to facilitate navigation through some of the business hierarchies listed previously.
Year to Month Enables analysis of a
selected month compared to
all months in the year, up to
the selected month
Month L_MONTH_YTD YTD_MNTH_ID
Year to Quarter Enables analysis of a
selected quarter compared to
all quarters in the year, up to
the selected quarter
Quarter L_QUARTER_YTD YTD_QTR_ID
Transformation Definition Attribute Transformation Table Expression
Hierarchy Level AttributeEntry
Point?Comments
Customer 1 Customer Country Yes This user hierarchy defines drill navigation
through the Customer hierarchy attributes.2 Customer Region No
2 Customer Industry
Sector
Yes
2 Customer Group Yes
2 Customer Account
Group
Yes
3 Customer No
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Material 1 Product Hierarchy
Level 2
Yes This user hierarchy defines drill navigation
through the Material hierarchy attributes.
2 Product Hierarchy
Level 1
No
3 Product Hierarchy
Level 0
No
3 Material Division Yes
3 Material Category Yes
3 Material Group Yes
3 Material Industry
Sector
Yes
3 Material Type Yes
3 Material Pricing
Group
Yes
4 Material No
Product
Hierarchy
1 Product Hierarchy
Level 2
Yes • This user hierarchy allows you to navigate
through the Product hierarchy from the top
level to Material.
• Product Hierarchy Level 2 is the entry point.
• This hierarchy is used in prompts to
dynamically select any element at any level of
the Product hierarchy.
2 Product Hierarchy
Level 1
No
3 Product Hierarchy
Level 0
No
4 Material No
Distribution
Channel
1 Distribution
Channel
Yes This user hierarchy defines drill navigation for
Distribution Channel.
Sales
Organization
1 Sales Org.
Company Code
Yes This user hierarchy defines drill navigation for
the Sales Organization hierarchy.
1 Sales Org.
Industry Sector
Yes
2 Sales
Organization
No
Internal
Organization
1 Sales Group Yes This user hierarchy defines drill navigation for
the Internal Organization hierarchy.2 Sales Office No
Shipping
Point
1 Shipping Point Yes This user hierarchy defines drill navigation for
Shipping Point.
Hierarchy Level AttributeEntry
Point?Comments
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Sales
Document
1 Sales Document
Type
Yes This user hierarchy defines drill navigation
through the corresponding hierarchy.
1 Sales Document
Status
Yes
2 Sales Document No
2 Sales Document
Item Status
Yes
3 Sales Document
Item
No
Reference
Document
1 Reference
Document Type
Yes This user hierarchy defines drill navigation
through the corresponding hierarchy.
2 Reference
Document
No
3 Reference
Document Item
No
Delivery
Document
1 Delivery
Document Type
Yes This user hierarchy defines drill navigation
through the corresponding hierarchy.
1 Delivery
Document Status
Yes
2 Delivery
Document
No
2 Delivery
Document Item
Status
Yes
3 Delivery
Document Item
No
Time 1 Year Yes • This user hierarchy allows you to navigate
through the Time hierarchy.
• Year is the entry point.2 Quarter No
3 Month No
4 Date No
Time (Year to
Month)
1 Year Yes This user hierarchy allows you to navigate
through the Time hierarchy up to the Month level.2 Quarter No
3 Month No
Hierarchy Level AttributeEntry
Point?Comments
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Facts
This section describes the facts used in SDAM. The underlying processes are also explained briefly.
There are two groups of facts in SDAM:
• Facts measuring sales activities, which are based on sales documents
• Facts measuring delivery activities, which are based on delivery documents
For additional details, see the MicroStrategy project definitions in the Schema Objects/Attributes and Schema Objects/Facts folders. Double-click any attribute or fact to view definitions, properties, source tables, and so on.
Sales Document facts
Sales Document facts measure sales activities by tracking sales document amounts, costs, quantities, and the number of documents and document items.
All these facts are based on the fact table F_SALES_DOC_ITEM. Therefore, dimensional keys for these facts correspond to the fact table keys. Additional details, such as form expressions, links with physical schema tables and columns, and so on, can be found in the SDAM project by accessing the fact definition using the Fact Editor.
For details about physical tables and columns, see Physical Schema and Data Dictionary, page 227 in Appendix C of this reference guide.
� Note the following:
• All quantity facts are stored in the fact tables using the material base unit of measure. If other units of measure are required, additional fact columns can be added. For example, you can add a fact column with quantities in the sales unit, or attributes for “base unit,” “sales unit,” and so on. You can also
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add a coefficient to convert quantities to the units required. See the Material hierarchy section in this chapter for details.
• All amounts and costs are measured in a single currency. If transaction currency is required, add a “currency” attribute and an “exchange rate” to convert transaction amounts into required currencies.
Fact Description
Net Item Amount The net transaction amount for each sales document item (after discounts or
surcharges and before any taxes are applied).
• This is based on column NET_ITEM_AMOUNT from fact table
F_SALES_DOC_ITEM.
• Value is expressed in the same currency for all records (single currency).
Note: This fact does not apply to sales documents of type “Inquiry.”
Item Cost The cost for each item (cost associated with the acquisition of a material).
• This is based on column ITEM_COST from fact table F_SALES_DOC_ITEM.
• Value is expressed in the same currency for all records (single currency).
Note: This fact does not apply to sales documents of type “Inquiry.”
Quantity (Base Units) The quantity of material associated with each sales document item.
• This is based on column ITEM_QTY_BU from fact table
F_SALES_DOC_ITEM.
• It is measured in the material base unit.
Ordered Quantity
Delivered (Base
Units)
The quantity of goods, from a sales order item, already delivered to the customer
(expressed in the material base units). This value is updated whenever a delivery
for a sales order is completed.
• This is based on column ITEM_QTY_DELIV_BU from fact table
F_SALES_DOC_ITEM.
• If the sales order is open this number may be smaller than ITEM_QTY_BU,
indicating that some items are still pending delivery to the customer.
• Once the sales order is complete, this value must be equal to ITEM_QTY_BU
indicating that the order was successfully completed. If the value is different, it
can indicate incorrect processing of the order.
• It is measured in the material base unit.
Note: This fact only applies to sales documents of type “Sales Order.”
Backlog Quantity
(Base Units)
The quantity of goods, from a sales order item, that is pending delivery
(expressed in the material base units). This value is updated based on the
deliveries associated with the sales order.
• This is defined as [ITEM_QTY_BU] – [ITEM_QTY_DELIV_BU]. Both columns
are from the fact table F_SALES_DOC_ITEM.
• Once the sales order is complete, this value must be equal to zero indicating
that the order was successfully completed. If the value is different, it indicates
incorrect processing of the order.
• It is measured in the material base unit.
Note: This fact only applies to sales orders.
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Delivery Document facts
Delivery Document facts track delivery document quantities, processing times, and the number of documents and document items.
Backlog Net Item
Amount
The net amount of goods pending delivery. This value is updated based on the
deliveries associated with the sales order.
• This is defined as NET_ITEM_AMOUNT * (1 - [ITEM_QTY_DELIV_BU] /
[ITEM_QTY_BU]). Both columns are from the fact table
F_SALES_DOC_ITEM.
• Once the sales order is complete, this value must be equal to zero.
• Value is expressed in the same currency for all records (single currency).
Note: This fact only applies to sales orders.
Net Price (Base
Units)
The net price for the material item in base units. It is calculated by dividing the
Net Item Amount by the quantity in base units.
• This is defined as NET_ITEM_AMOUNT / ITEM_QTY_BU. Both columns are
from the fact table F_SALES_DOC_ITEM.
• Value is expressed in the same currency for all records (single currency).
Note: This fact does not apply to sales documents of type “Inquiry.”
SALES_DOC_ID The unique identifier of the sales document. It is used to define count distinct of
sales documents.
• This is based on column SALES_DOC_ID from fact table
F_SALES_DOC_ITEM.
SALES_DOC_ITEM_
ID
The unique identifier of an item within a specific sales document. It is used to
define counts of sales document items.
• This is based on column SALES_DOC_ITEM_ID from fact table
F_SALES_DOC_ITEM.
CUST_ID from Sales
Doc Fact Table
The unique identifier of the customer associated with the sales transaction. It is
used to define count distinct of customers.
• This is based on column SOLD_TO from fact table F_SALES_DOC_ITEM.
Fact Description
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The following diagram describes all the facts used to analyze delivery processing times:
All the facts are based on fact table F_DELIV_DOC_ITEM. Therefore, dimensional keys for those facts correspond to the fact table keys. Additional details, such as form expressions, links with physical schema tables and columns, and so on, can be found in the SDAM project by accessing the fact definition using the Fact Editor.
For details about physical tables and columns, see Physical Schema and Data Dictionary, page 227 in Appendix C of this reference guide.
� Note the following:
• All quantity facts are stored in the fact tables using the material base unit of measure. If other units of measure are required, additional fact columns can be added. For example, you can add a fact column with quantities in the sales unit. See the Material hierarchy section in this chapter for details.
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• All costs are measured in a single currency. If transaction currency is required, add a “currency” attribute and an “exchange rate” to convert transaction amounts into required currencies.
• All processing times and delays are based on calculations on Dates columns (DATE data type), and return an integer value indicating the number of days between two dates. Date and time calculations may require special attention; for more information see Calculating dates and times, and your database in this chapter.
Fact Description
DELIV_DOC_ID Unique identifier of the delivery document. It is used to define the count distinct of
delivery documents.
• This is based on column DELIV_DOC_ID from fact table
F_DELIV_DOC_ITEM.
DELIV_DOC_ITEM_
ID
Unique identifier of an item within a specific delivery document. It is used to
define counts of delivery document items.
• This is based on DELIV_DOC_ITEM_ID from fact table
F_DELIV_DOC_ITEM.
Confirmed Delivery
Quantity (Base Units)
Confirmed quantity of material to be delivered for each transaction item.
• This is based on ITEM_CONF_QTY_BU from fact table
F_DELIV_DOC_ITEM.
• It is measured in material base units.
Delivered Quantity
(Base Units)
Quantity of material that is ultimately delivered for each transaction item.
• This is based on ITEM_DELIV_QTY_BU from fact table
F_DELIV_DOC_ITEM.
• It is measured in material base units.
• Fact value is zero until goods are delivered. The value is updated once
delivery transaction is completed.
Difference between
Delivery and Issue
Date
Total time required to transport goods to the customer site, from the date they are
issued from the company’s shipping point until the date they are received at the
customer site.
• This is based on the calculation ([DELIV_DATE] - [MAT_ISSUE_DATE]); both
columns are from fact table F_DELIV_DOC_ITEM.
• It is measured in days.
Difference between
Delivery and Material
Availability Date
Total processing time, from the date goods are available for packing and shipping
(defined by the material availability date) until the date they arrive at the customer
site.
• This is based on the calculation ([DELIV_DATE] - [MAT_AVAIL_DATE]); both
columns are from fact table F_DELIV_DOC_ITEM.
• It is measured in days.
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Difference between
Issue and Material
Availability Date
Processing time required to package, load, and issue goods. It is defined as the
difference between dates when goods are available for packing and shipping,
defined by the material availability date, and the date they leave the company
facilities.
• This is based on the calculation ([MAT_ISSUE_DATE] -
[MAT_AVAIL_DATE]); both columns are from fact table
F_DELIV_DOC_ITEM.
• It is measured in days.
Difference between
Issue and Loading
Date
Processing time required to load and ship deliveries. It is defined as the
difference between the loading start date and the date goods leave the company
shipping facilities.
• This is based on the calculation ([MAT_ISSUE_DATE] - [LOAD_DATE]); both
columns are from fact table F_DELIV_DOC_ITEM.
• It is measured in days.
Difference between
Loading and Material
Availability Date
Processing time required for picking and packing goods. It is defined as the
difference between the dates when goods are available for delivery and when
they are ready for loading.
• This is based on the calculation ([LOAD_DATE] - [MAT_AVAIL_DATE]); both
columns are from fact table F_DELIV_DOC_ITEM.
• It is measured in days.
Delay between
Confirmed and Actual
Delivery Date
Delay between the date when goods are confirmed to arrive at the customer site
and the actual date when goods are delivered to the customer.
• This is based on the calculation ([DELIV_DATE] – [CONF_DELIV_DATE]);
both columns are from fact table F_DELIV_DOC_ITEM.
• It is measured in days.
Delay between
Requested and
Actual Delivery Date
Delay between the customer’s requested date for receiving the shipment and the
actual arrival date.
• This is based on the calculation ([DELIV_DATE] - [REQ_DELIV_DATE]); both
columns are from fact table F_DELIV_DOC_ITEM.
• It is measured in days.
Delay between
Requested and
Confirmed Delivery
Date
Difference between the confirmed date for delivery of goods to the customer site
and the date requested by the customer to receive the shipment.
• This is based on the calculation ([CONF_DELIV_DATE] -
[REQ_DELIV_DATE]); both columns are from fact table
F_DELIV_DOC_ITEM.
• It is measured in days.
Delay between
Planned and Actual
Issue Date
Delay between the date when the shipment is scheduled to leave the company’s
shipping point and the actual date when the goods leave the shipping point.
• This is based on the calculation ([MAT_ISSUE_DATE] -
[PLAN_ISSUE_DATE]); both columns are from fact table
F_DELIV_DOC_ITEM.
• It is measured in days.
Fact Description
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Calculating dates and times with your database
Calculating dates
Each database type has a different way to calculate dates. Depending on the type of database you have, you may be required to modify the default fact expressions for the fact you want to use.
The following table lists the different database vendors and shows examples of a fact expression modified for that database. The example used is the fact Difference between Delivery and Material Availability Date, from the table above.
Calculating times
You may want to calculate time differences using a different time scale than that used in the project, for example, hours or minutes. To use a different time scale, you must modify the logical data model to use a TIMESTAMP data type for dates fields, and modify fact expressions accordingly to use database-specific operators/functions.
Database Fact Expression
Oracle ([DELIV_DATE] - MAT_AVAIL_DATE])
Note: Default fact expressions use the Oracle standard.
SQL Server ApplySimple (“datediff(day, #0, #1)”, [DELIV_DATE],
[MAT_AVAIL_DATE])
DB2 ApplySimple (“DAYS(#0) - DAYS(#1)”, [DELIV_DATE],
[MAT_AVAIL_DATE])
Teradata ([DELIV_DATE] - [MAT_AVAIL_DATE])
© 2007 MicroStrategy, Inc. Prerequisites 227
C
C.PHYSICAL SCHEMA AND DATA
DICTIONARY
Introduction
This appendix provides a diagram of the physical schema that comes with the Sales and Distribution Analysis Module (SDAM). This appendix also provides descriptions of all the tables and columns in the default data warehouse.
Prerequisites
This appendix was written for consultants and developers implementing and customizing the SDAM application and for those building ETL routines to populate the data warehouse. It assumes you are familiar with basic RDBMS concepts and Erwin data modeling.
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SDAM physical schema
The following diagram represents the physical schema shipped with SDAM. The physical schema is available in an Erwin file, located in Program Files/MicroStrategy/Analytics
Modules/Sdam/SDAM.er1.
� Fact tables appear in teal (color) or gray (black and white).
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Table information
This section describes each physical table used in SDAM.
Table Name Table Comment
F_SALES_DOC_ITEM Fact table containing all the sales document transactions.
• Fact data stored at sales document and sales document item levels
(primary keys). Includes keys of hierarchies defining transaction and used
for analysis (material, sales organization, and so on).
• Includes two Time keys, Create Item Date (date when document item was
created) and Change Item Date (last time record was updated). Create
Item Date is Time key for analysis.
• Includes two status fields for sales document and sales document items,
indicating processing status.
• Fact data includes Net Item Amount, Item Quantity, Item Quantity
Delivered (fact is updated based on deliveries associated with sales
transaction), and Item Cost. Some fact columns only apply to specific
document types; see the Column information section in this chapter for
details.
Data is updated in the following cases:
• Each time a sales document is created, new records are added.
• If a sales document is updated, records are updated (historical data is not
stored). The Change Date column indicates the last time the record was
updated.
• If a sales document and/or sales document item is deleted from the
operational system, the corresponding records are deleted from this table.
F_DELIV_DOC_ITEM Fact table containing all the delivery document transactions.
• Fact data is stored at delivery document and delivery document item
levels (primary keys). Includes keys of hierarchies defining transaction
and used for analysis (material, shipping point, and so on).
• Includes two Time keys, Create Item Date (date when document item was
created) and Change Item Date (last time record was updated). Create
Item Date is used as Time key for analysis.
• Includes two status fields for delivery document and delivery document
items, indicating processing status.
• Fact data includes confirmed and delivered quantity, item shipping cost,
and delivery-related dates to calculate delivery processing times. Some
fact columns only apply to specific types of documents; refer to the
Column information section in this chapter for details.
Data is updated in the following cases:
• Each time a delivery document is created, new records are added.
• If a delivery document is updated, records are updated (historical data is
not stored). The Change Date column indicates the last time the record
was updated.
• If a delivery document and/or document items are deleted from the
operational system, the corresponding records are deleted from this table.
L_CAL_MONTH Lookup table for Calendar Month attribute.
• It includes the relationship with Calendar Quarter and Year.
• It includes the Previous Month relationship to calculate monthly trends.
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L_CAL_QTR Lookup table for Calendar Quarter attribute.
• It includes the relationship with Calendar Year.
• It includes the Previous Quarter relationship to calculate quarterly trends.
L_CAL_YEAR Lookup table for Calendar Year attribute.
• It includes the Previous Year relationship to calculate yearly trends.
L_COMP_CODE Lookup table for Company Code attribute.
L_COUNTRY Lookup table for Customer Country attribute.
L_CUST_INDUSTRY Lookup table for the Customer Industry attribute.
L_CUSTOMER Lookup table for the Customer attribute.
• This table is used as the lookup for a number of customer characteristic
attributes such as Customer Account Group, Customer Group, and
Customer Classification.
• The table is also used to define relationships between Customer and other
characteristic attributes (Customer Industry Sector, Customer Region,
Customer Account Group, Customer Group, and Customer
Classification).
• In this module, the customer is associated with the sold-to party function.
If other business functions such as ship-to party, bill-to party, and payer
are required, a table alias can be created to refer each of the different
attributes to the same physical table.
• There is one record for each customer in the system.
Data is updated in the following cases:
• When a new customer is added to the system, a record is added to this
table.
• If data for a customer changes, the corresponding record is updated
(historical data is not recorded).
L_DDOC_ITEM_
STATUS
Lookup table for the Delivery Document Item Status attribute.
• This table stores the different statuses that a delivery document item can
have during processing (Open, Open-Pending Material Availability,
Open-Pending Goods Issue, Complete, and so on).
L_DELIV_DOC_STATU
S
Lookup table for the Delivery Document Status attribute.
• This table stores the different statuses that delivery documents can have
during processing (Open, Complete, and so on).
Note: These statuses are different depending on the type of document;
values may apply only to specific document types.
L_DELIV_DOC_TYPE Lookup table for the Delivery Document Type attribute.
• This table stores the different types of delivery documents that are
processed (Outbound Delivery, Return Delivery, Free-subsequent
Delivery, and so on).
Note: These statuses are different depending on the type of document;
values may apply only to specific document types.
L_DIST_CHNL Lookup table for the Distribution Channel attribute.
L_DIVISION Lookup table for the Material Division attribute.
Table Name Table Comment
Physical Schema and Data Dictionary Sales & Distribution Analysis Module ReferenceC
232 Table information © 2007 MicroStrategy, Inc.
L_INDUSTRY Lookup table for Industry Sector.
• This table is used in several hierarchies where an Industry Sector attribute
exists, such as Sales Organization, Material, and Customer. A logical
table alias is defined in the MicroStrategy project to reference the same
physical table in the different hierarchies.
L_MAT_INDUSTRY Lookup table for the Material Industry attribute.
L_MATERIAL Lookup table for the Material attribute.
• This table is used as the lookup for a number of characteristic attributes
such as Material Type, Material Category, Material Group, and Material
Pricing Group.
• The table is also used to define relationships between Material and other
characteristic attributes (Material Division, Material Industry Sector,
Product Hierarchy, Material Group, and so on).
• There is one record for each material in the system.
Data is updated in the following cases:
• When a new material is added to the system, a record is added to this
table.
• If data for a material changes, the corresponding record is updated
(historical data is not recorded).
L_PROD_HIER Lookup and relationship table for all the attributes in the Product hierarchy
(Product Hierarchy Level 0, Level 1, and Level 2).
When data is updated:
• If relationships between different levels change, the record is updated,
losing any historical record of the previous structure.
L_REF_DOC_TYPE Lookup table for the Reference Document Type attribute.
This table stores the different types of documents processed (Quotation,
Sales Order, Return, Outbound Delivery, Return Delivery, and so on).
L_REGION Lookup table for the Customer Region attribute.
• This is also the relationship table between Customer Region and Country.
L_SALES_DOC_
STATUS
Lookup table for the Sales Document Status attribute.
• This table stores the different statuses that a sales document can have
during processing (Open, Complete, and so on).
Note: These statuses are different depending on the type of document;
values may apply only to specific document types.
L_SALES_DOC_TYPE Lookup table for the Sales Document Type attribute.
• This table stores the different types of sales documents processed
(Quotation, Sales Order, Inquiry, Return, and so on).
L_SALES_GROUP Lookup table for the Sales Group attribute.
• Also the relationship table between Sales Office and Sales Group.
L_SALES_OFFICE Lookup table for the Sales Office attribute.
L_SALES_ORG Lookup table for the Sales Organization attribute.
• This table is used to define relationships with the characteristic attributes
associated with Sales Organization (Company Code and Industry Sector).
Table Name Table Comment
Sales & Distribution Analysis Module Reference Physical Schema and Data Dictionary C
© 2007 MicroStrategy, Inc. Table column information 233
Table column information
This section describes each physical table column used in SDAM.
� The Data Type column information in the following table reflects an Oracle database-specific format; depending on what database type you use, your data type may appear differently. You can use the Erwin file (see the SDAM physical schema section above) to easily convert this information to another database type.
L_SDOC_ITEM_
STATUS
Lookup table for the Sales Document Item Status attribute.
• This table stores the different statuses that a sales document item can
have during processing (Open, Expired, Rejected, Complete, and so on).
Note: These statuses are different depending on the type of document;
values may apply only to specific document types.
L_SHIP_POINT Lookup table for the Shipping Point attribute.
L_TIME Lookup table for the Date attribute.
• This table defines the relationship between Date and all the time
attributes.
L_MONTH_YTD Lookup table that relates a given month to all months within the same year,
up to the given month.
L_QUARTER_YTD Lookup table that relates a given quarter to all quarters within the same year,
up to the given quarter.
Table Name Table Comment
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
Table: F_SALES_DOC_ITEM
SALES_DOC_ID Numeric
(38,0)
PK Unique identifier for the sales document.
With Sales Document Item, it defines the
table primary key.
SALES_DOC_ITEM_ID Numeric
(38,0)
PK Unique identifier for the sales document
item. With Sales Document, it defines the
table primary key.
Physical Schema and Data Dictionary Sales & Distribution Analysis Module ReferenceC
234 Table column information © 2007 MicroStrategy, Inc.
SALES_DOC_TYPE_ID Numeric
(38,0)
FK Identifies the type of sales document.
Column value is the same for all items in the
sales document.
SALES_DOC_STS_ID Numeric
(38,0)
FK Identifies the status of the sales document.
For example, Open indicates the document
is being processed while Complete indicates
that processing has been completed.
Column value is the same for all items in the
sales document. For example:
• If the status for all document items is
complete, the document status is set to
Complete.
• If one item has a status of Open but all
other items have a Complete status, the
document status is set to Open.
Note: Statuses are different depending on
the type of document; values may apply only
to specific document types.
SDOC_ITEM_STS_ID Numeric
(38,0)
FK Unique identifier for the sales document item
status. For example, Open indicates the
document item is being processed while
Complete indicates that processing has
been completed.
Values can differ for the different items in a
document.
Note: Statuses are different depending on
the type of document; values may apply only
to specific document types.
SALES_GROUP_ID Numeric
(38,0)
FK Identifies the sales group associated with
the sales document. Column value is the
same for all items in the sales document.
DIST_CHNL_ID Numeric
(38,0)
FK Identifies the distribution channel associated
with the sales document. Column value is
the same for all items in the sales document.
SALES_ORG_ID Numeric
(38,0)
FK Identifies the sales organization associated
with the sales document. Column value is
the same for all items in the sales document.
MATERIAL_ID Numeric
(38,0)
FK Identifies the material associated with each
of the sales document items.
CREATE_ITEM_DATE TimeStam
p (0)
FK Date on which the item was created. Used
as the time key for analysis.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
Sales & Distribution Analysis Module Reference Physical Schema and Data Dictionary C
© 2007 MicroStrategy, Inc. Table column information 235
CHANGE_ITEM_DATE TimeStam
p (0)
Last date on which the item was changed.
REF_DOC_ID Numeric
(38,0)
FK Reference document associated with the
sales document. Column contains values
only if there is a preceding document; if not,
the column is empty.
REF_DOC_ITEM_ID Numeric
(38,0)
FK Reference document item for the sales
document item. Column contains values
only if there is a preceding document; if not,
the column is empty.
Column value is the same for all items in the
sales document.
REF_DOC_TYPE_ID Numeric
(38,0)
FK Identifies the document type for the
preceding document. Column contains
values only if there is a preceding document;
if not, the column is empty.
Column value is the same for all items in the
sales document.
SOLD_TO Numeric
(38,0)
FK Identifies the customer associated with the
sales document. In this module, customer is
associated with the sold-to party function.
This column references CUST_ID column in
the Customer lookup (L_CUSTOMER).
Column value is the same for all items in the
sales document.
NET_ITEM_AMOUNT Numeric
(15,3)
Net transaction amount for each sales
document item. This is the value after
discounts or surcharges and before any
taxes are applied.
• Value is expressed in the same currency
for all records (single currency).
• If support for different currencies is
required, currency and exchange rate
information must be added to the
transaction.
• The column does not apply to inquiry
documents; in that case, the field will be
empty.
ITEM_QTY_BU Numeric
(38,0)
Material quantity for each item. Measured in
the material’s base unit.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
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236 Table column information © 2007 MicroStrategy, Inc.
ITEM_QTY_DELIV_BU Numeric
(38,0)
Material quantity already delivered for a
sales document item.
• Measured in the material’s business unit.
• This column is only measured for sales
documents that have a corresponding
outbound delivery such as Outbound
Deliveries or Free Deliveries.
• Column value will be updated based on
deliveries associated with the sales
document; when a delivery is complete
the corresponding delivery quantity is
updated in this field.
ITEM_COST Numeric
(15,3)
Cost for each sales document item. The cost
associated with the acquisition of a material.
• Value is expressed in the same currency
for all records (single currency).
• If support for different currencies is
required, currency and exchange rate
information must be added to the
transaction.
• The column does not apply to inquiry
documents; in that case, the field will be
empty.
Table: F_DELIV_DOC_ITEM
DELIV_DOC_ID Numeric
(38,0)
PK Unique identifier for the delivery document.
With Delivery Document Item, it defines the
table primary key.
DELIV_DOC_ITEM_ID Numeric
(38,0)
PK Unique identifier for the delivery document
item. With Delivery Document, it defines the
table primary key.
DELIV_DOC_TYPE_ID Numeric
(38,0)
FK Identifies the type of delivery document.
Column value is the same for all items in the
document.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
Sales & Distribution Analysis Module Reference Physical Schema and Data Dictionary C
© 2007 MicroStrategy, Inc. Table column information 237
DELIV_DOC_STS_ID Numeric
(38,0)
FK Identifies the processing status of the
delivery document. For example, Open
indicates delivery is being processed and
Complete indicates that processing was
completed.
Column value is the same for all items in the
document. For example:
• If status for all document items is
complete, the document status is set to
Complete.
• If one item has a status of Open but all
other items have a Complete status, the
document status is set to Open.
Note: Statuses are different depending on
the type of document; values may apply only
to specific document types.
DDOC_ITEM_STS_ID Numeric
(38,0)
FK Unique identifier for the delivery document
item status, indicating processing status. For
example, Open-Pending Material Availability
indicates delivery is on hold until materials
are available. Value can differ for the
different items in a document.
Note: These statuses are different
depending on the type of document; values
may apply only to specific document types.
DIST_CHNL_ID Numeric
(38,0)
FK Unique identifier for the distribution channel
associated with the delivery transaction.
Column value is the same for all items in the
delivery document.
SALES_ORG_ID Numeric
(38,0)
FK Unique identifier for the sales organization
associated with the delivery transaction.
Column value is the same for all items in the
delivery document.
SALES_GROUP_ID Numeric
(38,0)
FK Unique identifier for the sales group
associated with the delivery transaction.
Column value is the same for all items in the
delivery document.
MATERIAL_ID Numeric
(38,0)
FK Unique identifier for the material associated
with the delivery item.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
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238 Table column information © 2007 MicroStrategy, Inc.
SOLD_TO Numeric
(38,0)
FK Identifies the customer associated with the
delivery document. In SDAM, customer is
associated with the sold-to party function.
This column references CUST_ID column in
the Customer lookup (L_CUSTOMER).
Column value is the same for all items in the
delivery document.
SHIP_POINT_ID Numeric
(38,0)
FK Unique identifier for the shipping point from
where materials are delivered to the
customer. Column value is the same for all
items in the delivery document.
CREATE_ITEM_DATE TimeStam
p (0)
FK Date on which the item was created. This
column is used as the time key for analysis.
CHANGE_ITEM_DATE TimeStam
p (0)
Last date on which the item was changed.
SALES_DOC_ID Numeric
(38,0)
FK Identifies the sales document originating the
delivery. Column contains values only if
there is a preceding sales document; if not,
the column is empty.
Column value is the same for all items in the
delivery document.
Note: This module assumes that delivery
documents only have sales documents as
preceding documents.
SALES_DOC_ITEM_ID Numeric
(38,0)
FK Identifies the sales document item
originating the delivery item. Column
contains values only if there is a preceding
document; if not, the column is empty.
SALES_DOC_TYPE_ID Numeric
(38,0)
FK Identifies the sales document type for the
preceding document. Column value is the
same for all items in the delivery document.
ITEM_CONF_QTY_BU Numeric
(38,0)
Quantity confirmed for delivery to the
customer. Defined at the document item
level. Value is measured in the material’s
base unit.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
Sales & Distribution Analysis Module Reference Physical Schema and Data Dictionary C
© 2007 MicroStrategy, Inc. Table column information 239
ITEM_DELIV_QTY_BU Numeric
(38,0)
Actual quantity delivered to the customer for
each document item. When delivery status
is Open, this column indicates whether
some quantities are pending delivery. When
delivery status is Complete, this column
indicates:
• If delivery is correct, this value must be
equal to Confirmed Quantity.
• If delivery is not correct, there is a partial
delivery to the customer.
Value is measured in the material's base
unit.
ITEM_SHIP_COST Numeric
(15,3)
Cost associated with shipping all the
materials in a delivery document item to the
customer. Value is expressed in a single
currency (the one used for analysis).
REQ_DELIV_DATE TimeStam
p (0)
Date requested by customer to receive the
materials. Date is defined at the document
item level.
CONF_DELIV_DATE TimeStam
p (0)
Confirmed date when materials will be
delivered to the customer. Date is defined at
the document item level.
DELIV_DATE TimeStam
p (0)
Date when customer receives the materials.
Date is defined at the document item level.
MAT_AVAIL_DATE TimeStam
p (0)
Date when materials are available for
packing and shipping. Date is defined at the
document item level. Column does not apply
for return deliveries, only for those deliveries
involving outbound shipping. For return
deliveries, the field is empty.
LOAD_DATE TimeStam
p (0)
Date when loading starts. Date is defined at
the document item level. Column does not
apply for return deliveries, only for those
deliveries involving outbound shipping. The
field is empty for return deliveries.
PLAN_ISSUE_DATE TimeStam
p (0)
Planned date when materials leave the
company’s shipping location to arrive on
time at the customer site. Date is defined at
the document item level. Column does not
apply for return deliveries, only for those
deliveries involving outbound shipping. The
field is empty for return deliveries.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
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240 Table column information © 2007 MicroStrategy, Inc.
MAT_ISSUE_DATE TimeStam
p (0)
Actual date when materials are issued from
the company's shipping point to the
customer. Date is defined at the document
item level. Column does not apply for return
deliveries, only for those deliveries involving
outbound shipping. The field is empty for
return deliveries.
Table: L_CAL_MONTH
MONTH_ID Numeric
(38,0)
PK Unique identifier for month.
MONTH_DESC VarChar
(30)
Month description.
YEAR_ID Numeric
(38,0)
FK Unique identifier for year. References
YEAR_ID in L_YEAR.
QUARTER_ID Numeric
(38,0)
FK Unique identifier for quarter. References
QUARTER_ID in L_QUARTER.
PREV_MONTH_ID Numeric
(38,0)
Column identifying the ID of the previous
month. Used to define previous month
transformation for historical trend analysis.
Table: L_CAL_QTR
QUARTER_ID Numeric
(38,0)
PK Unique identifier for quarter.
QUARTER_DESC VarChar
(30)
Quarter description.
YEAR_ID Numeric
(38,0)
FK Unique identifier for year. References
YEAR_ID in L_YEAR.
PREV_QTR_ID Numeric
(38,0)
Column identifying the ID of the previous
quarter. Used to define previous quarter
transformation for historical trend analysis.
Table: L_CAL_YEAR
YEAR_ID Numeric
(38,0)
PK Unique identifier for year.
PREV_YEAR_ID Numeric
(38,0)
Column identifying the ID of the previous
year. Used to define previous year
transformation for historical trend analysis.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
Sales & Distribution Analysis Module Reference Physical Schema and Data Dictionary C
© 2007 MicroStrategy, Inc. Table column information 241
Table: L_COMP_CODE
COMP_CODE_ID Numeric
(38,0)
PK Unique identifier for company code.
COMP_CODE_DESC VarChar
(30)
Company code description.
Table: L_COUNTRY
COUNTRY_ID Numeric
(38,0)
PK Unique identifier for the customer country.
COUNTRY_DESC VarChar
(30)
Country description.
Table: L_CUST_INDUSTRY
INDUSTRY_ID Numeric
(38,0)
PK Unique identifier for the industry sector.
Referenced as lookup for several attributes
such as Customer Industry Sector, Material
Industry Sector, and so on.
INDUSTRY_DESC VarChar
(30)
Industry sector description.
Table: L_CUSTOMER
CUST_ID Numeric
(38,0)
PK Unique identifier for the customer.
References the SOLD_TO column in fact
tables.
CUST_DESC VarChar
(30)
Customer name.
CUST_ACC_GRP_ID Numeric
(38,0)
Unique identifier for the customer account
group associated with the customer.
CUST_ACC_GRP_DESC VarChar
(30)
Description for the account group. Also used
as lookup for this attribute.
CUST_GRP_ID Numeric
(38,0)
Unique identifier for the customer group
associated with the customer.
CUST_GRP_DESC VarChar
(30)
Customer group description. Also used as
lookup for this attribute.
CUST_IND_ID Numeric
(38,0)
FK Unique identifier for industry sector
associated with the customer. Column
references INDUSTRY_ID in L_INDUSTRY.
CUST_REGION_ID Numeric
(38,0)
FK Unique identifier for the region associated
with the customer. Column references
REGION_ID in L_REGION.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
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242 Table column information © 2007 MicroStrategy, Inc.
Table: L_DDOC_ITEM_STATUS
DDOC_ITEM_STS_ID Numeric
(38,0)
PK Unique identifier for the delivery document
item status.
Note: These statuses are different
depending on the type of document; values
may apply only to specific document types.
DDOC_ITEM_STS_DESC VarChar
(30)
Item status description.
Table: L_DELIV_DOC_STATUS
DELIV_DOC_STS_ID Numeric
(38,0)
PK Unique identifier for the status associated
with a delivery document.
Note: These statuses are different
depending on the type of document; values
may apply only to specific document types.
DELIV_DOC_STS_DESC VarChar
(30)
Delivery document status description.
Table: L_DELIV_DOC_TYPE
DELIV_DOC_TYPE_ID Numeric
(38,0)
PK Unique identifier for the sales document type
attribute
DELIV_DOC_TYPE_D VarChar
(30)
Sales document type description.
Table: L_DIST_CHNL
DIST_CHNL_ID Numeric
(38,0)
PK Unique identifier for the distribution channel.
DIST_CHNL_DESC VarChar
(30)
Distribution channel description.
Table: L_DIVISION
DIVISION_ID Numeric
(38,0)
PK Unique identifier for the material division
attribute.
DIVISION_DESC VarChar
(30)
Division description.
Table: L_INDUSTRY
INDUSTRY_ID Numeric
(38,0)
PK Unique identifier for the industry sector.
Referenced as lookup for several attributes
such as Customer Industry Sector, Material
Industry Sector, and so on.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
Sales & Distribution Analysis Module Reference Physical Schema and Data Dictionary C
© 2007 MicroStrategy, Inc. Table column information 243
INDUSTRY_DESC VarChar
(30)
Industry sector description.
Table: L_MAT_INDUSTRY
INDUSTRY_ID Numeric
(38,0)
FK Industry sector associated with the sales
organization. This column references
INDUSTRY_ID in L_INDUSTRY.
INDUSTRY_DESC VarChar
(30)
Industry sector description.
Table: L_MATERIAL
MATERIAL_ID Numeric
(38,0)
PK Unique identifier for the material.
MATERIAL_DESC VarChar
(50)
Material description.
PROD_HIER_L0_ID Numeric
(38,0)
Product Hierarchy Level 0 associated with
the material.
DIVISION_ID Numeric
(38,0)
FK Division ID associated with the material.
Column references DIVISION_ID in
L_DIVISION.
MAT_IND_ID Numeric
(38,0)
FK Industry Sector ID associated with the
material. Column references INDUSTRY_ID
in L_INDUSTRY.
MAT_TYPE_ID Numeric
(38,0)
Unique identifier for the material type.
Column includes the material type
associated with each material.
MAT_TYPE_DESC VarChar
(30)
Material type description. Table is also used
as lookup for this attribute.
MAT_CAT_ID Numeric
(38,0)
Unique identifier for the material category.
Column includes the material category
associated with each material.
MAT_CAT_DESC VarChar
(30)
Material category description. Table is also
used as lookup for this attribute.
MAT_GRP_ID Numeric
(38,0)
Unique identifier for the material group.
Column includes the material group
associated with each material.
MAT_GRP_DESC VarChar
(30)
Material group description. Table is also
used as lookup for this attribute.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
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244 Table column information © 2007 MicroStrategy, Inc.
MAT_PRICE_GRP_ID Numeric
(38,0)
Unique identifier for the material pricing
group. Column includes the pricing group
associated with each material.
MAT_PRICE_GRP_DESC VarChar
(30)
Material type description. Table is also used
as lookup for this attribute.
Table: L_PROD_HIER
PROD_HIER_L0_ID Numeric
(38,0)
PK Unique identifier for the product hierarchy
lowest level.
PROD_HIER_L0_DESC VarChar
(50)
Level 0 description.
PROD_HIER_L1_ID Numeric
(38,0)
Unique identifier for Level 1.
PROD_HIER_L1_DESC VarChar
(30)
Description for Level 1 (this table is also
used as lookup for this attribute).
PROD_HIER_L2_ID Numeric
(38,0)
Unique identifier for Level 2.
PROD_HIER_L2_DESC VarChar
(30)
Description for Level 2 (this table is also
used as lookup for this attribute).
Table: L_REF_DOC_TYPE
REF_DOC_TYPE_ID Numeric
(38,0)
PK Unique identifier for the reference document
type.
REF_DOC_TYPE_DESC VarChar
(30)
Reference document type description.
Table: L_REGION
REGION_ID Numeric
(38,0)
PK Unique identifier for the customer region.
REGION_DESC VarChar
(30)
Region description.
COUNTRY_ID Numeric
(38,0)
FK Country ID associated with the region. This
column references COUNTRY_ID in
L_COUNTRY.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
Sales & Distribution Analysis Module Reference Physical Schema and Data Dictionary C
© 2007 MicroStrategy, Inc. Table column information 245
Table: L_SALES_DOC_STATUS
SALES_DOC_STS_ID Numeric
(38,0)
PK Unique identifier for the status associated
with a sales document.
Note: These statuses are different
depending on the type of document; values
may apply only to specific document types.
SALES_DOC_STS_DESC VarChar
(30)
Sales document status description.
Table: L_SALES_DOC_TYPE
SALES_DOC_TYPE_ID Numeric
(38,0)
PK Unique identifier for the type of sales
document.
SALES_DOC_TYPE_D VarChar
(30)
Sales document type description.
Table: L_SALES_GROUP
SALES_GROUP_ID Numeric
(38,0)
PK Unique identifier for the sales group.
SALES_GROUP_DESC VarChar
(50)
Sales group description.
SALES_OFFICE_ID Numeric
(38,0)
FK Sales office to which the sales group
belongs. This references
SALES_OFFICE_ID in L_SALES_OFFICE.
Table: L_SALES_OFFICE
SALES_OFFICE_ID Numeric
(38,0)
PK Unique identifier for the sales office.
SALES_OFFICE_DESC VarChar
(30)
Sales office description.
Table: L_SALES_ORG
SALES_ORG_ID Numeric
(38,0)
PK Unique identifier for the sales organization.
SALES_ORG_DESC VarChar
(30)
Sales organization description.
INDUSTRY_ID Numeric
(38,0)
FK Industry sector associated with the sales
organization. This column references
INDUSTRY_ID in L_INDUSTRY.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
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246 Table column information © 2007 MicroStrategy, Inc.
COMP_CODE_ID Numeric
(38,0)
FK Company code associated with the sales
organization. This column references
COMP_CODE_ID in L_COMP_CODE.
Table: L_SDOC_ITEM_STATUS
SDOC_ITEM_STS_ID Numeric
(38,0)
PK Unique identifier for the sales document item
status.
Note: These statuses are different
depending on the type of document; values
may apply only to specific document types.
SDOC_ITEM_STS_DESC VarChar
(30)
Item status description.
Table: L_SHIP_POINT
SHIP_POINT_ID Numeric
(38,0)
PK Unique identifier for the shipping point.
SHIP_POINT_DESC VarChar
(30)
Shipping point description.
Table: L_TIME
DATE_ID TimeStam
p (0)
PK Unique identifier for the date attribute. It is
used as ID and Description of the attribute.
MONTH_ID Numeric
(38,0)
FK Unique identifier for month. References
MONTH_ID in L_MONTH.
QUARTER_ID Numeric
(38,0)
FK Unique identifier for quarter. References
QUARTER_ID in L_QUARTER.
YEAR_ID Numeric
(38,0)
FK Unique identifier for year. References
YEAR_ID in L_YEAR.
Table: L_MONTH_YTD
MONTH_ID Integer (4) FK Unique identifier for the month; the current
format is YYYYMM and is stored as an
integer. It references MONTH_ID in
L_CAL_MONTH.
YTD_MNTH_ID Integer (4) PK Unique identifier for the month; the current
format is YYYYMM and is stored as an
integer. For a given MONTH_ID, this field
includes all the months of the year up the
the selected month.
Table: L_QUARTER_YTD
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
Sales & Distribution Analysis Module Reference Physical Schema and Data Dictionary C
© 2007 MicroStrategy, Inc. Table column information 247
QUARTER_ID Integer (4) FK Unique identifier for the quarter; the current
format is YYYYQ and is stored as an
integer. It references QUARTER_ID in
L_CAL_QTR.
YTD_QTR_ID Integer (4) PK Unique identifier for the quarter; the current
format is YYYYQ and is stored as an
integer. For a given QUARTER_ID, this field
includes all the quarters of the year up the
the selected quarter.
Column Name Data Type
Primary
Key (PK) /
Foreign
Key (FK)
Column Comment
Physical Schema and Data Dictionary Sales & Distribution Analysis Module ReferenceC
248 Table column information © 2007 MicroStrategy, Inc.
© 2007 MicroStrategy, Inc. ad hoc query 249
GLOSSARY
ad hoc query A SQL query dynamically constructed by desktop tools and whose results are not known before it is sent to the server. The user is asking a new question that has not been answered by an existing report.
analyst The user category of a person who accesses reports, performs drilling, does exception reporting, generates report requirements, and is aware of the necessary analysis. An analyst receives useful data from information devices like alphanumeric pagers, fax machines, and e-mail without fully understanding how such information is derived or delivered.
analytics Predefined tools that allow analysis within each Analysis Module's functional areas. Analytics include reports, scorecards, dashboards, and so on.
Glossary Sales & Distribution Analysis Module Reference
250 attribute © 2007 MicroStrategy, Inc.
attribute A data level defined by the system architect and associated with one or more columns in a data warehouse lookup table. Attributes include data classifications like Region, Order, Customer, Age, Item, City, and Year. They provide a means for aggregating and filtering data at a given level.
See also:
• form
• expression
• child attribute
• parent attribute
axes, axis 1) A vector along which data is displayed. There are three axes—Row, Column, and Page. When a user defines a template for a report, he places template units—attributes, dimensions, metrics, consolidations, and custom groups—along each axis.
2) One part of a multi-part graphical diagram. Many SDAM reports display data on more than one graphical axis, such as the Quotation Activity Summary report and the Quarterly Conversion Summary report.
backlog Open sales orders, or goods that have been ordered but not yet processed for delivery. A backlog may represent delays from the manufacturer, delays in delivery processing, an unanticipated number of new orders, and so on.
business intelligence(BI) system
A system that facilitates the analysis of volumes of complex data by providing the ability to view data from multiple perspectives.
category See hierarchy.
Sales & Distribution Analysis Module Reference Glossary
© 2007 MicroStrategy, Inc. child attribute 251
child attribute The lower-level attribute in an attribute relationship.
See also:
• parent attribute
• relationship
column 1) A one-dimensional vertical array of values in a table.
2) The set of fields of a given name and data type in all rows of a given table.
3) MicroStrategy object in the schema layer that can represent one or more physical table columns or no columns.
See also axis.
conditional metric A metric containing filter criteria in its definition.
consolidation An object that can be placed on a template and is made up of an ordered collection of elements called consolidation elements. Each element is a grouping of attribute elements that accommodates inter-row arithmetic operations.
Compare custom group.
cross sell The strategy of proactively marketing related products or services in addition to what a customer is already interested in buying. The results of a successful cross sell include an increase in the total value of the customer order or transaction.
custom group An object that can be placed on a template and is made up of an ordered collection of elements called custom group elements. Each element contains its own set of filtering qualifications.
Glossary Sales & Distribution Analysis Module Reference
252 data modeling © 2007 MicroStrategy, Inc.
data modeling A method used to define and analyze data requirements needed to support the business functions of an enterprise. These data requirements are recorded as a conceptual data model with associated data definitions. Data modeling defines the relationships between data elements and data structures.
data warehouse 1) A database, typically very large, containing the historical data of an enterprise. Used for decision support or business intelligence, it organizes data and allows coordinated updates and loads.
2) A copy of transaction data specifically structured for query, reporting, and analysis.
decile, deciling The method by which a group is broken up into ten groups of equal elements. The first decile consists of the top ten percent; the second, the 11th to 20th percent; the third, the 21st to 30th percent; and so on.
dimension An element or factor making up a complete entity or variable (a quantity that may assume any one of a set of values). For example, product types, times, and regions are three dimensions pertaining to sales. Different product types are sold over different time zones in different regions.
document 1) A container for formatting, displaying, and distributing multiple grid and graph reports from a single request.
2) The MicroStrategy object that supports such functionality.
Sales & Distribution Analysis Module Reference Glossary
© 2007 MicroStrategy, Inc. drill 253
drill A method of obtaining supplementary information after a report has been executed. The new data is retrieved by re-querying the Intelligent Cube or database at a different attribute or fact level.
See also:
• page-by
• sort
• subtotal
editor A dialog box used to create and edit MicroStrategy Objects. There is a Filter Editor, Template Editor, Attribute Editor, Metric Editor, Report Editor, and so on.
entry level The lowest level set of attributes at which a fact is available for analysis.
ETL (extraction,transformation, and
loading)
1) The process used to populate a data warehouse from disparate existing database systems.
2) Third-party software used to facilitate such a process.
expression Formulas built from functions, attributes, facts, metrics, and consolidations that can be used to define attribute forms, fact calculations, metrics, or filters.
fact 1) A measurement value, often numeric and typically aggregatable, stored in a data warehouse.
2) A schema object representing a column in a data warehouse table and containing basic or aggregated numbers—usually prices, or sales in dollars, or inventory quantities in counts.
See also metric.
Glossary Sales & Distribution Analysis Module Reference
254 fact table © 2007 MicroStrategy, Inc.
fact table A database table containing numeric data that may be aggregated along one or more dimensions. Fact tables may contain atomic or summarized data.
filter A MicroStrategy object that specifies a set of criteria used to limit the data returned in a report. Specifically, it limits the returned values of an attribute in the result set to a specified range. It is normally implemented in the SQL WHERE clause. Examples include: “1997”, “All weekdays in May”, “Stores in the Northeast”.
folder A MicroStrategy object used for grouping and storing in a single place a set of objects that are similar, such as filters, templates, and reports.
folder list A portion of the interface that lists all the folders found in the project in a hierarchical fashion. It helps a user to visualize and browse through a MicroStrategy project.
form One of several columns associated with an attribute that are different aspects of the same thing. For example, ID, Name, Last Name, Long Description, and Abbreviation could be forms of the attribute Customer. Every attribute supports its own collection of forms.
graph analytic An analytic showing data as points, lines, or bars, arranged according to axes based on the chosen metrics. Although not all analytics can be displayed in every graph type available, many analytics can be viewed in several ways. Choices for graph display include bars, lines, area graphs, and three-dimensional graphs.
grid analytic An analytic consisting of rows and columns. Each row or column has a heading, and each heading represents a prompt from the analytic. Grid analytics can be modified easily, by drilling, moving columns, converting columns to rows, sorting, and using page-by to display subsets of the analytic data as separate pages.
Sales & Distribution Analysis Module Reference Glossary
© 2007 MicroStrategy, Inc. hierarchy 255
hierarchy A set of attributes defining a meaningful path for element browsing or drilling. The order of the attributes is typically—though not always—defined such that a higher attribute has a one-to-many relationship with its child attributes.
item A single element of an inquiry, quotation, sales order, or delivery order. Each item refers to one of the materials requested by the customer in an inquiry, quotation, or order.
KPI (key performanceindicator)
An indicator gauging how well a company progresses in numerous areas such as finance, customer service, and product availability and distribution.
level 1) In a data warehouse, facts are said to be stored at a particular level defined by the attribute IDs present in the fact table. For example, if a fact table has a Date column, an Item_ID column, and a fact column, that fact is stored at the Date/Item level.
2) With regard to metric calculation, the level is the level of calculation for the metric. For example, a metric on a report with Year and Store attributes would be calculated at the Year/Store level.
logical data model A graphical representation of data that is arranged logically for the general user, as opposed to the physical data model or warehouse schema, which arranges data for efficient database use.
lookup table A database table used to uniquely identify attribute elements. They typically consist of descriptions of dimensions. Lookup tables are usually joined to fact tables to group the numeric facts in the fact table by dimensional attributes in the lookup tables.
material category A division within the classification schema of company materials (or products).
Glossary Sales & Distribution Analysis Module Reference
256 metadata © 2007 MicroStrategy, Inc.
metadata A repository whose data associates the tables and columns of a data warehouse with user-defined attributes and facts, to enable the mapping of the business view, terms, and needs to the underlying database structure. Metadata can reside on the same server as the data warehouse or on a different database server. It can even be held in a different RDBMS.
metric 1) A business calculation defined by an expression built with functions, facts, attributes, or other metrics. For example: sum(dollar_sales) or [Sales] - [Cost].
2) The MicroStrategy object that contains the metric definition.
See also fact.
MicroStrategyAnalytics Modules
A group of MicroStrategy projects with prepackaged metadata, reports, scorecards, and dashboards; default physical and logical data models to allow the modules to work with an external physical schema and data model or with the module’s packaged data warehouse schema; and reference guides for each Analysis Module’s data model, the individual analysis areas, metadata object definitions, data dictionary, and individual report use scenarios.
MicroStrategyBusiness IntelligenceDeveloper Kit (BIDK)
A rapid application development framework consisting of analytical starter kits (the Analytics Modules), development products, and design and development methodologies. The BIDK includes five Analytics Modules that are built to be portable.
MicroStrategyIntelligence Server
Core of the MicroStrategy architecture; manages and organizes users, projects, and database connections; coordinates, prioritizes, and executes all user requests; and allocates the resources necessary to complete them. MicroStrategy Intelligence Server tracks schedules, manages security, and provides the ability to monitor and analyze the daily activity of the entire decision support environment.
Sales & Distribution Analysis Module Reference Glossary
© 2007 MicroStrategy, Inc. multidimensional analysis 257
multidimensionalanalysis
A form of analysis of the data in a data warehouse that includes many relationships, each representing a dimension. For example, a retail analysis may seek to understand the relationships among sales by region, by quarter, by demographic distribution (income, education level, gender), and by product. Multidimensional analysis provides results for these complex relationships.
object Conceptually, the highest grouping level of information about one concept, used by the user to achieve the goal of specified data analysis. More concretely, an object is any item that can be selected and manipulated, including folders, reports, facts, metrics, and so on.
outline mode Report viewing mode that creates indented, collapsible groupings of related elements to make reports neater and easier to read.
page-by Segmenting the data in a grid report by placing available attributes, consolidations, and metrics on a third axis called the Page axis. Since a grid is two-dimensional, only a slice of the cube can be seen at any one time. The slice is characterized by the choice of elements on the Page axis. By varying the selection of elements, the user can page through the cube.
See also:
• drill
• sort
• subtotal
parent attribute The higher-level attribute in an attribute relationship with one or more children.
See also:
• child attribute
• relationship
Glossary Sales & Distribution Analysis Module Reference
258 patterns © 2007 MicroStrategy, Inc.
patterns Associations among data in a database which recur with some frequency. A pattern can be the fact that whenever product A is purchased, 73% of the time a customer also purchases product B; or product C is most often purchased at a particular time of year. In each of these examples, there is an association or linking of two or more facts to form a pattern.
project The highest-level intersection of a data warehouse, metadata repository, and user community, containing reports, filters, metrics, and functions.
prompt MicroStrategy object in the report definition that is incomplete by design. The user is asked during the resolution phase of report execution to provide an answer that completes the information. A typical example with a filter is choosing a specific attribute on which to qualify.
query A request for data from a database or data warehouse. A report is a database query.
ranking A type of OLAP function that returns the rank of a value in a group of values. Rows with equal values with respect to the ordering are assigned the same rank.
reference document A document that is related to the one in question, but which was created earlier. For example, a sales order usually originates from a quotation; the quotation is the reference document for the sales order. A quotation often originates from an inquiry; the inquiry is the reference document for the quotation.
relate table A table containing the ID columns of two or more attributes, thus defining associations between them.
Sales & Distribution Analysis Module Reference Glossary
© 2007 MicroStrategy, Inc. relationship 259
relationship An association specifying the nature of the connection between one attribute (the parent) and one or more other attributes (the children). For example, City is a child attribute of State.
See also:
• parent attribute
• child attribute
report The central focus of any decision support investigation. A report allows users to query for data, analyze that data, and then present it in a visually pleasing manner.
schema 1) The set of tables in a data warehouse associated with a logical data model. The attribute and fact columns in those tables are considered part of the schema itself.
2) The layout or structure of a database system. In relational databases, the schema defines the tables, the fields in each table, and the relationships between fields and tables.
schema object MicroStrategy object created, usually by a project designer, that relates the information in the logical data model and physical warehouse schema to the MicroStrategy environment. These objects are developed in MicroStrategy Architect, which can be accessed from MicroStrategy Desktop. Schema objects directly reflect the warehouse structure and include attributes, facts, functions, hierarchies, operators, partition mappings, tables, and transformations.
scorecard A type of tally sheet displaying a company's performance using key performance indicators (KPIs) that gauge how well a company progresses in areas such as finance, customer service, and product availability and distribution.
See also KPI (key performance indicator).
segmentation A technique for deriving clusters and classes by creating two-way and multi-way splits from a dataset according to specified variables.
Glossary Sales & Distribution Analysis Module Reference
260 sort © 2007 MicroStrategy, Inc.
sort Arranging data according to some characteristic of the data itself (alphabetical descending, numeric ascending, and so forth).
See also:
• drill
• page-by
• subtotal
subtotal A totaling operation performed for a portion of a result set.
See also:
• drill
• page-by
threshold Used to create conditional formatting for metric values. For example, if dollar sales is greater than $200, format that cell to have a blue background with bold type.
transaction An action that results in the creation of a document, either an inquiry, quotation, or sales order. Each transaction includes a number of items.
See also item.
transformation A schema object that encapsulates a business rule used to compare results of different time periods. Transformations are used in the definition of a metric to alter the behavior of that metric.
user hierarchy Named sets of attributes and their relationships, arranged in specific sequences for a logical business organization. They are user-defined and do not need to follow the logical model.
© 2007 MicroStrategy, Inc. 261
INDEX
A
ad hoc analysis 6
advanced metrics 7
analysis areas 4
analytics defined on 2
Analytics Modules defined on x
attributes defined on 12
B
backlog
analysis 132
by customer 135
by material 133
by organization 134
base formula metrics 152
BIDK.See MicroStrategy Business Intelli-gence Developer Kit.
C
columns 233
configuring the module x
currency 221
custom grouping 6
customer delivery history analysis 127
customer loyalty 82
customer sales
analysis 80
D
dashboards 6, defined on 9
dashboards, about 2
data warehouse
and porting 14
default, tables and columns 227
options 14
populating 227
definitions
object 13
project 12
delivery
analysis 111
by region 125
by shipping point 118
metrics 167
open 113
reports 113
summary 116
delivery document facts 222
delivery history analysis 127
Index Sales & Distribution Analysis Module Reference
262 © 2007 MicroStrategy, Inc.
delivery service
analysis 131
by customer 141
by shipping point 139
metrics 170
quality 136
reports 132
delivery status 69
designing analytical applications xi
dimension defined on 13
documents 6, defined on 10
drilling defined on 7
E
editor 13
entry level defined on 185
Erwin file
logical schema 12, 182
physical schema 15, 228
ETL routines 227
expression, form 186
F
fact tables
and quantity facts 220
in logical schema 183
in physical schema 228
facts defined on 12, 220
delivery document 222
quantity 220
sales document 220
filter 6
filters glossary 174
folder
public objects 8
reports 8
schema objects 13
form expression 186
formatting, reports 6
G
glossaries
filters 174
metrics 151
prompts 179
H
hierarchies 13, defined on 184
customer 196
delivery document 206
material 190
organization 184
reference document 204
sales document 200
shipping point 210
time 212
user 217
I
inquiry
analysis 29
by material 31, 35
by region 36
by sales office 32
conversions 58
metrics 155
reports 30
summary 30
inquiry-to-quotation conversion analysis 58
installing the modules xi
international support xx
introduction 1
Sales & Distribution Analysis Module Reference Index
© 2007 MicroStrategy, Inc. 263
K
key performance indicators 6, 9
L
logical data model defined on 12, 181
logical schema diagram 182
lookup tables 186
M
mapping methods 13
material sales analysis 85
metadata defined on xi
metrics
advanced, about 7
base formula 152
delivery 167
glossary 151
inquiry 155
quotation 157
sales order 160
service 170
MicroStrategy Business Intelligence De-veloper Kit defined on x
MicroStrategy Report Services 8
MicroStrategy Sales & Distribution Analy-sis Module
about 1
analysis areas 4
features 5
solutions 2
module
about x
configuring x
installing xi
porting xi
multidimensional 12
O
object
definitions 13
glossary 151
properties 13
public, about ix
schema, about ix
outbound delivery analysis 116
Outline mode defined on 44
P
page-by defined on 6
physical schema
about defined on 14
diagram 228
populating a data warehouse 227
porting a module xi, 14
prerequisites xii
Product hierarchy 191
example 40
profitability 77
project
accessing 8
definitions 12, 151
prompts defined on 6
glossary 179
properties, object 13
public objects folder 8
Q
quantity facts 220
quotation
analysis 39
by customer 45
by distribution channel 54
by material 49
Index Sales & Distribution Analysis Module Reference
264 © 2007 MicroStrategy, Inc.
by product 43
by region 52
conversions 58
metrics 157
rejections 56
reports 41
summary 42, 47
quotation history analysis 62
R
RDBMS 227
reference document 40, 68
reports
accessing 8
formatting 6
usage scenarios 7
resources xiv
returns
analysis 144
by customer 148
by material 147
processing 145
S
sales
by customer characteristics 83
by organization 75
summary 73
top 5 orders 79
sales document facts 220
sales order
analysis 67
by customer 71
by material 70
metrics 160
reports 69
summary 69
top 5 79
schema
logical 182
physical 228
schema objects folder 13
scorecards 2, defined on 9, 17
SDAM. See MicroStrategy Sales and Distri-bution Analysis Module.
segmentation defined on 6
shipping point
contributions 122
delivery volumes 121
processing times 123
solutions 2
source tables 13
support
international xx
support. See technical support.
T
table columns 233
tables
lookup 186
physical 230
technical support xxi
thresholds defined on 6
transformations 216