Dylan's BI Study Notes

My notes about Business Intelligence, Data Warehousing, OLAP, and Master Data Management

Archive for the ‘Sales Intelligence’ Category

Sales Intelligence

RFM Analysis

Posted by Dylan Wan on March 9, 2008

RFM (recency, frequency, monetary) analysis is used by marketing to determine their campaign targets. It is based on three metrics from the previous sales records: Read the rest of this entry »

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Posted in BI, BI Application, BI Work, Business Intelligence, Marketing Intelligence, Sales Intelligence | 1 Comment »

13 Period Calendar

Posted by Dylan Wan on February 26, 2008

I will discuss the following topics:

  • What is the 13 period calendar?
  • Who uses the 13 period calendar?
  • How is it different from the 4-4-5 calendar?

Read the rest of this entry »

Posted in BI, BI Application, BI Work, Business Intelligence, Data Warehouse, Financial Intelligence, Sales Intelligence | 9 Comments »

Customer Dimension and CRM related Analytics

Posted by Dylan Wan on August 14, 2007

Why is the customer dimension so important?

  • A well-maintained, well-deployed conforming customer dimension is the cornerstone of sound customer centric analysis

What are special characteristics of the customer dimension?

  • Customer dimension is extremely deep. It may have million rows.
  • Customer dimension is extremely wide. It has hundreds of attributes.
  • Customer dimension changes often. It is not really a slowly changing dimension. It is sometimes called as rapidly changing monster dimension.
  • Keeping the historical images of the customer data is important.
  • The data in the customer dimension come from multiple sources. Matching, de-dup, standardization among different sources is critical for successfully conforming the dimension.
  • The customer dimension with data may be enriched from the external data.
  • Customer data is the source for other dimensions – geography, industry, lines of business, etc.
  • You have to comply with the privacy regulation.
  • The data from external source may be only licensed for a period of time. The external data need to be associated with your own internal data for analysis for special purposes and the data need to be removed from your database.
  • The customer dimension itself is actually a source of fact tables. For example, # of customer living in California with the breakdown by age groups.

Posted in BI, BI Work, Business Intelligence, CDH, CDI, Customer Data Integration, Customer Intelligence, Data Warehouse, Marketing Intelligence, Master Data Management, MDM, Sales Intelligence, Service Intelligence, UCM | Leave a Comment »

Backlog analysis

Posted by Dylan Wan on March 5, 2007

Backlog refers to unfinished work or to customer orders that have been received but are either incomplete or in the process of completion. Backlog orders are also known as Open Orders.

Backlog analysis lets you to investigate the potential revenue by reporting all the work that have been received but not yet fulfilled. If you assume that you can fulfill all the remaining work in your backlog, you can predict how much revenue you will generate over the remaining period. Read the rest of this entry »

Posted in BI Application, Business Intelligence, Project Intelligence, Sales Intelligence, Supply Chain Intelligence | 1 Comment »

Up-sell and Cross-Sell

Posted by Dylan Wan on March 5, 2007

Up-sell and cross-sell are important for your business due to the increasing competitions and market volatility. You need to maximize your customer value by selling more to your existing customers. Up-sell and cross-sell are key drivers of deploying a business intelligence analytical application, which can help you identify new source of revenues.

Up-Sell and Cross-sell are defined as below: Read the rest of this entry »

Posted in BI, BI Application, Marketing Intelligence, Sales Intelligence | Leave a Comment »

Bookings Analysis

Posted by Dylan Wan on February 18, 2007

Bookings Analysis is to help managers to manage the demand. Although the data may come from Order Management, Contract Administration, or Project Accounting systems, the primary interest in the booking analysis is from sales and marketing perspectives.

The analytics application should provide the bookings analysis to help demand managers understand the pattern of booked orders or work and the future revenue trends for the business, enabling the evaulation of current status against the expecation and the actions to increase sales, the deal size, volume of future pipeline.

Booking can be measured by quantities or dollars. Read the rest of this entry »

Posted in BI, BI Application, Business Intelligence, DBI, Oracle, Project Intelligence, Sales Intelligence, Service Intelligence | Leave a Comment »

Book to Bill Ratio

Posted by Dylan Wan on February 15, 2007

Book to Bill ratio is the ratio of orders booked for future delivery to orders being shiped immediately, and therefore billed. Read the rest of this entry »

Posted in BI, BI Application, Business Intelligence, Financial Intelligence, Project Intelligence, Sales Intelligence | Leave a Comment »

Sales Performance Report in SAP

Posted by Dylan Wan on January 27, 2007

I studied a sales performance reports found in SAP Sales Information System.

This report analyzes the monthly sales performance of a number of sales reporting structure. Read the rest of this entry »

Posted in BI Application, Business Intelligence, Sales Intelligence, SAP | 1 Comment »

Typical Business Intelligence Applications

Posted by Dylan Wan on December 25, 2006

This arcticles examines the major business drivers of business intelligence and the typical business intelligence applications. Some BI applications are common for all types of enterprise, others are specific to some industries.

Posted in BI, BI Application, Business Intelligence, Customer Intelligence, Data Warehouse, Financial Intelligence, Human Resource Intelligence, Marketing Intelligence, Procurement Intelligence, Project Intelligence, Sales Intelligence, Service Intelligence | Leave a Comment »