Sales and Distribution Analysis Module Reference

Transcription

1 Sales and Distribution Analysis Module Reference Version: Document Number:

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5 CONTENTS Book Overview and Additional Resources Description of this guide... xi About the Analytics Modules...xii About this book... xiii Additional formats... xiii How to find business scenarios and examples...xiv Prerequisites...xiv Who should use this guide...xv Resources...xv Documentation...xv Education... xxiv Consulting...xxv International support...xxv Technical Support...xxv Feedback...xxx 1. Introduction to the Sales & Distribution Analysis Module Business questions that SDAM reports can answer... 2 Business analysis areas for SDAM reports... 3 SDAM analysis areas... 4 SDAM report features... 5 Introduction to reports, dashboards, and documents... 6 Accessing reports... 7 About scorecards and dashboards... 8 About Report Services documents... 9 About the definitions for objects on reports About the structure of SDAM s business logic Business concepts and measurements MicroStrategy, Inc. v

6 Contents Sales & Distribution Analysis Module Reference Relationships among business concepts Porting an analytics module to your data source Introduction to SDAM s physical data storage SDAM Scorecards and Documents Introduction Scorecards and dashboards Executive Sales Scorecard Inquiry to Shipment Process Document Outbound Delivery Activity Scorecard Purchase Order Document Sales and Delivery Report for Material Scorecard Sales and Distribution Dashboard Inquiry Analysis Introduction Inquiry Analysis area Open Inquiries reports Summary Open Inquiries by Organization Summary Open Inquiries by Material List of Open Inquiries by Sales Office Inquiry Analysis reports Quarterly Inquiry Activity by Organization Monthly Inquiry Activity Trends by Material Monthly Inquiry Distribution by Customer Region Quotation Analysis Introduction Quotation Analysis area Product hierarchy example Open Quotations reports Summary Open Quotations by Organization Summary Open Quotations by Product Hierarchy List of Open Quotations by Customer Quotation Analysis reports 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 Monthly Quotation Contribution and Trends by Distribution Channel vi 2013 MicroStrategy, Inc.

7 Sales & Distribution Analysis Module Reference Contents Material Contribution to Product Hierarchy Quotation Amounts Quarterly Rejected Quotation Items by Organization Inquiry to Quotation Conversion reports Quarterly Conversion Summary Quarterly Conversion Activity by Material Quarterly Conversion Activity by Organization Customer Quotation History reports Customer Quarterly Quotation Activity Summary Customer Quotation History Detail Sales Order Analysis Introduction Sales Order Analysis area Open Sales Orders reports Summary Open Sales Orders by Organization Summary Open Sales Orders by Material List of Open Sales Orders by Customer Sales Analysis reports Sales Activity Summary Quarterly Sales Summary 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 Customer Sales Analysis reports 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 Material Sales reports 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 MicroStrategy, Inc. vii

8 Contents Sales & Distribution Analysis Module Reference Quotation-to-Sales Order Conversion reports Quarterly Conversion Summary Quarterly Conversion Activity by Organization Quarterly Conversion Activity by Material Top 5 Sales Orders from Quotations by Net Amount and Quarter Customer Sales Order History reports Customer Quarterly Sales Orders Activity Summary Customer Sales Order History Detail Delivery Analysis Introduction Delivery Analysis area Open Deliveries reports List of Open Deliveries (Pending Material Availability) List of Open Deliveries (Pending Goods Issue) List of Open Deliveries (Issued and Pending Delivery) Outbound Delivery Analysis reports 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 Customer Delivery History reports Customer Quarterly Outbound Delivery Activity Summary Customer Outbound Deliveries History Detail Customer Delivery History (by Reference Sales Document) Sales and Delivery Service Analysis Introduction Sales and Delivery Service Analysis area Backlog Analysis reports Backlog Summary by Material Backlog and Fulfillment Rates by Organization List of Backlogged Sales Orders by Customer Delivery Service reports Outbound Delivery Service Summary by Shipping Point Outbound Delivery Service Quality by Organization viii 2013 MicroStrategy, Inc.

9 Sales & Distribution Analysis Module Reference Contents Incorrect Deliveries Summary by Material and Shipping Point List of Incorrectly Delivered Items by Customer Delivered vs. Ordered Quantity by Sales Organization Returns Analysis reports Quarterly Returns Summary Quarterly Accepted Returns by Organization Quarterly Accepted Returns by Material List of Returns by Customer Quarterly Shipping Point Returns Delivery Activity A. Definitions for Objects on Reports: Object Glossaries Introduction Metrics glossary Base Formula metrics Inquiry metrics Quotation metrics Sales Order metrics Delivery metrics Sales and Delivery Service metrics Contribution metrics ported to a database Filters glossary Filters for conditional metrics Filters embedded in reports Prompts glossary B. Structure of SDAM s Business Logic: Logical Data Model Introduction Prerequisites SDAM logical schema Business hierarchies Organization hierarchy Material hierarchy Customer hierarchy Sales Document hierarchy Reference Document hierarchy Delivery Document hierarchy Shipping Point hierarchy Time hierarchy Transformations User hierarchies MicroStrategy, Inc. ix

10 Contents Sales & Distribution Analysis Module Reference Facts Sales Document facts Delivery Document facts C. Data Storage: Physical Schema and Data Dictionary Introduction Prerequisites SDAM physical schema Table information Table column information Glossary Index x 2013 MicroStrategy, Inc.

11 BOOK OVERVIEW AND ADDITIONAL RESOURCES Description of this guide This guide is a reference for the MicroStrategy Sales and Distribution Analysis Module (SDAM), part of the MicroStrategy Analytics Modules that come with MicroStrategy Architect. 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 MicroStrategy, Inc. xi

12 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference Chapter 5, Sales Order Analysis presents the reports in the Sales Order analysis area. 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, Definitions for Objects on Reports: Object Glossaries presents the SDAM object glossaries, which provide definitions for all of the attributes and metrics used in the module. Appendix B, Structure of SDAM s Business Logic: Logical Data Model presents SDAM s logical data model, including a diagram and details for working with attributes and facts. Appendix C, Data Storage: 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 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. About the Analytics Modules 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. There are 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 are: Analytics Modules Prepackaged metadata: Best practices reports, scorecards, dashboards, key performance indicators, attributes, business metrics, filters, and custom groups xii About the Analytics Modules 2013 MicroStrategy, Inc.

13 Sales & Distribution Analysis Module Reference Book Overview and Additional Resources 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 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 MicroStrategy disk, as described fully in Resources, page xv. See the Installation and Porting Guide for a detailed discussion of the Analytics Modules. The Installation and Porting Guide also presents procedures and methodologies to make full use of the Analytics Modules. About this book 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. Dates in the MicroStrategy Tutorial project are updated to reflect the current year. The sample documents and images in this guide, as well as the procedures, were created with dates that may no longer be available in the Tutorial project. Replace them with the first year of data in your Tutorial project. Additional formats This book is also available as an electronic publication in the Apple ibookstore, and can be read on an iphone or ipad with the ibooks app 2013 MicroStrategy, Inc. About this book xiii

14 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference installed. To download this book, search for the book s title in the ibookstore search bar, or scan the QR code below using your device's camera. 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 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 xiv About this book 2013 MicroStrategy, Inc.

15 Sales & Distribution Analysis Module Reference Book Overview and Additional Resources 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 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: In general, MicroStrategy manuals provide: Introductory information and concepts 2013 MicroStrategy, Inc. Resources xv

16 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference Examples and images Checklists and high-level procedures to get started The steps to access the manuals are described in Accessing manuals and other documentation sources, page xxii. Most of these manuals are also available printed in a bound, soft cover format. To purchase printed manuals, contact your MicroStrategy Account Executive with a purchase order number. Help: In general, MicroStrategy help provides: Detailed steps to perform procedures Descriptions of each option on every software screen For the most up-to-date translations of MicroStrategy documentation, refer to the MicroStrategy Knowledge Base. Due to translation time, manuals in languages other than English may contain information that is one or more releases behind. You can see the version number on the title page of each manual. Manuals for MicroStrategy overview and evaluation Introduction to MicroStrategy: Evaluation Guide Instructions for installing, configuring, and using the MicroStrategy Evaluation Edition of the software. This guide also includes a detailed, step-by-step evaluation process of MicroStrategy features, where you perform reporting with the MicroStrategy Tutorial project and its sample business data. MicroStrategy Evaluation Edition Quick Start Guide Overview of the installation and evaluation process, and additional resources. MicroStrategy Suite: Quick Start Guide Evaluate MicroStrategy as a departmental solution. Provides detailed information to download, install, configure, and use the MicroStrategy Suite. xvi Resources 2013 MicroStrategy, Inc.

17 Sales & Distribution Analysis Module Reference Book Overview and Additional Resources Resources for MicroStrategy Social Intelligence Alert Commerce Management System (CMS) Guide and Alert API Reference Content resources designed to provide instructions for delivering and managing marketing and commerce content through the Alert for Facebook web and mobile applications. Usher Pro Administration Guide Instructions for performing mobile identity validation using the Usher Pro mobile identity network to issue electronic badges for identifying users. Wisdom Professional User Guide Instructions for performing market research and consumer analytics. Manuals for query, reporting, and analysis 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 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. MicroStrategy Advanced Reporting Guide: Enhancing Your Business Intelligence Application Instructions for advanced topics in the MicroStrategy system, building on information in the Basic Reporting Guide. Topics include reports, 2013 MicroStrategy, Inc. Resources xvii

18 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference Freeform SQL reports, Query Builder reports, filters, metrics, Data Mining Services, custom groups, consolidations, and prompts. MicroStrategy Report Services Document Analysis Guide: Analyzing Data with Report Services Documents Instructions for a business analyst to execute and analyze a document in MicroStrategy Desktop and MicroStrategy Web, building on basic concepts about projects and reports presented in the MicroStrategy Basic Reporting Guide. MicroStrategy Report Services Document Creation Guide: Creating Boardroom Quality Documents Instructions to design and create Report Services documents, building on information in the MicroStrategy Report Services Document Analysis Guide. It is organized to help guide you through creating a new document, from creating the document itself, to adding objects to the new document, and formatting the document and its objects. MicroStrategy Dashboards and Widgets Creation Guide: Creating Interactive Dashboards for your Data Instructions for designing and creating MicroStrategy Report Services dashboards, a type of document that is optimized for viewing online and for user interactivity. It builds on the basic concepts about documents presented in the MicroStrategy Report Services Document Creation Guide. MicroStrategy OLAP Services Guide Information on MicroStrategy OLAP Services, which is an extension of MicroStrategy Intelligence Server. OLAP Services features include Intelligent Cubes, derived metrics, derived elements, dynamic aggregation, view filters, and dynamic sourcing. MicroStrategy Office User Guide Instructions for using MicroStrategy Office to work with MicroStrategy reports and documents in Microsoft Excel, PowerPoint, and Word, to analyze, format, and distribute business data. MicroStrategy Mobile Analysis Guide: Analyzing Data with MicroStrategy Mobile Information and instructions for using MicroStrategy Mobile to view and analyze data, and perform other business tasks with MicroStrategy reports and documents on a mobile device. xviii Resources 2013 MicroStrategy, Inc.

19 Sales & Distribution Analysis Module Reference Book Overview and Additional Resources MicroStrategy Mobile Design and Administration Guide: A Platform for Mobile Intelligence Information and instructions to install and configure MicroStrategy Mobile, as well as instructions for a designer working in MicroStrategy Desktop or MicroStrategy Web to create effective reports and documents for use with MicroStrategy Mobile. MicroStrategy System Administration Guide: Tuning, Monitoring, and Troubleshooting your MicroStrategy Business Intelligence System Concepts and high-level steps to implement, deploy, maintain, tune, and troubleshoot a MicroStrategy business intelligence system. MicroStrategy Supplemental Reference for System Administration: VLDB Properties, Internationalization, User Privileges, and other Supplemental Information for Administrators Information and instructions for MicroStrategy administrative tasks such as configuring VLDB properties and defining data and metadata internationalization, and reference material for other administrative tasks. MicroStrategy Functions Reference Function syntax and formula components; instructions to use functions in metrics, filters, attribute forms; examples of functions in business scenarios. MicroStrategy MDX Cube Reporting Guide Information to integrate MicroStrategy with MDX cube sources. You can integrate data from MDX cube sources into your MicroStrategy projects and applications. Manuals for Analytics Modules Analytics Modules 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 2013 MicroStrategy, Inc. Resources xix

20 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference Manuals for Narrowcast Services 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. 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 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. xx Resources 2013 MicroStrategy, Inc.

21 Sales & Distribution Analysis Module Reference Book Overview and Additional Resources Documentation for MicroStrategy Portlets Enterprise Portal Integration Help Information to help you implement and deploy MicroStrategy BI within your enterprise portal, including instructions for installing and configuring out-of-the-box MicroStrategy Portlets for several major enterprise portal servers. This resource can be accessed from the MicroStrategy Product Manuals page, as described in Accessing manuals and other documentation sources, page xxii. Documentation for MicroStrategy GIS Connectors GIS Integration Help Information to help you integrate MicroStrategy with Geospatial Information Systems (GIS), including specific examples for integrating with various third-party mapping services. This resource can be accessed from the MicroStrategy Product Manuals page, as described in Accessing manuals and other documentation sources, page xxii. Help Each MicroStrategy product includes an integrated help system to complement the various interfaces of the product as well as the tasks that can be accomplished using the product. Some of the MicroStrategy help systems require a web browser to be viewed. For supported web browsers, see the MicroStrategy Readme. MicroStrategy provides several ways to access help: Help button: Use the Help button or? (question mark) icon on most software windows to see help for that window. Help menu: From the Help menu or link at the top of any screen, select MicroStrategy Help to see the table of contents, the Search field, and the index for the help system MicroStrategy, Inc. Resources xxi

22 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference F1 key: Press F1 to see context-sensitive help that describes each option in the software window you are currently viewing. For MicroStrategy Web, MicroStrategy Web Administrator, and MicroStrategy Mobile Server, pressing the F1 key opens the context-sensitive help for the web browser you are using to access these MicroStrategy interfaces. Use the Help menu or? (question mark) icon to access help for these MicroStrategy interfaces. Accessing manuals and other documentation sources The manuals are available from producthelp, as well as from your MicroStrategy disk or the machine where MicroStrategy was installed. Adobe Acrobat Reader is required to view these manuals. If you do not have Acrobat Reader installed on your computer, you can download it from The best place for all users to begin is with the MicroStrategy Basic Reporting Guide. To access the installed manuals and other documentation sources, see the following procedures: To access documentation resources from any location, page xxii To access documentation resources on Windows, page xxii To access documentation resources on UNIX and Linux, page xxiii To access documentation resources from any location 1 Visit To access documentation resources on Windows 1 From the Windows Start menu, choose Programs (or All Programs), MicroStrategy Documentation, then Product Manuals. A page opens in your browser showing a list of available manuals in PDF format and other documentation sources. 2 Click the link for the desired manual or other documentation source. xxii Resources 2013 MicroStrategy, Inc.

23 Sales & Distribution Analysis Module Reference Book Overview and Additional Resources 3 If you click the link for the Narrowcast Services SDK Guide, a File Download dialog box opens. This documentation resource must be downloaded. Select Open this file from its current location, and click OK. If bookmarks are not visible on the left side of an Acrobat (PDF) manual, from the View menu click Bookmarks and Page. This step varies slightly depending on your version of Adobe Acrobat Reader. To access documentation resources on UNIX and Linux 1 Within your UNIX or Linux machine, navigate to the directory where you installed MicroStrategy. The default location is /opt/microstrategy, or $HOME/MicroStrategy/install if you do not have write access to /opt/microstrategy. 2 From the MicroStrategy installation directory, open the Help folder. 3 Open the Product_Manuals.htm file in a web browser. A page opens in your browser showing a list of available manuals in PDF format and other documentation sources. 4 Click the link for the desired manual or other documentation source. 5 If you click the link for the Narrowcast Services SDK Guide, a File Download dialog box opens. This documentation resource must be downloaded. Select Open this file from its current location, and click OK. If bookmarks are not visible on the left side of an Acrobat (PDF) manual, from the View menu click Bookmarks and Page. This step varies slightly depending on your version of Adobe Acrobat Reader MicroStrategy, Inc. Resources xxiii

24 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference Documentation standards MicroStrategy online help and PDF manuals (available both online and in printed format) use standards to help you identify certain types of content. The following table lists these standards. These standards may differ depending on the language of this manual; some languages have rules that supersede the table below. Type bold italic Courier font Indicates Button names, check boxes, options, lists, and menus that are the focus of actions or part of a list of such GUI elements and their definitions Example: Click Select Warehouse. Names of other product manuals and documentation resources 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 Calculations Code samples Registry keys Path and file names URLs Messages displayed in the screen Text to be entered by the user Example: Sum(revenue)/number of months. Example: Type cmdmgr -f scriptfile.scp and press Enter. + 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. 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 xxiv Resources 2013 MicroStrategy, Inc.

25 Sales & Distribution Analysis Module Reference Book Overview and Additional Resources 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 Services. International support MicroStrategy supports several locales. Support for a locale typically includes native database and operating system support, support for date formats, numeric formats, currency symbols, and availability of translated interfaces and certain documentation. 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), Chinese (Traditional), Danish, and Swedish. A translated user interface is available in each of the above languages. 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. Technical Support If you have questions about a specific MicroStrategy product, you should: 1 Consult the product guides, Help, and readme files. Locations to access each are described above. 2 Consult the MicroStrategy Knowledge Base online at resource.microstrategy.com/support. A technical administrator in your organization may be able to help you resolve your issues immediately MicroStrategy, Inc. Resources xxv

26 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference 3 If the resources listed in the steps above do not provide a solution, contact MicroStrategy Technical Support directly. To ensure the most productive relationship with MicroStrategy Technical Support, review the Policies and Procedures document in your language, posted at Refer to the terms of your purchase agreement to determine the type of support available to you. MicroStrategy Technical Support can 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, and can request to change their Support Liaisons two times per year with prior written notice to MicroStrategy Technical Support. It is recommended that you designate Support Liaisons who have MicroStrategy Administrator privileges. This can eliminate security conflicts and improve case resolution time. When troubleshooting and researching issues, MicroStrategy Technical Support personnel may make recommendations that require administrative privileges within MicroStrategy, 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. 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 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. xxvi Resources 2013 MicroStrategy, Inc.

27 Sales & Distribution Analysis Module Reference Book Overview and Additional Resources 6 Discuss the issue with other users by posting a question about the issue on the MicroStrategy Customer Forum at resource.microstrategy.com/forum/. The following table 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 voic message, send or fax, or log a case using the Online Support Interface. The individual Technical Support Centers are closed on certain public holidays. North America EMEA: Europe The Middle East Africa [email protected] Web: Fax: (703) Phone: (703) Hours: 9:00 A.M. 7:00 P.M. Eastern Time, Monday Friday except holidays [email protected] Web: Fax: +44 (0) The European Technical Support Centre is closed on national public holidays in each country. Phone: Belgium: France: Germany: Ireland: Italy: Poland: Scandinavia & Finland: Spain: The Netherlands: UK: +44 (0) International distributors: +44 (0) Hours: United Kingdom: 9:00 A.M. 6:00 P.M. GMT, Monday-Friday except holidays EMEA (except UK): 9:00 A.M. 6:00 P.M. CET, Monday-Friday except holidays 2013 MicroStrategy, Inc. Resources xxvii

28 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference Asia Pacific Latin America Web: Phone: Australia: Korea: Fax: Japan: Fax: Singapore: Fax: Asia Pacific (except Australia, Japan, Korea, and Singapore): Fax: Hours: Japan and Korea: 9:00 A.M. 6:00 P.M. JST (Tokyo), Monday-Friday except holidays Asia Pacific (except Japan and Korea): 7 A.M.-6 P.M. (Singapore) Monday-Friday except holidays [email protected] Web: Phone: LATAM (except Brazil and Argentina): Fax: Argentina: MSTR Fax: Brazil: Fax: Hours: Latin America (except Brazil): 9:00 A.M. 7:00 P.M. (Buenos Aires), Monday-Friday except holidays Brazil: 9 A.M. - 6 P.M. (São Paulo), Monday Friday except holidays 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. 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, addresses) Case details: Configuration information, including MicroStrategy software product(s) and versions xxviii Resources 2013 MicroStrategy, Inc.

29 Sales & Distribution Analysis Module Reference Book Overview and Additional Resources 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: Street address Phone number Fax number address To help the Technical Support representative 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? When did the condition first occur? What events took place immediately prior to the first occurrence of the condition (for example, a major database load, a database move, or a software upgrade)? 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) 2013 MicroStrategy, Inc. Resources xxix

30 Book Overview and Additional Resources Sales & Distribution Analysis Module Reference Network protocol used ODBC driver manufacturer and version Database gateway software version (For MicroStrategy Web-related problems) browser manufacturer and version (For MicroStrategy Web-related problems) Web server manufacturer and version 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. xxx Feedback 2013 MicroStrategy, Inc.

31 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 MicroStrategy, Inc. 1

32 1 Introduction to the Sales & Distribution Analysis Module Sales & Distribution Analysis Module Reference Business questions that SDAM reports can answer 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? Which products create the highest number of backlogs? 2 Business questions that SDAM reports can answer 2013 MicroStrategy, Inc.

33 Sales & Distribution Analysis Module Reference Introduction to the Sales & Distribution Analysis Module 1 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? Business analysis areas for SDAM reports 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. 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 MicroStrategy, Inc. Business questions that SDAM reports can answer 3

34 1 Introduction to the Sales & Distribution Analysis Module Sales & Distribution Analysis Module Reference 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. 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. 4 Business questions that SDAM reports can answer 2013 MicroStrategy, Inc.

35 Sales & Distribution Analysis Module Reference Introduction to the Sales & Distribution Analysis Module 1 SDAM report 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. 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 analysis: 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) MicroStrategy, Inc. SDAM report features 5

36 1 Introduction to the Sales & Distribution Analysis Module Sales & Distribution Analysis Module Reference 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. 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. Introduction to reports, dashboards, and documents This reference guide describes the reports 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 6 Introduction to reports, dashboards, and documents 2013 MicroStrategy, Inc.

37 Sales & Distribution Analysis Module Reference Introduction to the Sales & Distribution Analysis Module 1 A screen shot with sample data The sample data warehouse that supplies information for the sample reports is updated regularly. As a result, data that appears in images in this guide may not always coincide exactly with the data returned for a sample report in the software. A description of how data is qualified 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 MicroStrategy, Inc. Introduction to reports, dashboards, and documents 7

38 1 Introduction to the Sales & Distribution Analysis Module Sales & Distribution Analysis Module Reference 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 9. 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 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 8 Introduction to reports, dashboards, and documents 2013 MicroStrategy, Inc.

39 Sales & Distribution Analysis Module Reference Introduction to the Sales & Distribution Analysis Module 1 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 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. 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 MicroStrategy, Inc. Introduction to reports, dashboards, and documents 9

40 1 Introduction to the Sales & Distribution Analysis Module Sales & Distribution Analysis Module Reference 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. About the definitions for objects on reports 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 Definitions for Objects on Reports: Object Glossaries, page 137 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 structure of SDAM s business logic 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, 10 About the definitions for objects on reports 2013 MicroStrategy, Inc.

41 Sales & Distribution Analysis Module Reference Introduction to the Sales & Distribution Analysis Module 1 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 Structure of SDAM s Business Logic: Logical Data Model, page 165 in Appendix B. The documentation assumes you have prior experience with logical data modeling and creating business intelligence applications using MicroStrategy technology. Business concepts and measurements Business concepts, such as year or customer, are generally represented in MicroStrategy as attributes. Measurements, such as profit or revenue, are usually represented as 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 MicroStrategy, Inc. About the structure of SDAM s business logic 11

42 1 Introduction to the Sales & Distribution Analysis Module Sales & Distribution Analysis Module Reference Relationships among business concepts 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. Porting an analytics module to your data source 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 Installation and Porting Guide for more information on porting and detailed steps to use this feature. Introduction to SDAM s physical data storage The physical schema for SDAM s default data warehouse is presented in Appendix C, Data Storage: Physical Schema and Data Dictionary 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. 12 Introduction to SDAM s physical data storage 2013 MicroStrategy, Inc.

43 Sales & Distribution Analysis Module Reference Introduction to the Sales & Distribution Analysis Module 1 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 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. 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 MicroStrategy, Inc. Introduction to SDAM s physical data storage 13

44 1 Introduction to the Sales & Distribution Analysis Module Sales & Distribution Analysis Module Reference 14 Introduction to SDAM s physical data storage 2013 MicroStrategy, Inc.

45 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. 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 2013 MicroStrategy, Inc. 15

46 2 SDAM Scorecards and Documents Sales & Distribution Analysis Module Reference Reports folder; see Accessing reports, page 7 and Accessing documents, page 10. 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. 16 Scorecards and dashboards 2013 MicroStrategy, Inc.

47 Sales & Distribution Analysis Module Reference SDAM Scorecards and Documents 2 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 2013 MicroStrategy, Inc. Scorecards and dashboards 17

48 2 SDAM Scorecards and Documents Sales & Distribution Analysis Module Reference 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 Document 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. 18 Scorecards and dashboards 2013 MicroStrategy, Inc.

49 Sales & Distribution Analysis Module Reference SDAM Scorecards and Documents 2 Scorecard layout and display This document includes the following datasets: Inquiry to Shipment (Amounts) Inquiry to Shipment (Amounts) - YTQ Inquiry to Shipment (Counts) 2013 MicroStrategy, Inc. Scorecards and dashboards 19

50 2 SDAM Scorecards and Documents Sales & Distribution Analysis Module Reference 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; the graph at the bottom is fully displayed in Desktop and Web.) 20 Scorecards and dashboards 2013 MicroStrategy, Inc.

51 Sales & Distribution Analysis Module Reference SDAM Scorecards and Documents 2 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 2013 MicroStrategy, Inc. Scorecards and dashboards 21

52 2 SDAM Scorecards and Documents Sales & Distribution Analysis Module Reference 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 Document 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. 22 Scorecards and dashboards 2013 MicroStrategy, Inc.

53 Sales & Distribution Analysis Module Reference SDAM Scorecards and Documents 2 Document display This document includes the following datasets: Purchase Orders Totals - Purchase Orders 2013 MicroStrategy, Inc. Scorecards and dashboards 23

54 2 SDAM Scorecards and Documents Sales & Distribution Analysis Module Reference 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. Sales and Delivery Report for Material Scorecard This scorecard summarizes sales and delivery activity for a given material. 24 Scorecards and dashboards 2013 MicroStrategy, Inc.

55 Sales & Distribution Analysis Module Reference SDAM Scorecards and Documents 2 Scorecard layout and display The datasets included in this scorecard are: Material Sales by Sales Organization Outbound Delivery Summary by Shipping Point Quarterly Sales Summary 2013 MicroStrategy, Inc. Scorecards and dashboards 25

56 2 SDAM Scorecards and Documents Sales & Distribution Analysis Module Reference 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. Sales and Distribution Dashboard This dashboard provides a high level overview of sales and outbound delivery activities for a given year and material. The dashboard is organized into three tabs; each tab contains a scorecard that covers a specific area of sales and distribution activity. Click any of the tabs to view a scorecard. The scorecard details are as follows: Sales: This scorecard provides a summary of sales activity for a given year, including measuring volumes and monthly trends, and identifies top customers and materials. Material: This scorecard summarizes sales and delivery activity for a given material. Delivery: This scorecard summarizes outbound delivery activity for a given year, including delivery summary, activity by shipping point, and quality of service. 26 Scorecards and dashboards 2013 MicroStrategy, Inc.

57 Sales & Distribution Analysis Module Reference SDAM Scorecards and Documents 2 Dashboard layout and display The datasets included in this dashboard are: Quarterly Sales by Sales Organization Sales Activity Summary Top 5 Customers by Net Sales Amount Top 5 Materials by Net Sales Amount 2013 MicroStrategy, Inc. Scorecards and dashboards 27

58 2 SDAM Scorecards and Documents Sales & Distribution Analysis Module Reference Outbound Delivery Activity by Shipping Point Outbound Delivery Activity Summary Outbound Delivery Service Summary by Shipping Point Material Sales by Sales Organization Outbound Delivery Summary by Shipping Point Quarterly Sales Summary Usage scenarios Use this interactive dashboard to view summary data related to sales, material, and outbound delivery. Click any of the tabs at the top to view the relevant data. For example, if the Sales tab is selected, the executives and sales managers can view the sales activities, sales volumes, historical trends, and top products and customers for the selected year. Dashboard details You are prompted to select a year and material to view the summarized data. These selections are applicable to all datasets that are part of the scorecard. 28 Scorecards and dashboards 2013 MicroStrategy, Inc.

59 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, page 7. For information on the attributes, metrics, prompts, and filters included in the reports, see Appendix A, Definitions for Objects on Reports: Object Glossaries. Inquiry Analysis area Inquiry analysis focuses on understanding information related to the initial stage of the business process, customer inquiries. The Inquiry analysis area is divided into the following subsections, each with its own focused reports: 2013 MicroStrategy, Inc. Inquiry Analysis area 29

60 3 Inquiry Analysis Sales & Distribution Analysis Module Reference Open Inquiries analysis monitors inquiries with an open status. Inquiry Analysis focuses on inquiry processing through the organization, material, and customer hierarchies. 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. Report layout and display Report details 30 Open Inquiries reports 2013 MicroStrategy, Inc.

61 Sales & Distribution Analysis Module Reference Inquiry Analysis 3 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. Report layout and display Report details 2013 MicroStrategy, Inc. Open Inquiries reports 31

62 3 Inquiry Analysis Sales & Distribution Analysis Module Reference 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. 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. 32 Open Inquiries reports 2013 MicroStrategy, Inc.

63 Sales & Distribution Analysis Module Reference Inquiry Analysis 3 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 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 MicroStrategy, Inc. Inquiry Analysis reports 33

64 3 Inquiry Analysis Sales & Distribution Analysis Module Reference 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: 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 34 Inquiry Analysis reports 2013 MicroStrategy, Inc.

65 Sales & Distribution Analysis Module Reference Inquiry Analysis 3 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. 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 MicroStrategy, Inc. Inquiry Analysis reports 35

66 3 Inquiry Analysis Sales & Distribution Analysis Module Reference 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. 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. 36 Inquiry Analysis reports 2013 MicroStrategy, Inc.

67 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, page 7. For information on the attributes, metrics, prompts, and filters included in the reports, see Appendix A, Definitions for Objects on Reports: Object Glossaries. 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 MicroStrategy, Inc. Quotation Analysis area 37

68 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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 38 Quotation Analysis area 2013 MicroStrategy, Inc.

69 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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: 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 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: 2013 MicroStrategy, Inc. Open Quotations reports 39

70 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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 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. 40 Open Quotations reports 2013 MicroStrategy, Inc.

71 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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. Report layout and display 2013 MicroStrategy, Inc. Open Quotations reports 41

72 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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. 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. 42 Open Quotations reports 2013 MicroStrategy, Inc.

73 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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: 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 MicroStrategy, Inc. Open Quotations reports 43

74 4 Quotation Analysis Sales & Distribution Analysis Module Reference Quotation Analysis 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 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 44 Quotation Analysis reports 2013 MicroStrategy, Inc.

75 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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 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 MicroStrategy, Inc. Quotation Analysis reports 45

76 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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. 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. 46 Quotation Analysis reports 2013 MicroStrategy, Inc.

77 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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. 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: 2013 MicroStrategy, Inc. Quotation Analysis reports 47

78 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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. 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 48 Quotation Analysis reports 2013 MicroStrategy, Inc.

79 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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. 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 MicroStrategy, Inc. Quotation Analysis reports 49

80 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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. 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. 50 Quotation Analysis reports 2013 MicroStrategy, Inc.

81 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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: 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 MicroStrategy, Inc. Quotation Analysis reports 51

82 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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 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 52 Quotation Analysis reports 2013 MicroStrategy, Inc.

83 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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. 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 MicroStrategy, Inc. Quotation Analysis reports 53

84 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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. 54 Inquiry to Quotation Conversion reports 2013 MicroStrategy, Inc.

85 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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 MicroStrategy, Inc. Inquiry to Quotation Conversion reports 55

86 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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. Report details 56 Inquiry to Quotation Conversion reports 2013 MicroStrategy, Inc.

87 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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. 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 MicroStrategy, Inc. Inquiry to Quotation Conversion reports 57

88 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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 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. 58 Customer Quotation History reports 2013 MicroStrategy, Inc.

89 Sales & Distribution Analysis Module Reference Quotation Analysis 4 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. 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 MicroStrategy, Inc. Customer Quotation History reports 59

90 4 Quotation Analysis Sales & Distribution Analysis Module Reference 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. You can add a filter qualification using Time to limit the quotations listed to those processed during a selected time period. 60 Customer Quotation History reports 2013 MicroStrategy, Inc.

91 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, page 7. For information on the attributes, metrics, prompts, and filters included in the reports, see Appendix A, Definitions for Objects on Reports: Object Glossaries. Sales Order Analysis area This analysis area helps you analyze the sales order process, which involves customers placing a sales order to purchase materials. 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 2013 MicroStrategy, Inc. Sales Order Analysis area 61

92 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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 184 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. 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. 62 Open Sales Orders reports 2013 MicroStrategy, Inc.

93 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 MicroStrategy, Inc. Open Sales Orders reports 63

94 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 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. 64 Open Sales Orders reports 2013 MicroStrategy, Inc.

95 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 MicroStrategy, Inc. Sales Analysis reports 65

96 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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 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. 66 Sales Analysis reports 2013 MicroStrategy, Inc.

97 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 Report layout and display 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 MicroStrategy, Inc. Sales Analysis reports 67

98 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 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. 68 Sales Analysis reports 2013 MicroStrategy, Inc.

99 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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 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 MicroStrategy, Inc. Sales Analysis reports 69

100 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 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. 70 Sales Analysis reports 2013 MicroStrategy, Inc.

101 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 MicroStrategy, Inc. Sales Analysis reports 71

102 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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: 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. 72 Sales Analysis reports 2013 MicroStrategy, Inc.

103 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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 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 MicroStrategy, Inc. Sales Analysis reports 73

104 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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 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. 74 Customer Sales Analysis reports 2013 MicroStrategy, Inc.

105 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 MicroStrategy, Inc. Customer Sales Analysis reports 75

106 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 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. 76 Customer Sales Analysis reports 2013 MicroStrategy, Inc.

107 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 MicroStrategy, Inc. Customer Sales Analysis reports 77

108 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 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. 78 Customer Sales Analysis reports 2013 MicroStrategy, Inc.

109 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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 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 MicroStrategy, Inc. Material Sales reports 79

110 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 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. 80 Material Sales reports 2013 MicroStrategy, Inc.

111 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 MicroStrategy, Inc. Material Sales reports 81

112 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 82 Material Sales reports 2013 MicroStrategy, Inc.

113 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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 2013 MicroStrategy, Inc. Material Sales reports 83

114 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 84 Material Sales reports 2013 MicroStrategy, Inc.

115 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. Material Division Contribution to Monthly Sales This report displays measurements of the contribution of each company s material divisions to overall sales MicroStrategy, Inc. Material Sales reports 85

116 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 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. 86 Material Sales reports 2013 MicroStrategy, Inc.

117 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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, page 38 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. Report layout and display The page-by Product Hierarchy Level option consolidates information for the selected hierarchy level MicroStrategy, Inc. Material Sales reports 87

118 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 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. 88 Material Sales reports 2013 MicroStrategy, Inc.

119 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 2013 MicroStrategy, Inc. Material Sales reports 89

120 5 Sales Order Analysis Sales & Distribution Analysis Module Reference Product managers can use this report to identify top materials each quarter, including details such as the number of transactions and total quantities. 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. 90 Material Sales reports 2013 MicroStrategy, Inc.

121 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 MicroStrategy, Inc. Material Sales reports 91

122 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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 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 92 Quotation-to-Sales Order Conversion reports 2013 MicroStrategy, Inc.

123 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 Executives can use this report to identify overall performance trends for quotation-to-sales order conversions. 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. 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 MicroStrategy, Inc. Quotation-to-Sales Order Conversion reports 93

124 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 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: 94 Quotation-to-Sales Order Conversion reports 2013 MicroStrategy, Inc.

125 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 MicroStrategy, Inc. Quotation-to-Sales Order Conversion reports 95

126 5 Sales Order Analysis Sales & Distribution Analysis Module Reference Report layout and display The page-by Quarter option consolidates information for the selected quarter. 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. 96 Quotation-to-Sales Order Conversion reports 2013 MicroStrategy, Inc.

127 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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. 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 MicroStrategy, Inc. Quotation-to-Sales Order Conversion reports 97

128 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 98 Customer Sales Order History reports 2013 MicroStrategy, Inc.

129 Sales & Distribution Analysis Module Reference Sales Order Analysis 5 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 Report details Qualification: You are prompted to select a customer to analyze MicroStrategy, Inc. Customer Sales Order History reports 99

130 5 Sales Order Analysis Sales & Distribution Analysis Module Reference 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. 100 Customer Sales Order History reports 2013 MicroStrategy, Inc.

131 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, page 7. For information on the attributes, metrics, prompts, and filters included in the reports, see Appendix A, Definitions for Objects on Reports: Object Glossaries. 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 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 MicroStrategy, Inc. Delivery Analysis area 101

132 6 Delivery Analysis Sales & Distribution Analysis Module Reference 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 192 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. 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) 102 Open Deliveries reports 2013 MicroStrategy, Inc.

133 Sales & Distribution Analysis Module Reference Delivery Analysis 6 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 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 2013 MicroStrategy, Inc. Open Deliveries reports 103

134 6 Delivery Analysis Sales & Distribution Analysis Module Reference 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. 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. 104 Open Deliveries reports 2013 MicroStrategy, Inc.

135 Sales & Distribution Analysis Module Reference Delivery Analysis 6 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. 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 2013 MicroStrategy, Inc. Outbound Delivery Analysis reports 105

136 6 Delivery Analysis Sales & Distribution Analysis Module Reference 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. 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. 106 Outbound Delivery Analysis reports 2013 MicroStrategy, Inc.

137 Sales & Distribution Analysis Module Reference Delivery Analysis 6 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. 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 MicroStrategy, Inc. Outbound Delivery Analysis reports 107

138 6 Delivery Analysis Sales & Distribution Analysis Module Reference 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. Report layout and display 108 Outbound Delivery Analysis reports 2013 MicroStrategy, Inc.

139 Sales & Distribution Analysis Module Reference Delivery Analysis 6 The report appears as two graphs, one for processing times and one for delivery delays. Scroll down to display the second graph MicroStrategy, Inc. Outbound Delivery Analysis reports 109

140 6 Delivery Analysis Sales & Distribution Analysis Module Reference 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. 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 110 Outbound Delivery Analysis reports 2013 MicroStrategy, Inc.

141 Sales & Distribution Analysis Module Reference Delivery Analysis 6 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. 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 MicroStrategy, Inc. Outbound Delivery Analysis reports 111

142 6 Delivery Analysis Sales & Distribution Analysis Module Reference Report layout and display The page-by Material option summarizes contributions for the selected material. 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. 112 Outbound Delivery Analysis reports 2013 MicroStrategy, Inc.

143 Sales & Distribution Analysis Module Reference Delivery Analysis 6 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. 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 2013 MicroStrategy, Inc. Outbound Delivery Analysis reports 113

144 6 Delivery Analysis Sales & Distribution Analysis Module Reference bottlenecks delivering goods to customer regions, and can trigger actions to reduce the time required to deliver goods and to eliminate delays. 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. 114 Outbound Delivery Analysis reports 2013 MicroStrategy, Inc.

145 Sales & Distribution Analysis Module Reference Delivery Analysis 6 Drill path: You can drill to Month or customer characteristics. 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 MicroStrategy, Inc. Customer Delivery History reports 115

146 6 Delivery Analysis Sales & Distribution Analysis Module Reference 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. 116 Customer Delivery History reports 2013 MicroStrategy, Inc.

147 Sales & Distribution Analysis Module Reference Delivery Analysis 6 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. Usage scenarios 2013 MicroStrategy, Inc. Customer Delivery History reports 117

148 6 Delivery Analysis Sales & Distribution Analysis Module Reference 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. 118 Customer Delivery History reports 2013 MicroStrategy, Inc.

149 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, page 7. For information on the attributes, metrics, prompts, and filters included in the reports, see Appendix A, Definitions for Objects on Reports: Object Glossaries. 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 MicroStrategy, Inc. Sales and Delivery Service Analysis area 119

150 7 Sales and Delivery Service Analysis Sales & Distribution Analysis Module Reference 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. Backlog Analysis 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. 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 120 Backlog Analysis reports 2013 MicroStrategy, Inc.

151 Sales & Distribution Analysis Module Reference Sales and Delivery Service Analysis 7 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). 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 MicroStrategy, Inc. Backlog Analysis reports 121

152 7 Sales and Delivery Service Analysis Sales & Distribution Analysis Module Reference 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). 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. 122 Backlog Analysis reports 2013 MicroStrategy, Inc.

153 Sales & Distribution Analysis Module Reference Sales and Delivery Service Analysis 7 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. 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 MicroStrategy, Inc. Delivery Service reports 123

154 7 Sales and Delivery Service Analysis Sales & Distribution Analysis Module Reference 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. Report layout and display The page-by Quarter option summarizes data for the selected quarter. Report details 124 Delivery Service reports 2013 MicroStrategy, Inc.

155 Sales & Distribution Analysis Module Reference Sales and Delivery Service Analysis 7 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. 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 MicroStrategy, Inc. Delivery Service reports 125

156 7 Sales and Delivery Service Analysis Sales & Distribution Analysis Module Reference 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. 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. 126 Delivery Service reports 2013 MicroStrategy, Inc.

157 Sales & Distribution Analysis Module Reference Sales and Delivery Service Analysis 7 Report layout and display The page-by Quarter option summarizes incorrect material deliveries for the selected quarter. Report details Qualification: 2013 MicroStrategy, Inc. Delivery Service reports 127

158 7 Sales and Delivery Service Analysis Sales & Distribution Analysis Module Reference 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 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. 128 Delivery Service reports 2013 MicroStrategy, Inc.

159 Sales & Distribution Analysis Module Reference Sales and Delivery Service Analysis 7 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 MicroStrategy, Inc. Delivery Service reports 129

160 7 Sales and Delivery Service Analysis Sales & Distribution Analysis Module Reference 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. Returns Analysis reports This analysis area focuses on returns activity and identifies patterns based on material or shipping point. 130 Returns Analysis reports 2013 MicroStrategy, Inc.

161 Sales & Distribution Analysis Module Reference Sales and Delivery Service Analysis 7 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 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 MicroStrategy, Inc. Returns Analysis reports 131

162 7 Sales and Delivery Service Analysis Sales & Distribution Analysis Module Reference 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. 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. 132 Returns Analysis reports 2013 MicroStrategy, Inc.

163 Sales & Distribution Analysis Module Reference Sales and Delivery Service Analysis 7 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. 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 MicroStrategy, Inc. Returns Analysis reports 133

164 7 Sales and Delivery Service Analysis Sales & Distribution Analysis Module Reference 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. 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 134 Returns Analysis reports 2013 MicroStrategy, Inc.

165 Sales & Distribution Analysis Module Reference Sales and Delivery Service Analysis 7 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. 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 MicroStrategy, Inc. Returns Analysis reports 135

166 7 Sales and Delivery Service Analysis Sales & Distribution Analysis Module Reference 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. 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. 136 Returns Analysis reports 2013 MicroStrategy, Inc.

167 A A.DEFINITIONS FOR OBJECTS ON REPORTS: 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 Quotation metrics Sales Order metrics 2013 MicroStrategy, Inc. Metrics glossary 137

168 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference 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 Sales Documents Sales Document Items Customers with Sales Documents Net Item Amount Item Cost Formula 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. 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. 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. 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. 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. 138 Metrics glossary 2013 MicroStrategy, Inc.

169 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Base Formula Item Quantity (Base Units) Net Item Price (Base Units) Item Ordered Quantity Delivered (Base Units) Backlog Item Quantity (Base Units) Backlog Net Item Amount Formula 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. 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. 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. 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. 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 MicroStrategy, Inc. Metrics glossary 139

170 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Delivery Document base formulas The following base formulas define the base calculations used for delivery document metrics. Base Formula Delivery Documents Delivery Document Items Confirmed Delivery Quantity (Base Units) Delivered Quantity (Base Units) Average Transportation Time (Days) Average Total Delivery Time (Days) Average Shipping Processing Time (Days) Average Packing Time (Days) Formula 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. 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. 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. 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. 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. 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. 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. 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. 140 Metrics glossary 2013 MicroStrategy, Inc.

171 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Base Formula Average Loading Time (Days) Average Delay between Confirmed and Actual Delivery Date (Days) Average Delay between Requested and Confirmed Delivery Date (Days) Average Delay between Requested and Actual Delivery Date (Days) Average Delay between Planned and Issued Date (Days) Formula 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. 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. 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. 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. 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. Inquiry metrics This section lists all the metrics used to define Inquiry reports. Metric/KPI Description Formula Inquiries Inquiries Previous Month % Change Inquiries vs. Previous Month Number of customer inquiries Same as Inquiries but calculated for the month prior to the one selected Inquiries generated one month compared to the previous month, and the percentage change [Sales Documents] {~} <Inquiries> Conditional metric with base formula [Sales Documents] and filter Inquiries [Sales Documents] {~} <Inquiries> [Previous Month] Conditional-transformation metric with base formula [Sales Documents], filter Inquiries and transformation Previous Month ( * Inquiries) - (( * [Inquiries Previous Month]) / ( * [Inquiries Previous Month]))) Compound metric 2013 MicroStrategy, Inc. Metrics glossary 141

172 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Metric/KPI Description Formula Inquiry Items Inquiry Items Previous Month % Change Inquiries Items vs. Previous Month Average Number of Items per Inquiry Inquiries Quantity (Base Units) Inquiries Quantity (Base Units) Previous Month % Change Inquiry Quantity vs. Previous Month Average Quantity per Inquiry Item Inquiries (Total for All Customer Regions) % Contribution to Total Inquiries for All Customer Regions Number of items for an inquiry Same as Inquiry Items but calculated for the month prior to the one selected Inquiry items generated one month compared to the previous month, and the percentage change Average number of items per inquiry Quantity in sales units for an inquiry item Same as Inquiries Quantity (Base Units) but calculated for the month prior to the one selected Inquiry quantity for one month compared to the previous month, and the percentage change Average quantity per inquiry item Total number of inquiries for all the customer regions Weight of each customer region on the total number of inquiries for all regions. Note: See Contribution metrics ported to a database, page 158 for modifying metrics for different databases. [Sales Document Items] {~} <Inquiries> Conditional metric with base formula [Sales Document Items] and filter Inquiries [Sales Document Items] {~} <Inquiries> [Previous Month] Conditional-transformation metric with base formula [Sales Document Items], filter Inquiries, and transformation Previous Month ((( * [Inquiry Items]) - ( * [Inquiry Items Previous Month])) / ( * [Inquiry Items Previous Month])) Compound metric ([Sales Document Items] {~} <Inquiries> / [Sales Documents] {~} <Inquiries>) Compound metric [Item Quantity (Base Units)] {~} <Inquiries> Conditional metric with base formula [Item Quantity (Base Units)] and filter Inquiries [Item Quantity (Base Units)] {~} <Inquiries> [Previous Month] Conditional-transformation metric with base formula [Item Quantity (Base Units)], filter Inquiries, and transformation Previous Month ((( * [Inquiries Quantity (Base Units)]) - ( * [Inquiries Quantity (Base Units) Previous Month])) / ( * [Inquiries Quantity (Base Units) Previous Month])) Compound metric ([Inquiries Quantity (Base Units)] / [Inquiry Items]) Compound metric [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). (( * Inquiries) / ( * [Inquiries (Total for All Customer Regions)])) Compound metric 142 Metrics glossary 2013 MicroStrategy, Inc.

173 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Quotation metrics This section lists all the metrics used to define Quotation reports. Metric/KPI Description Formula Quotations Quotations Previous Month % Change Quotations vs. Previous Month Number of quotations (sales documents with type equal to Quotation ) Same as Quotations but calculated for the month prior to the one selected Quotations generated for a month compared to the previous month, and the percentage change [Sales Documents] {~} <Quotations> Conditional metric with base formula [Sales Documents] and filter Quotations [Sales Documents] {~} <Quotations> [Previous Month] Conditional-transformation metric with base formula [Sales Documents], filter Quotations, and transformation Previous Month ((( * Quotations) - ( * [Quotations Previous Month])) / ( * [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 Quotations from Inquiries Quotations Not from Inquiries % Quotations from Inquiries vs. Total Quotations Conversion Rate (Inquiry to Quotation) Quotations Items from Inquiries Average number of items per quotation Number of quotations that originate from an inquiry Number of quotations that do not have an inquiry as a preceding document Percentage of all quotations that originate from inquiries Percentage of all inquiries that are converted into quotations for a given time period Number of quotation items that originate from inquiries ([Sales Document Items] {~} <Quotations> / [Sales Documents] {~} <Quotations>) Compound metric [Sales Documents] {~} <[Quotations from Inquiries]> Conditional metric with base formula [Sales Documents] and filter Quotations from Inquiries (Quotations - [Quotations from Inquiries]) Compound metric (( * [Quotations from Inquiries]) / ( * Quotations)) Compound metric (( * [Quotations from Inquiries]) / ( * Inquiries)) Compound metric [Sales Document Items] {~} <[Quotations from Inquiries]> Conditional metric with base formula [Sales Document Items] and filter Quotations from Inquiries 2013 MicroStrategy, Inc. Metrics glossary 143

174 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Metric/KPI Description Formula Conversion Rate Items (Inquiry to Quotation) Quotations Quantity (Base Units) Average Quantity (Base Units) per Quotation Item Net Quotation Amount Average Net Amount per Quotation Average Net Amount per Quotation Item Net Quotation Amount Previous Month % Change Net Amount Quotations vs. Previous Month Net Quotation Amount (Total for All Distribution Channels) % Contribution to Total Net Quotation Amount for All Distribution Channels Percentage of all inquiry items that are converted into quotation items for a given time period Quantity associated with a quotation item Average quantity per quotation item Net amount for quotations Average net amount per quotation Average net amount per quotation item Same as Net Quotation Amount but calculated for the month prior to the one selected Net amount for one month compared to the previous month, and the percentage change Net quotation amount aggregated for all distribution channels Net quotation amount compared to the aggregated amount for all the distribution channels. Note: See Contribution metrics ported to a database, page 158 for modifying metrics for different databases. (( * [Quotation Items from Inquiries]) / ( * [Inquiry Items])) Compound metric [Item Quantity (Base Units)] {~} <Quotations> Conditional metric with base formula [Item Quantity (Base Units)] and filter Quotations ([Quotations Quantity (Base Units)] / [Quotation Items]) Compound metric [Net Item Amount] {~} <Quotations> Conditional metric with base formula [Net Item Amount] and filter Quotations ([Net Quotation Amount] / Quotations) Compound metric ([Net Quotation Amount] / [Quotation Items]) Compound metric [Net Item Amount] {~} <Quotations> [Previous Month] Conditional-transformation metric with base formula [Net Item Amount], filter Quotations, and transformation Previous Month (([Net Quotation Amount] - [Net Quotation Amount Previous Month]) / [Net Quotation Amount Previous Month]) Compound metric [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) ([Net Quotation Amount] / [Net Quotation Amount (Total for All Distribution Channels)]) Compound metric 144 Metrics glossary 2013 MicroStrategy, Inc.

175 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Metric/KPI Description Formula Net Quotation Amount (Total for Product Hierarchy Level 1) % Contribution to Product Level 1 Net Quotation Amount Net Quotation Amount (Total for Product Hierarchy Level 2) % Contribution to Product Level 2 Net Quotation Amount Rejected Quotation Items % Rejected Items vs. Quotation Items Net Amount Rejected Quotation Items Net quotation amount aggregated for all elements of Product Hierarchy Level 1 that are children of a given Level 2 element 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, page 158 for modifying metrics for different databases. Net quotation amount aggregated for all elements in level 2 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, page 158 for modifying metrics for different databases. Number of quotation items with an item status of Rejected Percentage of rejected items compared to the total number of quotation items Net amount for those quotation items that have been rejected [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) ([Net Quotation Amount] / [Net Quotation Amount (Total for Product Hierarchy Level 1)]) Compound metric [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) ([Net Quotation Amount] / [Net Quotation Amount (Total for Product Hierarchy Level 2)]) Compound metric [Sales Document Items] {~} <[Rejected Quotation Items]> Conditional metric with base formula [Sales Document Items] and filter Rejected Quotation Items (( * [Rejected Quotation Items]) / ( * [Quotation Items])) Compound metric [Net Item Amount] {~} <[Rejected Quotation Items]> Conditional metric with base formula [Net Item Amount] and filter Rejected Quotation Items 2013 MicroStrategy, Inc. Metrics glossary 145

176 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference 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 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 % Change Sales Orders vs. Previous Month Sales Orders Previous Quarter % Change Sales Orders vs. Previous Quarter Sales Orders from Quotations Sales Orders Not from Quotations Number of sales orders, calculated for the month prior to the one selected Sales orders generated one month compared to the previous month, and the percentage change Number of sales orders, calculated for the quarter prior to the one selected Sales orders generated one quarter compared to the previous quarter, and the percentage change Number of sales orders generated from a quotation Number of sales orders that do not have a quotation as the preceding document [Sales Documents] {~} <[Sales Orders]> [Previous Month] Conditional-transformation metric with base formula [Sales Documents], filter Sales Orders, and transformation Previous Month ((( * [Sales Orders]) - ( * [Sales Orders Previous Month])) / ( * [Sales Orders Previous Month]) Compound metric [Sales Documents] {~} <[Sales Orders]> [Previous Quarter] Conditional-transformation metric with base formula [Sales Documents], filter Sales Orders, and transformation Previous Quarter ((( * [Sales Orders]) - ( * [Sales Orders Previous Quarter])) / ( * [Sales Orders Previous Quarter])) Compound metric [Sales Documents] {~} <[Sales Orders from Quotations]> Conditional metric with base formula [Sales Documents] and filter Sales Orders from Quotations ([Sales Orders] - [Sales Orders from Quotations]) Compound metric 146 Metrics glossary 2013 MicroStrategy, Inc.

177 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Metric/KPI Description Formula Conversion Rate (Quotation to Sales Order) % Sales Orders from Quotations vs. Total Sales Orders Percentage of all quotations that are converted into sales orders for a given time period Percentage of sales orders from quotations compared to all sales orders ([Sales Orders from Quotations] / Quotations) Compound metric (( * [Sales Orders from Quotations]) / ( * [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 Sales Order Items Previous Month % Change Sales Order Items vs. Previous Month Sales Order Items from Quotations Conversion Rate Items (Quotation to Sales Order) Average Number of Items per Sales Order Number of sales order items, calculated for the month prior to the one selected Sales orders items generated one month compared to the previous month, and the percentage change Number of sales order items generated from a quotation item Percentage of all quotation items that are converted into sales order items for a given time period Average number of sales order items per sales order [Sales Document Items] {~} <[Sales Orders]> [Previous Month] Conditional-transformation metric with base formula [Sales Document Items], filter Sales Orders and transformation Previous Month ((( * [Sales Order Items]) - ( * [Sales Order Items Previous Month])) / ( * [Sales Order Items Previous Month])) Compound metric [Sales Document Items] {~} <[Sales Orders from Quotations]> Conditional metric with base formula [Sales Document Items] and filter Sales Orders from Quotations (( * [Sales Order Items from Quotations]) / ( * [Quotation Items])) Compound metric ([Sales Document Items] {~} <[Sales Orders]> / [Sales Documents] {~} <[Sales Orders]>) Compound metric Amounts and Quantities metrics Metric/KPI Description Formula Sales Orders Quantity (Base Units) Average Quantity per Sales Order Item Sales order quantity measured in base units Average quantity per sales order item [Item Quantity (Base Units)] {~} <[Sales Orders]> Conditional metric with base formula [Sales Documents] and filter Sales Orders ([Sales Orders Quantity (Base Units)] / [Sales Order Items]) Compound metric 2013 MicroStrategy, Inc. Metrics glossary 147

178 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Metric/KPI Description Formula Net Price Sales Orders (Base Units) Net Price Sales Orders (Base Units) Previous Month % Change Net Price vs. Previous Month Net Sales Order Amount Net Sales Order Amount Previous Month % Change Net Sales Order Amount vs. Previous Month Net Sales Order Amount Previous Quarter % Change Net Sales Order Amount vs. Previous Quarter Average Net Amount per Sales Order Average Net Amount per Sales Order Previous Month 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 Same as Net Price Sales Orders (Base Units) but calculated for the month prior to the one selected Sales orders net price for one month compared to the previous month, and the percentage change Net amount for sales orders Net amount for sales orders but calculated for the month prior to the one selected Sales orders net amount for one month compared to the previous month, and the percentage change Net amount for sales orders but calculated for the quarter prior to the one selected Sales orders net amount for one quarter compared to the previous quarter, and the percentage change Average net amount per sales order Average net amount per sales order, calculated for the month prior to the one selected [Net Item Price (Base Units)] {~} <[Sales Orders]> Conditional metric with base formula [Net Item Price (Base Units)] and filter Sales Orders [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 (([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 Item Amount] {~} <[Sales Orders]> Conditional metric with base formula [Net Item Amount] and filter Sales Orders [Net Item Amount] {~} <[Sales Orders]> [Previous Month] Conditional-transformation metric with base formula [Net Item Amount], filter Sales Orders, and transformation Previous Month (([Net Sales Order Amount] - [Net Sales Order Amount Previous Month]) / [Net Sales Order Amount Previous Month]) Compound metric [Net Item Amount] {~} <[Sales Orders]> [Previous Quarter] Conditional-transformation metric with base formula [Net Item Amount], filter Sales Orders and transformation Previous Quarter (([Net Sales Order Amount] - [Net Sales Order Amount Previous Quarter]) / [Net Sales Order Amount Previous Quarter]) Compound metric ([Net Sales Order Amount] / [Sales Orders]) Compound metric ([Net Sales Order Amount Previous Month] / [Sales Orders Previous Month]) Compound metric 148 Metrics glossary 2013 MicroStrategy, Inc.

179 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Metric/KPI Description Formula % Change Average Net Sales Order Amount vs. Previous Month Average Net Amount per Sales Order Item Net Sales Order Amount from Quotations Conversion Rate Net Amount (Quotation to Sales Order) Net Sales Order Amount (Total for All Material Divisions) % Contribution to Total Net Sales Order Amount for All Material Divisions Net Sales Order Amount (Total for Sales Office) % Contribution to Sales Office Net Sales Order Amount Average net amount per sales order for one month compared to the previous month, and the percentage change Average net amount per sales order item Net amount for those sales orders that have a quotation as the preceding document Percentage of all quotation amounts that are converted into sales order amounts for a given time period Net amount summarized 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 amount summarized for all sales offices 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. (([Average Net Amount per Sales Order] - [Average Net Amount per Sales Order Previous Month]) / [Average Net Amount per Sales Order Previous Month]) Compound metric ([Net Sales Order Amount] / [Sales Order Items]) Compound metric [Net Item Amount] {~} <[Sales Orders from Quotations]> Conditional metric with base formula [Net Item Amount] and filter Sales Orders from Quotations ([Net Sales Order Amount from Quotations] / [Net Quotation Amount]) Compound metric [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) ([Net Sales Order Amount] / [Net Sales Order Amount (Total for All Material Divisions)]) Compound metric [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) ([Net Sales Order Amount] / [Net Sales Order Amount (Total for Sales Office)]) Compound metric 2013 MicroStrategy, Inc. Metrics glossary 149

180 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Metric/KPI Description Formula Net Sales Order Amount (Total for Sales Office) Previous Month % Contribution to Sales Office Net Sales Order Amount Previous Month Contribution Monthly Trend Cost Sales Orders Cost Sales Orders Previous Month Net Margin Sales Orders % Net Margin Sales Orders % Net Margin Sales Orders Previous Month Net amount summarized for all sales offices, calculated for the month prior to the one selected 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. Sales office contributions compared month to month. Note: See the Contribution metrics ported to a database section below for modifying metrics for different databases. Cost associated with sales orders Cost associated with sales orders, calculated for the month prior to the one selected Net margin associated with sales order Net margin percentage calculated by dividing net margin by cost sales orders Same as % Net Margin Sales Orders but 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) ([Net Sales Order Amount Previous Month] / [Net Sales Order Amount (Total for Sales Office) Previous Month]) Compound metric (([% 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]) [Item Cost] {~} <[Sales Orders]> Conditional metric with base formula [Item Cost] and filter Sales Orders [Item Cost] {~} <[Sales Orders]> [Previous Month] Conditional-transformation metric with base formula [Item Cost], filter Sales Orders, and transformation Previous Month ([Net Sales Order Amount] - [Cost Sales Orders]) Compound metric (([Net Sales Order Amount] - [Cost Sales Orders]) / [Net Sales Order Amount]) Compound metric (([Net Sales Order Amount Previous Month] - [Cost Sales Orders Previous Month]) / [Net Sales Order Amount Previous Month]) Compound metric 150 Metrics glossary 2013 MicroStrategy, Inc.

181 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Metric/KPI Description Formula % Change Net Margin vs. Previous Month Average Net Margin per Sales Order Percentage margin compared month to month Average margin (absolute values) by sales order (([% Net Margin Sales Orders] - [% Net Margin Sales Orders Previous Month]) / [% Net Margin Sales Orders Previous Month]) Compound metric ([Net Margin Sales Orders] / [Sales Orders]) Compound metric Customer metrics Metric/KPI Description Formula Customers with Sales Orders Customers with Sales Orders Two Quarters % Customers with Sales Orders Two Quarters Registered Customers % Customers with Sales Orders vs. Registered Customers Net Sales Order Amount from Customers with Sales Orders Two Quarters Number of customers with sales orders for a given time period Number of customers that had sales orders during two consecutive quarters Percentage of customers with sales orders that also had sales orders the previous quarter Number of customers in the table L_CUSTOMER (this metric does not consider when they become customers) Percentage of customers that had sales orders compared to the entire customer base Sales amounts from customers with sales in two consecutive quarters [Customers with Sales Documents] {~} <[Sales Orders]> Conditional metric with base formula [Customers with Sales Documents] and filter Sales Orders [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] / [Customers with Sales Orders]) Compound metric Count(Customer) {~} ([Customers with Sales Orders] / [Registered Customers]) Compound metric [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 2013 MicroStrategy, Inc. Metrics glossary 151

182 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Metric/KPI Description Formula % Net Amount from Customers with Sales Orders Two Quarters Average Number of Orders per Customer Average Net Sales Order Amount per Customer Percentage representing the net amount from customers with sales in two consecutive quarters compared to total sales in the quarter Average number of orders for those customers with sales orders Average net amount for those customers with sales orders ([Net Sales Order Amount from Customers with Sales Orders two Quarters] / [Net Sales Order Amount]) Compound metric ([Sales Orders] / [Customers with Sales Orders]) Compound metric ([Net Sales Order Amount] / [Customers with Sales Orders]) Compound metric Delivery metrics This section lists all the metrics used to define Delivery reports. Metric/KPI Description Formula Outbound Deliveries Outbound Deliveries Previous Month % Change Outbound Deliveries vs. Previous Month Outbound Delivery Items Number of outbound deliveries Same as Outbound Deliveries but calculated for the month prior to the one selected Number of outbound deliveries month to month Number of outbound delivery items [Delivery Documents] {~} <[Outbound Deliveries]> Conditional metric with base formula [Delivery Documents] and filter Outbound Deliveries [Delivery Documents] {~} <[Outbound Deliveries]> [Previous Month] Conditional-transformation metric with base formula [Delivery Documents], filter Outbound Deliveries, and transformation Previous Month (([Outbound Deliveries] - [Outbound Deliveries Previous Month]) / [Outbound Deliveries Previous Month]) Compound metric [Delivery Document Items] {~} <[Outbound Deliveries]> Conditional metric with base formula [Delivery Document Items] and filter Outbound Deliveries 152 Metrics glossary 2013 MicroStrategy, Inc.

183 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Metric/KPI Description Formula Average Delay Confirmed to Actual Delivery for Outbound Deliveries (Days) Average Delay Planned to Actual Goods Issue for Outbound Deliveries (Days) Average Delay Requested to Actual Delivery for Outbound Deliveries (Days) Average Delay Requested to Confirmed Delivery for Outbound Deliveries (Days) Average Loading Time for Outbound Deliveries (Days) Average Shipping Processing Time for Outbound Deliveries (Days) Average Transportation Time 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 for outbound deliveries between the date when goods are planned for issue and the actual issue date (in days) Average delay for outbound deliveries between the requested day for delivery and the actual delivery date (in days) Average delay for outbound deliveries between the requested date and the date when goods are confirmed for arrival (measured in days) Average time from when materials are packaged until they are issued (measured in days) Average time from when materials are available until they are issued (measured in days) Average time from when materials are issued until they reach 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 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 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 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 (Days)] {~} <[Outbound Deliveries]> Conditional metric with base formula [Average Loading Time (Days)] and filter Outbound Deliveries [Average Shipping Processing Time (Days)] {~} <[Outbound Deliveries]> Conditional metric with base formula [Average Shipping Processing Time (Days)] and filter Outbound Deliveries [Average Transportation Time (Days)] {~} <[Outbound Deliveries]> Conditional metric with base formula [Average Transportation Time (Days)] and filter Outbound Deliveries 2013 MicroStrategy, Inc. Metrics glossary 153

184 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Metric/KPI Description Formula Average Total Delivery Time for Outbound Deliveries (Days) Average Total Delivery Time for Outbound Deliveries Previous Month (Days) % Change Total Delivery Time (Outbound Deliveries) vs. Previous Month Delivered Quantity (Base Units) for Outbound Deliveries Total delivery time from when materials are available until they reach the customer site (measured in days) Same as Average Total Delivery Time for Outbound Deliveries (Days) but calculated for the month prior to the one selected Number of outbound deliveries month to month Delivered quantity for outbound deliveries (measured in material base units) [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 (Days)] {~} <[Outbound Deliveries]> [Previous Month] Conditional-transformation metric with base formula [Average Total Delivery Time (Days)], filter Outbound Deliveries, and transformation Previous 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)] {~} <[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 Average Delivered Quantity per Outbound Delivery Item Confirmed Delivery Quantity (Base Units) for Outbound Deliveries Material s contribution to total quantities delivered. Note: See the Contribution metrics ported to a database section below for modifying metrics for different databases. Average quantity delivered per outbound delivery item Confirmed delivery quantity for outbound deliveries (measured in material base units) ([Delivered Quantity (Base Units) for Outbound Deliveries] / [Delivered Quantity (Base Units) for Outbound Deliveries (Total for Material)]) Compound metric ([Delivered Quantity (Base Units) for Outbound Deliveries] / [Outbound Delivery Items]) Compound metric [Confirmed Delivery Quantity (Base Units)] {~} <[Outbound Deliveries]> Conditional metric with base formula [Confirmed Delivery Quantity (Base Units)] and filter Outbound Deliveries 154 Metrics glossary 2013 MicroStrategy, Inc.

185 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Metric/KPI Description Formula Delivered Quantity (Base Units) Confirmed Delivery Quantity (Base Units) Quantity delivered; generic for all types of delivery documents Confirmed quantity delivered; generic for all types of delivery documents [Delivered Quantity (Base Units)] {~} [Confirmed Delivery Quantity (Base Units)] {~} Sales and Delivery Service metrics This section lists all the metrics used to define Sales and Delivery Service reports. Metric/KPI Description Formula Delivery Items Delivery Items (with Correct Quantity Delivered) Delivery Items (with Incorrect Quantity Delivered) % Delivery Items with Incorrect Quantity Delivered vs.total Delivery Items (Delivered On Time) Number of delivery items for any type of delivery document Number of delivery items for any type of delivery document where delivery and confirmed quantity is equal Number of delivery items for any type of delivery document where delivery and confirmed quantity is different Percentage of delivery items with incorrect quantity compared to the total number of delivery items Number of delivery items for any type of delivery document where items were delivered on the confirmed delivery date [Delivery Document Items] {~} [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 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)]) / (( * [Delivery Items (with Correct Quantity Delivered)]) + ( * [Delivery Items (with Incorrect Quantity Delivered)]))) Compound metric [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 2013 MicroStrategy, Inc. Metrics glossary 155

186 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Metric/KPI Description Formula Delivery Items (Delivered Late) % Delivery Items Delivered Late vs.total Difference Confirmed to Delivery Quantity Returns Return Items Rejected Return Items Accepted Return Items % Accepted Return Items vs. Total Return Items % Accepted Return Items vs. Total Sales Order Items Number of delivery items for any type of delivery document where items were delivered later than the confirmed delivery date Percentage of the total delivery items that were delivered late Difference between confirmed delivery quantity and actual delivery quantity Number of sales documents of type returns Number of sales document items of type returns Number of sales document items of type Returns and with an item status of Rejected Number of sales document items of type Returns and with an item status of Complete Percentage of total return items that have been accepted Percentage of accepted return items compared to the total number of sales order items [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)] / [Delivery Items]) Compound metric ([Confirmed Delivery Quantity (Base Units)] {~} - [Delivered Quantity (Base Units)] {~} ) Compound metric [Sales Documents] {~} <Returns> Conditional metric with base formula [Sales Documents] and filter Returns [Sales Document Items] {~} <Returns> Conditional metric with base formula [Sales Document Items] and filter Returns [Sales Document Items] {~} <[Rejected Return Items]> Conditional metric with base formula [Sales Documents] and filter Rejected Return Items [Sales Document Items] {~} <[Accepted Return Items]> Conditional metric with base formula [Sales Documents] and filter Accepted Return Items ((( * [Return Items]) - ( * [Rejected Return Items])) / ( * [Return Items])) Compound metric (( * [Accepted Return Items]) / ( * [Sales Order Items])) Compound metric 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 156 Metrics glossary 2013 MicroStrategy, Inc.

187 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Metric/KPI Description Formula Return Deliveries % Return Deliveries vs. Outbound Deliveries Delivered Quantity (Base Units) for Return Deliveries % Quantity for Return Deliveries vs. Total for Outbound Deliveries Net Return Amount Net Amount Rejected Return Items Net Amount Accepted Return Items % Accepted Net Return Amount vs. Net Sales Order Amount % Quantity for Outbound Deliveries vs. Quantity Sales Orders Order Quantity Delivered (Base Units) Number of delivery documents of type Return Deliveries Total number of outbound deliveries compared to return deliveries Delivered quantity for delivery documents of type Return Deliveries Quantity of return deliveries compared to the quantity of outbound deliveries Net amount for sales documents of type Returns Net amount for all return items with a status of Rejected Net amount for all return items that were accepted Net amount of returns compared to the net amount of sales orders Quantity delivered in one period of time compared to the quantity sold in the same period Sold quantity that has already been delivered [Delivery Documents] {~} <[Return Deliveries]> Conditional metric with base formula [Delivery Documents] and filter Return Deliveries (( * [Return Deliveries]) / ( * [Outbound Deliveries])) Compound metric [Delivered Quantity (Base Units)] {~} <[Return Deliveries]> Conditional metric with base formula [Delivered Quantity (Base Units)] and filter Return Deliveries ([Delivered Quantity (Base Units) for Return Deliveries] / [Delivered Quantity (Base Units) for Outbound Deliveries]) Compound metric [Net Item Amount] {~} <Returns> Conditional metric with base formula [Net Item Amount] and filter Returns [Net Item Amount] {~} <[Rejected Return Items]> Conditional metric with base formula [Net Item Amount] and filter Reject Return Items [Net Item Amount] {~} <[Accepted Return Items]> Conditional metric with base formula [Net Item Amount] and filter Accepted Return Items ([Net Amount Accepted Return Items] / [Net Sales Order Amount]) Compound metric ([Delivered Quantity (Base Units) for Outbound Deliveries] / [Sales Orders Quantity (Base Units)]) Compound metric [Item Ordered Quantity Delivered (Base Units)] {~} <[Sales Orders]> Conditional metric with base formula [Item Ordered Quantity Delivered] and filter Sales Orders 2013 MicroStrategy, Inc. Metrics glossary 157

188 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Metric/KPI Description Formula Backlog Quantity (Base Units) Fulfillment Rate (Quantity) % Backlog vs. Ordered Quantity Backlog Net Amount Fulfillment Rate (Net Amount) Quantity pending delivery for sales orders Proportion of quantities that have already been delivered, for those sales orders with some pending delivery Backlog quantities of sales orders with pending deliveries compared to the ordered quantities Net amount of the quantities pending delivery for sales orders Fulfillment rate based on the net amount of backlog quantities, for those sales orders with some pending delivery [Backlog Item Quantity (Base Units)] {~} <[Sales Orders]> Conditional metric with base formula [Backlog Item Quantity (Base Units)] and filter Sales Orders ([Order Quantity Delivered (Base Units)] / [Sales Orders Quantity (Base Units)]) Compound metric ([Backlog Quantity (Base Units)] / [Sales Orders Quantity (Base Units)]) Compound metric [Backlog Net Item Amount] {~} <[Sales Orders]> Conditional metric with base formula [Backlog Net Item Amount] and filter Sales Orders (1 - ([Backlog Net Amount] / [Net Sales Order Amount])) Compound metric 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)])) 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)])) 158 Metrics glossary 2013 MicroStrategy, Inc.

189 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A 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, page 159 Filters embedded in reports, page 162 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 Inquiries Quotations Reference Doc. Type = Inquiry Quotations from Inquiries Rejected Quotation Items Description Identifies sales documents of type Inquiry. Defined as an attribute qualification: Sales Document Type = Inquiry. Used on conditional metrics. Identifies sales documents of type Quotation. Defined as an attribute qualification: Sales Document Type = Quotation. Used on conditional metrics. 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. 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. 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 MicroStrategy, Inc. Filters glossary 159

190 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Filter Sales Orders Reference Doc. Type = Quotation Sales Orders from Quotations Returns Accepted Return Items Rejected Return Items Outbound Deliveries Return Deliveries Set of Customers with Sales in the Quarter Set of Customers with Sales in the Previous Quarter Description Identifies sales documents of type Standard Sales Order. Defined as an attribute qualification: Sales Document Type = Standard Sales Order. Used on conditional metrics. 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. 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. Identifies sales documents of type Return. Defined as an attribute qualification: Sales Document Type = Return. Used on conditional metrics. 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. 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. 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. Identifies delivery documents of type Returns Delivery. Defined as an attribute qualification: Delivery Document Type = Returns Delivery. Used on conditional metrics. 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. 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. 160 Filters glossary 2013 MicroStrategy, Inc.

191 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Filter Set of Customers with Sales in Two Consecutive Quarters Sales Orders from Set of Customers with Sales in Two Consecutive Quarters Set of Items Delivered Late Set of Items Delivered On Time Set of Items Correctly Delivered Quantities Set of Items Incorrectly Delivered Quantities Description 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. 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. 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. 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. 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. 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 MicroStrategy, Inc. Filters glossary 161

192 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference 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. Filter Open Status (Sales Document) Rank Net Sales Order Amount Top 5 by Quarter Rank Net Sales Order Amount Top 5 Sales Orders by Quarter Rank Net Sales Order Amount Top 5 Sales Orders from Quotations Rank % Net Margin Bottom 3 by Quarter Rank Net Sales Order Amount Top 5 Open Deliveries Issued and Pending Delivery Open Deliveries Pending Goods Issue Description 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. 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. 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. 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. 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. 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. 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. 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. 162 Filters glossary 2013 MicroStrategy, Inc.

193 Sales & Distribution Analysis Module Reference Definitions for Objects on Reports: Object Glossaries A Filter Open Deliveries Pending Material Availability Complete Status (Delivery Document) Outbound Deliveries All Types of Outbound Deliveries Set of Items Incorrectly Delivered Quantities Description 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. 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. 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. 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. 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. 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 Customer Multiple Selections Customer One Selection Material Division One Selection Quarter One Selection Material - One Selection Year One Selection Description Elements prompt: One or more customers must be selected Elements prompt: One customer must be selected Elements prompt: One material division must be selected Elements prompt: One quarter must be selected Elements prompt: One material must be selected Elements prompt: One year must be selected 2013 MicroStrategy, Inc. Prompts glossary 163

194 A Definitions for Objects on Reports: Object Glossaries Sales & Distribution Analysis Module Reference Prompt Select from Product Hierarchy Elements Select Organization Attributes Select Customer Characteristics Select Material Grouping Attributes Description Expression prompt: One or more elements from any level in the Product hierarchy must be selected Object prompt: One or more organization attributes must be selected, and are used in the report template Object prompt: One or more customer characteristics must be selected, and are used in the report template Object prompt: One or more material grouping attributes must be selected, and are used in the report template 164 Prompts glossary 2013 MicroStrategy, Inc.

195 B B.STRUCTURE OF SDAM S BUSINESS LOGIC: 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 to the Sales & Distribution Analysis Module, 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 MicroStrategy, Inc. 165

196 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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 is based on the logical model shipped with the SDAM, and is provided here to give you a general idea of the tables and columns in the logical schema. The logical schema diagram is available in an Erwin file, located in Program Files\MicroStrategy\Analytics Modules\ Sdam\SDAM.er Prerequisites 2013 MicroStrategy, Inc.

197 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Fact tables appear in gray MicroStrategy, Inc. SDAM logical schema 167

198 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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: External Organization: The external organization responsible for selling materials Internal Organization: The internal organization responsible for processing sales and delivery activities 168 Business hierarchies 2013 MicroStrategy, Inc.

199 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B 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. Attribute Description Example Sales Organization Sales Organization Industry Sector 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). Industry to which the sales organization provides service. An industry sector can have several assigned Sales Organizations (one-to-many relationship). USA West responsible for direct sales and retail wholesale in the West region Retail, CPG, Telco, Chemical, Cross-Industry 2013 MicroStrategy, Inc. Business hierarchies 169

200 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Attribute Description Example Sales Organization Company Code Distribution Channel 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). 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). The demo project models a company (Universal Computers) with several company codes, such as UC-UK or UC-USA Direct Sales, Finished Products Wholesales, Components Wholesales The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables. Sales Organization 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 Sales Organization Industry Sector Form Form Expression Lookup Table Other Tables ID INDUSTRY_ID L_INDUSTRY L_SALES_ORG DESC INDUSTRY _DESC L_INDUSTRY None 170 Business hierarchies 2013 MicroStrategy, Inc.

201 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Children Parents Relationship Type Table Sales Organization None One-to-many L_SALES_ORG Sales Organization Company Code 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 Distribution Channel 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 2013 MicroStrategy, Inc. Business hierarchies 171

202 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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. Attribute Description Example Sales Office Sales Group 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). 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.) Los Angeles, London, San Francisco, Paris, Boston Large Accounts LA, Direct Sales SF, Wholesale Market NY The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables. 172 Business hierarchies 2013 MicroStrategy, Inc.

203 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Sales Office 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 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 2013 MicroStrategy, Inc. Business hierarchies 173

204 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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 Material Type Material Division 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). Grouping of materials with the same basic characteristics. Materials are uniquely assigned to a material type. Organizational unit defining responsibility for sales of materials. Materials are uniquely assigned to one division. Universal Computer (UC) PC Economy 100, UC InkJet B/W E10, B/ W Ink Cartridge Raw materials, semi-finished products, finished products Computers, printers, supplies, and so on 174 Business hierarchies 2013 MicroStrategy, Inc.

205 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Attribute Description Example Material Category Material Group Product Hierarchy Material Industry Sector Material Pricing Group Grouping of material according to common attributes. (These will be different for each company). Materials are uniquely assigned to one category. Grouping of materials, subdivided from a business perspective. (This will be different for each company). Materials are uniquely assigned to one material group. 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.) 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. Grouping of materials according to the pricing group to which they belong. Materials are uniquely assigned to one pricing group. Single material, set of materials Large and medium companies, consumers, small business Level 0: Standard desktops, home desktops Level 1: Desktops, notebooks Level 2: PCs, servers Retail, Telco, Cross-Industry, Finance High priced, low priced 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 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 MicroStrategy, Inc. Business hierarchies 175

206 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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 Material Type Form Form Expression Lookup Table Other Tables ID MAT_TYPE_ID L_MATERIAL None DESC MAT_TYPE_DESC L_MATERIAL None 176 Business hierarchies 2013 MicroStrategy, Inc.

207 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Children Parents Relationship Type Table Material None One-to-many L_MATERIAL Material Division 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 Material Category 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 Material Group Form Form Expression Lookup Table Other Tables ID MAT_GROUP_ID L_MATERIAL None DESC MAT_GROUP_DESC L_MATERIAL None 2013 MicroStrategy, Inc. Business hierarchies 177

208 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Children Parents Relationship Type Table Material None One-to-many L_MATERIAL Product Hierarchy Level 0 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 Product Hierarchy Level 1 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 Parents Relationship Type Table None Product Hierarchy Level 0 Many-to-one L_PROD_HIER Product Hierarchy Level 0 None One-to-many L_PROD_HIER 178 Business hierarchies 2013 MicroStrategy, Inc.

209 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Product Hierarchy Level 2 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 Material Industry Sector 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 Material Pricing Group Form Form Expression Lookup Table Other Tables ID MAT_PRICE_GRP_ID L_MATERIAL None DESC MAT_PRICE_GRP_DESC L_MATERIAL None 2013 MicroStrategy, Inc. Business hierarchies 179

210 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Children Parents Relationship Type Table Material None One-to-many L_MATERIAL 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) Customer Account Group 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). Grouping of customers by their location in reference to the company location. Customers are uniquely assigned to one account group. Best Deals (a retailer that sell computers and printers), Trust Bank (a bank) Local customers, International customers 180 Business hierarchies 2013 MicroStrategy, Inc.

211 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Attribute Description Example Customer Group Customer Industry Sector Customer Region Customer Country 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. Grouping of customers according to the industry sector. Note: This attribute uses as lookup a table alias defined based on L_INDUSTRY. Customer s geographical region. Customer s country (parent of customer region). Wholesalers, retailers, not assigned, industrial customers Retail, Telco, Cross-Industry, Finance State or province USA, UK, Spain, Germany 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 MicroStrategy, Inc. Business hierarchies 181

212 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Customer 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 Customer Account Group 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 Customer Group 182 Business hierarchies 2013 MicroStrategy, Inc.

213 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B 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 Customer Industry 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 Customer Region 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 2013 MicroStrategy, Inc. Business hierarchies 183

214 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Children Parents Relationship Type Table Customer None One-to-many L_CUSTOMER None Country Many-to-one L_CUST_REGION Customer Country 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 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. 184 Business hierarchies 2013 MicroStrategy, Inc.

215 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B The following diagram shows the structure of a sample sales order with two items: 2013 MicroStrategy, Inc. Business hierarchies 185

216 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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 Sales Document Item Sales Document Type 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. 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). 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. Numeric or alpha-numeric ID Numeric or alpha-numeric ID Inquiries, quotations, sales orders, returns, and free-subsequent delivery 186 Business hierarchies 2013 MicroStrategy, Inc.

217 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Attribute Description Example Sales Document Status Sales Document Item 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. 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: The document is being processed. Complete: The document processing is complete. Open, Complete, Rejected, Expired The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables. Sales Document 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 Sales Document Item 2013 MicroStrategy, Inc. Business hierarchies 187

218 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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 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 Sales Document Type 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 Sales Document Status 188 Business hierarchies 2013 MicroStrategy, Inc.

219 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B 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 Children Parent s Relationship Type Table Sales Document None One-to-many F_SALES_DOC_ITEM Sales Document Item Status 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 Children Parents Relationship Type Table Sales Document Item None One-to-many F_SALES_DOC_ITEM 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 2013 MicroStrategy, Inc. Business hierarchies 189

220 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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. Attribute Description Example Reference Document Reference Document Item Reference Document Type 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. 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. Types of reference documents. Each reference document is associated with one type (one-to-many relationship). Numeric or alpha-numeric ID Numeric or alpha-numeric ID Inquiries, Quotations, Sales Orders, Returns 190 Business hierarchies 2013 MicroStrategy, Inc.

221 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables. Reference Document 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 Reference Document Item Form Form Expression Lookup Table Other Tables ID Compound key: REF_DOC_ITEM_ID and REF_DOC_ID F_SALES_DOC_ITEM None Children Parents Relationship Type Table None Reference Document Many-to-one F_SALES_DOC_ITEM Reference Document Type 2013 MicroStrategy, Inc. Business hierarchies 191

222 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Form Form Expression Lookup Table Other Tables ID REF_DOC_TYPE_ID L_REF_DOC_ TYPE DESC REF_DOC_TYPE_DESC L_REF_DOC_ TYPE F_SALES_DOC_ ITEM None Children Parents Relationship Type Table Reference Document None One-to-many F_SALES_DOC_ITEM 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. 192 Business hierarchies 2013 MicroStrategy, Inc.

223 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B 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 MicroStrategy, Inc. Business hierarchies 193

224 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Several independent attributes exist that can be related to the Delivery Document Item attribute. See Delivery Processing Dates, page 201 for information on these independent attributes. Attribute Description Example Delivery Document Delivery Document Item Delivery Document Type Delivery Document Status Delivery Document Item Status 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). 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). 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. 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. 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. Numeric or alpha-numeric ID Numeric or alpha-numeric ID Outbound delivery, returns delivery, free-subsequent delivery Open: The document is being processed. Complete: The document processing is complete. Open, Complete The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables. Delivery Document 194 Business hierarchies 2013 MicroStrategy, Inc.

225 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B 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 Delivery Document 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 Delivery Document Type 2013 MicroStrategy, Inc. Business hierarchies 195

226 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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 Delivery Document Status Form Form Expression Lookup Table Other Tables ID DELIV_DOC_STS_ID L_DELIV_DOC_ STATUS DESC DELIV_DOC_STS_DESC L_DELIV_DOC_ STATUS F_DELIV_DOC_ ITEM F_DELIV_DOC_ ITEM Children Parents Relationship Type Table Delivery Document None One-to-many F_DELIV_DOC_ITEM Delivery Document Item Status 196 Business hierarchies 2013 MicroStrategy, Inc.

227 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Form Form Expression Lookup Table Other Tables ID DDOC_ITEM_STS_ID L_DDOC_ITEM_ STATUS DESC DDOC_ITEM_STS_DESC L_DDOC_ITEM_ STATUS F_DELIV_ DOC_ITEM F_DELIV_ DOC_ITEM Children Parents Relationship Type Table Delivery Document Item None One-to-many F_DELIV_DOC_ITEM 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: 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 MicroStrategy, Inc. Business hierarchies 197

228 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference New attributes must define new hierarchies in the MicroStrategy project, or else they must be part of the Shipping Point hierarchy. 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 The detailed definition of the attribute in the MicroStrategy metadata repository listed previously is shown in the following table. Shipping Point 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 Time hierarchy The time hierarchy represents the calendar time. 198 Business hierarchies 2013 MicroStrategy, Inc.

229 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B 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 Quarter Calendar quarter. Q 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/ MicroStrategy, Inc. Business hierarchies 199

230 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables. Year Form Form Expression Lookup Table Other Tables ID YEAR_ID L_CAL_YEAR L_CAL_QTR, L_CAL_MONTH, L_TIME Children Parents Relationship Type Table Quarter None One-to-many L_CAL_QTR Quarter 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 Parents Relationship Type Table None Year Many-to-one L_CAL_QTR Month None One-to-many L_CAL_MONTH Month 200 Business hierarchies 2013 MicroStrategy, Inc.

231 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Form Form Expression Lookup Table Other Tables ID MONTH_ID L_CAL_MONT H DESC MONTH_DESC L_CAL_MONT H L_TIME None Children Parents Relationship Type Table None Quarter Many-to-one L_CAL_MONTH Item Creation Date None One-to-many L_TIME Item Creation Date 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 Parents Relationship Type Table None Month Many-to-one L_TIME 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 MicroStrategy, Inc. Business hierarchies 201

232 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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. Attribute Material Availability Date Loading Date Material Issue Date Planned Issue Date Delivery Date Confirmed Delivery Date Requested Delivery Date Description Date when materials are available for shipping Date when loading starts Actual date when materials are issued from the company s shipping point to the customer Planned date when materials will be shipped from the company shipping point to the customer Date when the customer receives the materials Confirmed date when materials will be delivered to the customer Date requested by the customer to receive the materials The detailed definitions of each attribute in the MicroStrategy metadata repository listed previously are shown in the following tables. Material Availability Date Form Form Expression Lookup Table Other Tables ID MAT_AVAIL_DATE F_DELIV_DOC_ITEM None Loading Date 202 Business hierarchies 2013 MicroStrategy, Inc.

233 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Form Form Expression Lookup Table Other Tables ID LOAD_DATE F_DELIV_DOC_ITEM None Material Issue Date Form Form Expression Lookup Table Other Tables ID MAT_ISSUE_DATE F_DELIV_DOC_ITEM None Planned Issue Date Form Form Expression Lookup Table Other Tables ID PLAN_ISSUE_DATE F_DELIV_DOC_ITEM None Delivery Date Form Form Expression Lookup Table Other Tables ID DELIV_DATE F_DELIV_DOC_ITEM None Confirmed Delivery Date Form Form Expression Lookup Table Other Tables ID CONF_DELIV_DATE F_DELIV_DOC_ITEM None Requested Delivery Date 2013 MicroStrategy, Inc. Business hierarchies 203

234 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Form Form Expression Lookup Table Other Tables ID REQ_DELIV_DATE F_DELIV_DOC_ITEM None 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. Transformation Definition Attribute Transformation Table Expression Previous Month Previous Quarter Previous Year Year to Month Year to Quarter Enables analysis of a selected month compared to the previous month Enables analysis of a selected quarter compared to the previous quarter Enables analysis of a selected year compared to the previous year Enables analysis of a selected month compared to all months in the year, up to the selected month Enables analysis of a selected quarter compared to all quarters in the year, up to the selected quarter Month L_CAL_MNTH PREV_MNTH_I D Quarter L_CAL_QTR PREV_QTR_ID Year L_CAL_YEAR PREV_YEAR_I D Month L_MONTH_YTD YTD_MNTH_ID Quarter L_QUARTER_YTD YTD_QTR_ID 204 Transformations 2013 MicroStrategy, Inc.

235 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B User hierarchies SDAM includes several user hierarchies to facilitate navigation through some of the business hierarchies listed previously. Hierarchy Level Attribute Entry Point? Comments Customer 1 Customer Country Yes This user hierarchy defines drill navigation 2 Customer Region No through the Customer hierarchy attributes. 2 Customer Industry Sector Yes 2 Customer Group Yes 2 Customer Account Group Yes 3 Customer No Material 1 Product Hierarchy Level 2 2 Product Hierarchy Level 1 3 Product Hierarchy Level 0 Yes No No This user hierarchy defines drill navigation through the Material hierarchy attributes. 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 2 Product Hierarchy Level 1 3 Product Hierarchy Level 0 Yes No No 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. 4 Material No 2013 MicroStrategy, Inc. User hierarchies 205

236 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Hierarchy Level Attribute Entry Point? Comments 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 Shipping Point 1 Sales Group Yes This user hierarchy defines drill navigation for 2 Sales Office No the Internal Organization hierarchy. 1 Shipping Point Yes This user hierarchy defines drill navigation for Shipping Point. 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 206 User hierarchies 2013 MicroStrategy, Inc.

237 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Hierarchy Level Attribute Entry Point? Comments 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 2 Quarter No through the Time hierarchy. Year is the entry point. 3 Month No 4 Date No Time (Year to Month) 1 Year Yes This user hierarchy allows you to navigate 2 Quarter No through the Time hierarchy up to the Month level. 3 Month No 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 MicroStrategy, Inc. Facts 207

238 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 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 Data Storage: Physical Schema and Data Dictionary, page 215 in Appendix C. 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 add a coefficient to convert quantities to the units required. See Material hierarchy, page 174 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 Net Item Amount Item Cost Quantity (Base Units) Description 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. 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. 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. 208 Facts 2013 MicroStrategy, Inc.

239 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B Fact Ordered Quantity Delivered (Base Units) Backlog Quantity (Base Units) Backlog Net Item Amount Net Price (Base Units) SALES_DOC_ID Description 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. 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. 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. 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. 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 MicroStrategy, Inc. Facts 209

240 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Fact SALES_DOC_ITEM_ ID CUST_ID from Sales Doc Fact Table Description 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. 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. Delivery Document facts Delivery Document facts track delivery document quantities, processing times, and the number of documents and document items. 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 210 Facts 2013 MicroStrategy, Inc.

241 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B 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 Data Storage: Physical Schema and Data Dictionary, page 215 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. 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 DELIV_DOC_ID DELIV_DOC_ITEM_ ID Confirmed Delivery Quantity (Base Units) Delivered Quantity (Base Units) Difference between Delivery and Issue Date Description 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. 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 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. 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. 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 MicroStrategy, Inc. Facts 211

242 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference Fact Difference between Delivery and Material Availability Date Difference between Issue and Material Availability Date Difference between Issue and Loading Date Difference between Loading and Material Availability Date Delay between Confirmed and Actual Delivery Date Delay between Requested and Actual Delivery Date Delay between Requested and Confirmed Delivery Date Delay between Planned and Actual Issue Date Description 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. 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. 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. 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 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 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. 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 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. 212 Facts 2013 MicroStrategy, Inc.

243 Sales & Distribution Analysis Module Reference Structure of SDAM s Business Logic: Logical Data Model B 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. Database Oracle SQL Server DB2 Teradata Fact Expression ([DELIV_DATE] - MAT_AVAIL_DATE]) Note: Default fact expressions use the Oracle standard. ApplySimple ( datediff(day, #0, #1), [DELIV_DATE], [MAT_AVAIL_DATE]) ApplySimple ( DAYS(#0) - DAYS(#1), [DELIV_DATE], [MAT_AVAIL_DATE]) ([DELIV_DATE] - [MAT_AVAIL_DATE]) 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 MicroStrategy, Inc. Facts 213

244 B Structure of SDAM s Business Logic: Logical Data Model Sales & Distribution Analysis Module Reference 214 Facts 2013 MicroStrategy, Inc.

245 C C.DATA STORAGE: 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 MicroStrategy, Inc. Prerequisites 215

246 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference SDAM physical schema The following diagram is based on the physical model shipped with the SDAM, and is provided here to give you a general idea of the tables and columns in the physical schema. The physical schema is available in an 216 SDAM physical schema 2013 MicroStrategy, Inc.

247 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Erwin file, located in Program Files\MicroStrategy\ Analytics Modules\Sdam\SDAM.er1. Fact tables appear with a shaded background MicroStrategy, Inc. SDAM physical schema 217

248 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference 218 SDAM physical schema 2013 MicroStrategy, Inc.

249 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Table information This section describes each physical table used in SDAM. Table Name F_SALES_DOC_ITEM F_DELIV_DOC_ITEM L_CAL_MONTH Table Comment 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. 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. 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 MicroStrategy, Inc. Table information 219

250 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference Table Name L_CAL_QTR L_CAL_YEAR L_COMP_CODE L_COUNTRY L_CUST_INDUSTRY L_CUSTOMER L_DDOC_ITEM_ STATUS L_DELIV_DOC_STATUS L_DELIV_DOC_TYPE L_DIST_CHNL L_DIVISION Table Comment Lookup table for Calendar Quarter attribute. It includes the relationship with Calendar Year. It includes the Previous Quarter relationship to calculate quarterly trends. Lookup table for Calendar Year attribute. It includes the Previous Year relationship to calculate yearly trends. Lookup table for Company Code attribute. Lookup table for Customer Country attribute. Lookup table for the Customer Industry attribute. 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). 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). 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. 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. Lookup table for the Distribution Channel attribute. Lookup table for the Material Division attribute. 220 Table information 2013 MicroStrategy, Inc.

251 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Table Name L_INDUSTRY L_MAT_INDUSTRY L_MATERIAL L_PROD_HIER L_REF_DOC_TYPE L_REGION L_SALES_DOC_ STATUS L_SALES_DOC_TYPE L_SALES_GROUP L_SALES_OFFICE L_SALES_ORG Table Comment 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. Lookup table for the Material Industry attribute. 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). 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. 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). Lookup table for the Customer Region attribute. This is also the relationship table between Customer Region and Country. 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. 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). Lookup table for the Sales Group attribute. Also the relationship table between Sales Office and Sales Group. Lookup table for the Sales Office attribute. 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) MicroStrategy, Inc. Table information 221

252 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference Table Name L_SDOC_ITEM_ STATUS L_SHIP_POINT L_TIME L_MONTH_YTD L_QUARTER_YTD Table Comment 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. Lookup table for the Shipping Point attribute. Lookup table for the Date attribute. This table defines the relationship between Date and all the time attributes. Lookup table that relates a given month to all months within the same year, up to the given month. Lookup table that relates a given quarter to all quarters within the same year, up to the given quarter. 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. 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. 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. 222 Table column information 2013 MicroStrategy, Inc.

253 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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. CHANGE_ITEM_DATE TimeStam p (0) Last date on which the item was changed MicroStrategy, Inc. Table column information 223

254 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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. 224 Table column information 2013 MicroStrategy, Inc.

255 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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 MicroStrategy, Inc. Table column information 225

256 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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. 226 Table column information 2013 MicroStrategy, Inc.

257 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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 MicroStrategy, Inc. Table column information 227

258 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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. 228 Table column information 2013 MicroStrategy, Inc.

259 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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 MicroStrategy, Inc. Table column information 229

260 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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. 230 Table column information 2013 MicroStrategy, Inc.

261 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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 MicroStrategy, Inc. Table column information 231

262 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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. 232 Table column information 2013 MicroStrategy, Inc.

263 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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 MicroStrategy, Inc. Table column information 233

264 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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. 234 Table column information 2013 MicroStrategy, Inc.

265 Sales & Distribution Analysis Module Reference Data Storage: Physical Schema and Data Dictionary C Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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 2013 MicroStrategy, Inc. Table column information 235

266 C Data Storage: Physical Schema and Data Dictionary Sales & Distribution Analysis Module Reference Column Name Data Type Primary Key (PK) / Foreign Key (FK) Column Comment 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. 236 Table column information 2013 MicroStrategy, Inc.

267 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 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. 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 MicroStrategy, Inc. Glossary: ad hoc query 237

268 Glossary Sales & Distribution Analysis Module Reference 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. 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. 238 Glossary: axes, axis 2013 MicroStrategy, Inc.

269 Sales & Distribution Analysis Module Reference Glossary 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. 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 MicroStrategy, Inc. Glossary: conditional metric 239

270 Glossary Sales & Distribution Analysis Module Reference 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. 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. 240 Glossary: decile, deciling 2013 MicroStrategy, Inc.

271 Sales & Distribution Analysis Module Reference Glossary 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. 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 MicroStrategy, Inc. Glossary: ETL (extraction, transformation, and loading)

272 Glossary Sales & Distribution Analysis Module Reference 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. 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 performance indicator) 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. 242 Glossary: form 2013 MicroStrategy, Inc.

273 Sales & Distribution Analysis Module Reference Glossary 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). 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. MicroStrategy Analytics 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 2013 MicroStrategy, Inc. Glossary: logical data model 243

274 Glossary Sales & Distribution Analysis Module Reference guides for each Analysis Module s data model, the individual analysis areas, metadata object definitions, data dictionary, and individual report use scenarios. MicroStrategy Intelligence 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. multidimensional analysis 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. 244 Glossary: MicroStrategy Intelligence Server 2013 MicroStrategy, Inc.

275 Sales & Distribution Analysis Module Reference Glossary 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 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 MicroStrategy, Inc. Glossary: parent attribute 245

276 Glossary Sales & Distribution Analysis Module Reference 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. 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. 246 Glossary: reference document 2013 MicroStrategy, Inc.

277 Sales & Distribution Analysis Module Reference Glossary 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. 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 MicroStrategy, Inc. Glossary: scorecard 247

278 Glossary Sales & Distribution Analysis Module Reference 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. 248 Glossary: transformation 2013 MicroStrategy, Inc.

279 INDEX A ad hoc analysis defined on 5 advanced metric 6 analysis areas 3 analytics defined on 2 attribute defined on 10 B backlog report 120 by customer 123 by material 121 by organization 122 base formula metric 138 C column 222 configuring the module xii currency 208 custom grouping 5 customer delivery history report 115 customer detail 116 customer history by reference sales document 117 summary 115 customer loyalty 75 customer sales order history report 98 detail 99 summary 98 customer sales report 74 by customer characteristics 76 by quarter 74 customer loyalty 75 existing customer base 74 top customers by net sales amount 77 D dashboard defined on 8 sales and distribution 26 data warehouse default tables and columns 215 options 13 populating 215 porting and 12 definition object 11 project 10 delivery by region 113 metric MicroStrategy, Inc. 249

280 Index Sales & Distribution Analysis Module Reference delivery analysis 101 delivery document fact 208 delivery history report 115 by material 24 customer detail 116 customer history by reference sales document 117 sales and 26 scorecard 20 summary 115 delivery service metric 152 delivery service report 120, 123 by customer 128 by material 126 by organization 125 by sales organization 129 by shipping point 124, 126 incorrect deliveries 126, 128 quality by organization 125 by shipping point 124 sales activity compared to delivery activity 129 scorecard 20 delivery status 62 designing an analytical application xiii dimension defined on 12 document defined on 9 accessing 10 inquiry-to-shipment process 18 purchase order 22 drilling defined on 6 E entry level defined on 169 Erwin file logical schema 11, 166 physical schema 13, 216 ETL routine 215 executive sales scorecard 16 expression, form 170 F fact defined on 10, 205 delivery document 208 quantity 208 sales document 207 fact table in logical schema 166 in physical schema 217 quantity fact and 208 filter glossary 158 folder public object 7 report 7 schema object 11 form expression 170 formatting a report 5 G glossary filter 158 metric 137 prompt 162 H hierarchy defined on 12, 168 customer 180 delivery document 192 material 173 organization 168 reference document 189 sales document 184 shipping point MicroStrategy, Inc.

281 Sales & Distribution Analysis Module Reference Index I time 198 user 204 inquiry activity report 33 by customer region 35 by material 34 by organization 33 inquiry distribution report 35 inquiry metric 140 inquiry-to-quotation conversion analysis report 53 by material 56 by organization 57 summary 54 inquiry-to-shipment process document 18 installing a module xiii international support xxv K key performance indicator (KPI) defined on 8 KPI. See key performance indicator. L logical data model defined on 10, 165 logical schema diagram 166 lookup table 170 M mapping method 11 material sales report 78 by material 79, 81, 87 by material attribute 80 by material group 80 by product hierarchy 83 least profitable materials by percentage of net margin 91 margin and price monthly trend 88 material division contribution to monthly sales 85 organization contribution to material division sales 84 product hierarchy 87 top materials by net sales amount 89 metadata xii metric advanced 6 base formula 138 delivery 151 glossary 137 inquiry 140 quotation 141 sales order 143 service 152 MicroStrategy Analytics Modules defined on xii MicroStrategy Report Services 7 MicroStrategy Sales and Distribution Analysis Module 1 analysis areas 3 features 4 module configuring xii installing xiii porting xiii monthly sales report 66 multidimensional 10 O object definition 11 glossary MicroStrategy, Inc. 251

282 Index Sales & Distribution Analysis Module Reference property 11 open deliveries report 102 issued and pending delivery 104 pending goods issue 103 pending material availability 103 open inquiry report 30 by material 31 by organization 30 by sales office 32 open quotations report 39 by customer 42 by organization 40 by product 41 open sales order report 62 by customer 65 by material 64 by organization 63 outbound delivery activity scorecard 20 outbound delivery report 105 by customer region 113 by organization 107 by shipping point 108, 110 material processing time by shipping point 112 shipping point contribution to material deliveries 111 summary 106 Outline mode defined on 84 outline mode defined on 42 P page-by defined on 5 physical schema 12 diagram 216 porting and 12 populating a data warehouse 215 portability defined on 12 porting 12 prerequisites for using the Analytics Modules xiv product hierarchy 175 example 38 profitability report 71 project accessing 7 definition 10, 137 prompt defined on 5 glossary 162 property of an object 11 public objects folder 7 purchase order 22 Q quantity fact 208 quarterly sales summary report 68 quotation conversion 54 metric 141 quotation analysis report 44 by customer region 49 by distribution channel 50 by material 47, 48 by organization 46 contribution and trends 50 material contribution to product quotation 51 rejections 52 summary 44 quotation history report 58 customer history 59 history detail 59 summary 58 quotation-to-sales order conversion report 92 by material 95 by organization MicroStrategy, Inc.

283 Sales & Distribution Analysis Module Reference Index R summary 92 top sales orders by net amount 96 RDBMS 215 reference document defined on 38, 61 report accessing 7 folder 7 formatting 5 resources xv returns report 130 accepted returns by material 133 accepted returns by organization 132 by customer 134 processing 131 return deliveries compared to total deliveries 135 summary 131 S sales and delivery scorecard 24 sales and distribution dashboard 26 sales document fact 207 sales order metric 143 sales order report 61 sales report 65 by material 24 by month 66 by organization 69 by quarter 68 contribution of group 70 distribution and 26 inquiry-to-shipment process 18 profitability by sales office 71 scorecard 16 summary 66 top orders by net sales 73 schema defined on 11 logical 166 physical 216 schema object folder 11 scorecard defined on 8, 15 executive sales 16 outbound delivery activity 20 sales and delivery 24 segmentation defined on 5 shipping point contributions 111 delivery volumes 110 processing times 112 source table 11 support international xxv support. See technical support. T table column 222 lookup 170 physical 219 technical support xxv time hierarchy 198 transformation MicroStrategy, Inc. 253

284 Index Sales & Distribution Analysis Module Reference MicroStrategy, Inc.