Generating Pipeline Analysis with

Segmentation Transaction

Applies to:
SAP CRM 4.0 or SAP CRM 5.0 stand-alone.

Summary
This document covers, a simple way to extract funnel, pipeline and forecast information, from opportunities,
in SAP CRM, without BW module, just using the master data, throughout Infosets. A further analysis of
solution selling and SAP CRM, from the business perspective is presented also.

Author:

Luiz David Szilagyi

Company: SAP CRM Consultant

Created on: 01 January 2008

Author Bio
Luiz David Szilagyi is a SAP CRM Consultant, since 2005, and worked with selling methodologies, in the
year of 2004.

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Generating Pipeline Analysis with Segmentation Transaction

Table of Contents
Preparing the infoset...........................................................................................................................................3
Creating the attribute list ...............................................................................................................................11
Creating the segmentation for the opportunities...........................................................................................12
Improvements ...............................................................................................................................................19
Related Content................................................................................................................................................21
Disclaimer and Liability Notice..........................................................................................................................22

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Generating Pipeline Analysis with Segmentation Transaction

Preparing the infoset

First thing to do its create the infoset. For functional consultants, its possible to create reports, using the
transaction set SQ03 (access group, where is defined the user who are able to access the infoset), SQ02
(Infoset creation) and SQ01 (Report creation). In our case, we skip the access group (just in case of
necessity you can use it), and go directly to the Infoset creation with transaction SQ02. Theres no use for
SQ01. Instead of this, we use CRMD_MKTSEG.

One Infoset can be just one simple table, or a set of then, using a link named join. The infoset, were going to
use its a join type, and here follows the database modeling:

Figure 1 Database model for the Infoset

You have to configure it from the left to the right. In the image above is described also, the keys, whose must
be linked. A summary:

CRMD_PARTNER-PARTNER_GUID joins to CRMD_LINK-GUID_SET

CRMD_LINK-GUID_HI joins to CRMD_ORDERADM_H-GUID
CRMD_ORDERADM_H-GUID joins to CRMD_ORDER_INDEX-HEADER
CRMD_ORDER_INDEX-HEADER joins to CRMD_OPPORT_H-GUID

Note: Just in case, if you need to improve the join above with some coding you can reduce the results, using
the CRMD_LINK-OBJTYPE=7, what defines specific opportunities records.

Note: The information supplied just cover the business partner number, no data from BUT000 and related
tables are covered in this paper.

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Generating Pipeline Analysis with Segmentation Transaction

1 - Access transaction SQ02:

Fill the field(s):

Infoset: Zopportunities

2 - Press the

button.

3 - Another screen appears:

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Generating Pipeline Analysis with Segmentation Transaction

Fill the field(s):

Name : Zopportunities, are other description you desire.

Choose Table join using basis table, and enter CRMD_PARTNER in the field.

4 - Press the

button.

5 - The following screen appears:

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Generating Pipeline Analysis with Segmentation Transaction

6 - Press the

(link table) button.

7 - The Warning add table appears:

Fill the field(s):

Table: CRMD_LINK

8 - Press the

button.

It automatically creates two links between the tables. Leave then for now.

Create another link for the following tables (repeat steps 6 to 8):

CRMD_ORDERADM_H
CRMD_ORDER_INDEX
CRMD_OPPORT_H

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Generating Pipeline Analysis with Segmentation Transaction

9 Reorder the link to have the same modeling as described in figure 1, and respecting the rules:

CRMD_PARTNER-PARTNER_GUID joins to CRMD_LINK-GUID_SET

CRMD_LINK-GUID_HI joins to CRMD_ORDERADM_H-GUID
CRMD_ORDERADM_H-GUID joins to CRMD_ORDER_INDEX-HEADER
CRMD_ORDER_INDEX-HEADER joins to CRMD_OPPORT_H-GUID

Note: If needed you can any other tables in the join model. Its possible to join information in
CRMD_MKTSEG also, using differente attribute lists.

10 Press the

button

11 The following screen appears:

12 Choose the Create empty field groups

13 Press the

button.

14 The following screen appears:

15 What you have to do now its drag and drop the field from the left to the right, in the related group,
keeping the hierarchy seen on the left. You must have an screen as follows:

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Generating Pipeline Analysis with Segmentation Transaction

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Generating Pipeline Analysis with Segmentation Transaction

Note: you can add any field you need. This are the fields necessary to make some basic work, for the data
sources and attribute lists.

16 Press the

(generate) button.

Perhaps the following screen appears:

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Generating Pipeline Analysis with Segmentation Transaction

In this case you can use the Package /SAPQUERY/DEMO, or any other. Confirm in what package its
possible to generate, requesting this information from an abapper programmer.
In any case, you always use the $tmp.

17 Press the

button.

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commodo consequat. Duis aute irure dolor in reprehenderit in.

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Generating Pipeline Analysis with Segmentation Transaction

Creating the attribute list

18 Go to the transaction CRMD_MKTDS. The following screen is presented:

19 Press the

button

20 The following screen appears:

Fill the field(s)

Origin type: Infoset

Name of Infoset: Zopportunities
Business Partner: CRMD_PARTNER-PARTNER_NO

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Generating Pipeline Analysis with Segmentation Transaction

Description: Data from opps

21 Press the

button

22 Press the

button

Creating the segmentation for the opportunities

33 Go to the transaction CRMD_MKTSEG

34 Create a new profile set, pressing the

button.

35 Pick the option Campaign Execution >> Campaign.

36 Give a name of Opps Sample:

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Generating Pipeline Analysis with Segmentation Transaction

37 Now that you have a fresh new profile, you can use it as being a sandbox for pipeline analysis. Go to
the Attributes section area:

And pick Opps analysis, we created before.

38 A list of the attributes, is listed:

39 In this step, you can specify any attributes you wish to make the analysis. Lets create for example a
simple analysis in terms of customer budget (entered in transaction CRMD_BUS2000111 - Sales -> Maintain
Opportunities). Right click Budget Prospect, and a menu appears:

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Generating Pipeline Analysis with Segmentation Transaction

40 - Pick Create Filter. Another Screen appears:

Fill the fields:

41 Press the

button.

42 Repeat the step 39 to 41, changing:

43 Now you can have a simple graphical analysis. Double click Budget Prospect:

The following result appears:

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Generating Pipeline Analysis with Segmentation Transaction

44 Create a list of the Cluster customers: Click the More than US 10,000.00, drag and drop it inside the
area described with the red arrow

As result shown we have the following screen:

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Generating Pipeline Analysis with Segmentation Transaction

45 Right click the Icon above:

Pick the Create Target Group option.

The icon changes, with a target & arrow and a number (total records found):

46 Now you can see who are the for example the cluster customers, right clicking the Icon above, and
picking the Open Target Group option:

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Generating Pipeline Analysis with Segmentation Transaction

And the results appear:

You can export it for an excel spreadsheet, or any other document:

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Generating Pipeline Analysis with Segmentation Transaction

47 Its possible for example to check what are the chances to close the deal also. Create the following
attributes for Chance of Success (repeat steps from 39 to 41) :

48 Go to the attribute More than US$ 10,000.00 - Cluster Businesses, an click on it;

49 Hold the [CTRL] key on keyboard, and click on Forecast - More than 70% chance. It makes a double
selection:

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Generating Pipeline Analysis with Segmentation Transaction

50 Drag and drop it as the same described in step 44. Repeat steps 45 and 46. In this report, you have the
bigger customers (cluster), with good chances to close the deal.

Improvements

The standard SAP CRM is ready to use infoset for leads. Go to step 19, and pick the
/SAPQUERY/CRM_LEADMON1. Other Infosets can be used also, and very usefull for marketing plans:

CRM_MKTTG_BP_BIRTHDATE

Birthday

CRM_MKTTG_BP_ADDR

BP Address

CRM_MKTTG_BP_ADDR_SMP

BP Address with Sampling

CRM_MKTTG_BP_CENTRAL

BP Central Data

CRM_MKTTG_BP_CENTRAL_SMP

BP Central Data with Sampling

CRM_MKTTG_BP_GRP

BP Master : Relations of Groups

CRM_MKTTG_BP_GRP_SMP

BP Master : Relations of Groups with Sampling

CRM_MKTTG_BP_PER

BP Master :Relations of Persons

CRM_MKTTG_BP_PER_SMP

BP Master :Relations of Persons with Sampling

CRM_MKTTG_BP_BNK

BP Master: Bank Data

CRM_MKTTG_BP_BNK_SMP

BP Master: Bank Data with Sampling

CRM_MKTTG_BP_BNK_CARD

BP Master: Payment Card Data

CRM_MKTTG_BP_CARD_SMP

BP Master: Payment Card Data with Sampling

CRM_MKTTG_BP_GEN

BP Person Data

CRM_MKTTG_BP_ORG_SMP

BP: Contact Person Relations of Org with Sampling

CRM_MKTTG_BP_ORG

BP: Contact Person Relations of Organisations

CRM_MKTTG_BP_PRTFUNC

BP: Partner Function

CRM_MKTTG_BP_PRTFUNC_SMP

BP: Partner Function With Sampling

CRM_MKTTG_BP_ORG_CDE Contact Person Rel. for Organizations with Postal Code

CRM_MKTTG_BP_ORG_CDE_SMP

Contact Person Relationships for Org. with Postal Code

CRM_MKTTG_BP_PSTCD

CRM Marketing: Business Partner by Postal Code

CRM_MKTTG_RESPONSE_MODEL

Response Prediction Model

CRM_MKTTG_BP_RESPNSE

Response Rate for Hyperlink in an E-Mail Campaign

CRM_MKTTG_BP_RESPNSE_SMP

Response Rate for Hyperlink in an E-Mail CRM_MKTTG_RFM

CRM_CHM_PDM_CLASSIF

Channel Partner Classifications

/SAPQUERY/CRM_LEADMON1

CRM Lead Management - Free Selection

/SAPQUERY/CRM_ALLOC1

Allocation

/SAPQUERY/CRM_ACTMON1

Open Activities

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Generating Pipeline Analysis with Segmentation Transaction

One good point to relate the analysis is to link the lead infoset, with the opportunity above created. This can
bring to the manager a possibility to check effectiveness of marketing campaigns.

Another good point, for the managers and executives this functionality can be a powerful tool to make the
cadence meeting with the sales team. In this paper its possible to split the analysis by sales volumn,
territory, and odds to win the opportunity. With some additional customization, it should be able to work with
vertical markets, or industry specific. Furthermore for the executives, segmentation can be customized to
reflect, their own parameters, and then fit it, respecting the process, following for example the solution selling
methodology:

A follow-up business transaction, can be created from the results you have. Action plans, and tasks, can be
linked to the opportunities, from segmentation transaction, but again, its necessary additional customizing.

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Generating Pipeline Analysis with Segmentation Transaction

Related Content
Demystyfying SAP CRM Technical
ABAP Query A Quick Glance, Lakshmi Sailaja Nalam
The New Solution Selling, Keith M. Eades, ISBN 0071435395

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Generating Pipeline Analysis with Segmentation Transaction

Disclaimer and Liability Notice

This document may discuss sample coding or other information that does not include SAP official interfaces and therefore is not
supported by SAP. Changes made based on this information are not supported and can be overwritten during an upgrade.
SAP will not be held liable for any damages caused by using or misusing the information, code or methods suggested in this document,
and anyone using these methods does so at his/her own risk.
SAP offers no guarantees and assumes no responsibility or liability of any type with respect to the content of this technical article or
code sample, including any liability resulting from incompatibility between the content within this document and the materials and
services offered by SAP. You agree that you will not hold, or seek to hold, SAP responsible or liable with respect to the content of this
document.

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