EBS - Dashboard Analytics EN

Introducing Entersoft dashboard elements

Entersoft Business Suite dashboards comprise of a variety of UI objects; each element is used in relation to the data or the information to be presented and can be interactive. The available Object Types are listed next.

Object Types

Charts

Charts (Image 1) are used mainly for presentation purposes. In addition, charts can be used as interactive objects, i.e. by clicking on a data point of a chart the selected data point is highlighted and the system provides focused, detailed information that corresponds to the selected point; i.e. this action is essentially equivalent to visual and dynamic filtering. The filtering maybe applied either on the chart itself or on other objects of a particular dashboard. Colored labels (memo) and data labels (shown on data points) complement the presentation. Informative tooltips are also available when moving the mouse over charts. The presented information includes the values, groupings, totals etc. The available chart types are: Pie chart, bar chart, doughnut chart, stacked chart etc., and any meaningful combination (Image 2, Image 3, Image 4).

Image 1: Chart - an example

Image 2: Doughnut and Pie Chart examples

Image 3: A bar chart

Image 4: Combined chart types

If an axis exceeds the predefined width of the Dashboard Object, a scrollbar will appear automatically. In order to ensure that all values will be presented at once, without the scrollbar, the user can use the mouse device to drag one end of the scrollbar to the full width of the dashboard object window (Image 5).

Image 5: Scrollbar | drag one end of the scrollbar to view all at once

Lists

A list (Image 6) too is an object that can be used both for data presentation and interactively, i.e. (as described previously in 1.1.1) by clicking on a data row of a list the selected row is highlighted and the system provides focused, detailed information that corresponds to the selected row; i.e. this action too can be equivalent to visual and dynamic filtering. The filtering maybe applied either on the object itself (e.g. on an alternative view) or on other objects of a particular dashboard. Underlined data in blue denote a link to the UI form of the selected record (for viewing/editing). The list title is either predefined (static) or it is formulated dynamically, depending on the applied filters. Sorting functionality is also available by clicking on the column title.

Action links

Action links provide users with additional functionality and accessibility. The combination of (a) interactive presentation of information and (b) action links provides the basis for informative and prompt response to any developments.

• In the context of a list (Image 6), the functionality commonly provided by action links is access to the corresponding full list and new record creation.
• In the broader context of a particular dashboard, action links are commonly used as predefined filters that are applied to all of the objects contained in the particular dashboard.
• Action links can also be used in order to provide connections to the operational environment of a dashboard (Image 7). I.e. action links are incorporated in dashboards to represent workflows, to place a dashboard in the context of a workflow.

Image 6: A list and the corresponding action links

Image 7: Action link - connection to the operational environment

Indicators

Indicators present a single value (usually a percentage) which represents a performance measurement in relation to a colored scale that designates a poor (in red), average (in yellow), or high (in green) performance. The indicator may be dynamically filtered by other objects in a dashboard.

Image 8: Indicator-Gauge

Scorecards

Scorecards present groups of KPIs. Each group contains indicators that are assigned with a particular weight. This weight is used for calculating the scorecard results. Scorecards provide a concise overview of company activity performance.

Image 9: A scorecard

Map

A map shows the analysis of geographical related data. The analysis can be grouped by geographical region, district, city and a specific longitude and latitude. The data can be analyzed in two dimensions using a balloon. The bubble radius is proportional to the first dimension. The color of the bubble denotes the second dimension. The color dimension is used to represent the performance of the key figure presented by the diameter of the bubble.

Image 10: A map object on a dashboard

Web browser

A Web browser is available on selected dashboards for direct access to online information.

Search

Search functionality within a Dashboard. The search is effective on Lists and, specifically, the visible information in list records.

Image 11: Search

Basic functionality

The basic functionality for using Entersoft Business Suite dashboards includes is available on the right-click menu. As shown in Image 12, the available actions are grouped in two main sets. The first group refers to the object of focus, and the second one refers to the dashboard as a whole.

Per Object

The following actions are available:

• Refresh: Refreshes the data of the selected object.
• Maximize: Maximizes the window that contains the selected object.
• Copy: Captures the selected object as an image.
• Zoom in: Available in Charts only. Zooms in the displayed data for detailed viewing. When selected, it is replaced by the corresponding Zoom out action.
• Memo: Available in Charts only. Shows / Hides the chart memo (i.e. the colored labels shown on the chart margin).
• Show/Hide labels: Available in Charts only. Displays or hides the data labels that correspond to the Y axis.

Image 12: Right click menu

Per dashboard

The following actions are available:

• Run: The dashboard is executed again.
• Parameters: Displays the parameter panel. The menu action is available only when parameters exist. In general, a dashboard can be either auto-executable or the user might be required to execute it. When a dashboard is auto-executable, then the parameters panel is hidden; else, the panel is minimized immediately after execution. The parameters panel can be (un-)pinned ().
• Print: The print dialogue is displayed. There a particular object can be sent to printer, the page setup properties can be adjusted. Pint preview is also available.
• Export to PowerPoint: This action automatically creates a PowerPoint presentation with the selected Objects (titled).
• Shortcuts: Creates a shortcut on the Shortcut list.
• Send by e-mail: Creates a new e-mail within the ES application environment; the e-mail body contains the dashboard objects.

Marketing analysis

Marketing analysis includes a series of interactive dashboards that aim to assist marketing executives in managing and analyzing the performance of marketing activities (campaigns and events). The real-time analysis unveils the key issues and contributes to efficient and accurate decision-making for resolving marketing related issues.

The available dashboards in the marketing context are:

Campaigns (Campaign cockpit)
Events (Event cockpit)
Campaign comparison
Performance Scorecards
Customer Strategy
Marketing performance

Marketing indicators

The marketing activity performance indicators in use are:

Indicator	Calculation
Audience count - Number of persons in campaign list
Response count - Number of Responses during a campaign
Audience Response Rate (%)	100 * (# Response / # Audience)
Number of leads
Number of opportunities
Lead Opportunity rate (%)	100 * (#Opportunities /# Leads)
Number of Wins	Number of campaign sales (Distinct customer count)
Lead Win Rate (%)	100*(# Wins / # Leads)
Opportunity Win Rate (%)	100 * (#Wins / #Opportunities)
Audience Win Rate (%)	100 *(#Wins / # Audience)
Campaign Turnover
Campaign Cost	Calculation is based on recorded expenses by campaign; i.e. Expense Document Lines linked to Campaign(s).
Campaign ROI (%)	100 * (Sales (Turnover) - Cost) / Cost
Cost Variation (%)	100*(Cost – Budget Cost) / Budget Cost
ROI Variation (%)	100* (ROI - ROI Target)/ ROI Target
Event participants
Event registrations
Registrations / Participants (%)

The analysis implicates either hierarchical campaigns (which combine their own results and the results of any particular activities) or stand-alone campaigns, i.e. campaigns run independently.

Campaigns

Objective

The “Campaigns” dashboard consists the main workspace for monitoring the performance of campaigns.

Business answers

• What is the ROI variation?
• What is the actual revenue and what is its variation % compared to the target?
• What is the win rate (Lead to Opportunity %)?

Description

Image 1: Campaigns

Parameters

Parameter name	Default parameter value
Campaign Start Period	Anything
Campaigns	All
Campaign Status	Open, In progress

Dashboard Objects

Campaigns

The first campaign is auto-selected and used to filter the data presented in the rest of the dashboard objects. By clicking on the link, which is available in the “Name” column at row level, the particular campaign can be accessed for viewing and editing. The title below this list is dynamic and displays the selected campaign’s name.

Metrics analysis

The Leads, hot Leads, Responses, Opportunities, and wins of the selected Campaign are presented in this bar chart, in relation to the campaign audience.

Target Analysis

The bar chart presents the Campaign Turnover compared to the Revenue Target and the Campaign Cost compared to Campaign Budget Cost.

ROI Analysis

The bar chart presents the ROI compared to the ROI Target and, additionally, the ROI and Cost variations.

Indicators

Audience to response (%); Audience to win (%); Lead to Opportunity (%); Lead to Win (%).

Events

Objective

The “Events” dashboard is the main workspace for monitoring the performance of events.

Business answers

• What is the progress of the leads established in an event?
• What is the actual revenue and what is its variation % compared to the target?
• What is the ratio number of registrations / number of participants (%)?

Description

Image 2: Events

Parameters

Parameter name	Default parameter value
Event Start Period	Anything
Events	All
Event Stage	Open, In progress

Dashboard Objects

Events

The first event is auto-selected and used to filter the data presented in the rest of the dashboard objects. By clicking on the row level link, which is available in the “Name” column, the particular event can be accessed for viewing and editing. The title below this list is dynamic and displays the selected event’s name.

Registration Analysis

The bar chart presents comparative information between the event registrations and the actual participants.

Lead progress (%)

The chart presents the number of the leads, hot leads, opportunities, and wins achieved in the selected event.

Target Analysis

The bar chart presents the Event Turnover compared to the Revenue Target and the Event Cost compared to Event Budget Cost.

ROI Analysis

The chart presents the ROI compared to the ROI Target and, additionally, the ROI and Cost variations.

Indicators

Participations to registrations (%); Lead to Opportunity (%); Lead to Win (%).

Campaign Comparison

Objective

The “Campaign Comparison” dashboard presents us with information for investigating the campaign performance by comparing campaign metrics.

Business answers

• Which was the most effective campaign in terms of Wins?
• What is the cost variation % per campaign?
• Which campaigns achieved the revenue target?

Description

Image 3: Campaign Comparison

Parameters

Parameter name	Default parameter value
Campaigns’ Start Period	Previous semester
Campaigns	All
Campaign Statuses	Open, In progress, Completed Successfully

Dashboard Objects

Campaign Revenues - Cost

Image 4: Campaign Revenues - Cost

Leads/Wins by campaign

Image 5: Leads/Wins by campaign

ROI Comparison: ROI / ROI Target by campaign

Image 6: ROI Comparison

Variation Comparison: ROI to Cost Variation by campaign

Image 7: Variation Comparison

Performance Scorecards

Objective

The “Performance Scorecards” dashboard allows us to investigate the campaign performance by using balanced scorecards; finance and performance indicators and metrics are analyzed.

Business answers

• What is the total performance score per campaign?
• What is the Revenue to Target ratio (%)?
• What is the Lead to Win conversion rate (%)?

Description

Image 8: Performance Scorecards

Parameters

Parameter name	Default parameter value
Campaigns’ Start Period	Previous semester
Campaigns	All
Campaign Statuses	Open, In progress, Completed Successfully
Minimum Cost (%)	20

Dashboard Objects

Performance Scorecard

The scorecard object on this dashboard contains two groups of indicator targets. Each group contributes to the calculation of the score (scorecard level) as a weighted factor. Additionally, each group contains performance indicators that contribute to the calculation of the score of the particular groups as weighted factors. The groups are:

• Financial indicators (weight = 60): ROI indicators; revenue; cost
• Effectiveness indicators (weight = 40): Lead Win, Audience to win conversion rate; Lead Opportunity; Audience to response conversion rate

The value of each indicator is compared to the defined limits and, depending on the results, the color of the star icon is set. The red star corresponds to bad performance, the yellow star indicates average performance, and the green star indicates good performance.

Campaigns

The first campaign is auto-selected and used to filter the data presented in the rest of the dashboard objects. The user can select any other listed campaign.

Variations

It shows the difference between target ROI and Actual ROI. Moreover, the chart shows us the difference between target cost and actual cost.

Indicators

a) Revenues | Target (%)

b) Cost | Target (%)

Customer Strategy

Objective & Business answers

This dashboard quickly provides us with the significant information of:

• Customer retention rate
• Customer acquisition rate

Description

Image 9: Customer Strategy

Parameters

Parameter name	Default parameter value
Campaigns’ Start Period	Previous semester

Dashboard Objects

The retention rate principally represents the loyalty of our customers. The customer acquisition rate corresponds to the number of new customers in a period of time compared to the number of new customers during the previous period

The presented indicators are calculated as follows:

• Customer retention rate (%) = 100 * (Number of distinct customers that purchased products/services in period t-1 and in period t) / (Number of distinct customers that purchased products/services in period t-1 only)

• Customer acquisition rate (%) = 100 * (Number of distinct, first-time customers that purchased products/services in period t) / (Number of distinct, first-time customers that purchased products/services in period t))
• Customer attrition rate (%) = 100* (1 - Customer retention rate)
• Average customer lifetime = 1 / (1- Average retention rate)

Retention rate

Image 10: Retention rate

Customer attrition rate and number of lost customers

Image 11: Customer attrition rate and number of lost customers

Acquisition rate

Image 12: Acquisition rate

Indicators

a) Average customer retention rate b) Average customer lifetime

Image 13: Average customer retention rate / Average customer lifetime

Marketing Performance

Objective

The “Marketing Performance” dashboard allows us to investigate and analyze the marketing performance in a period of time as it was formed through the campaigns. The dashboard provides essential information on the campaigns in a concisely through the corresponding scorecard. The selected campaigns are examined in five interactive charts which focus on the main, detailed campaign metrics. Furthermore, an interactive map is incorporated for the geographical analysis of Sales, Responses, and Leads.

Business answers

• What is the total score of the campaign performance in a period of time?
• What is the Geographical Distribution of a campaign turnover?
• What is the number of responses to a campaign from a particular city?
• What is the Revenue per Business Unit and campaign for a particular geo zone?
• What is the conversion rate from Leads to Wins?

Description

Image 14: Marketing Performance

Parameters

Parameter name	Default parameter value
Campaigns’ Start Period	This year
Campaign	All
Minimum Cost (%)	20
Analysis Level	Geo Zone (District and City are also available)

Dashboard Objects

Consolidated Cart

The scorecard provides quick and concise information on the performance of the selected campaign. The total score is displayed along with the specific scores per target groups: a) Financial b) Performance. The groups can be expanded to the specific indicators that were calculated.

Financial chart | map

This chart presents an overview of all campaigns and metrics (turnover, revenue target, budget cost, and cost) per campaign. The interactive map is filtered automatically and the total turnover per geo zone is displayed. The bubble radius is proportional to the turnover achieved in the particular area. The geographical analysis for a particular campaign is attainable by simply clicking on a data bar of the chart. In reverse, by clicking on the area of a bubble, the turnover analysis per business unit, activity, and campaign is displayed (given that the map presented data for all campaigns). The map is again accessible by clicking on the action link: “Return”. The sales analysis charts are too interactive. By clicking on any data point of the chart, we can access the invoices that correspond to the specific combination of campaigns and sales analysis dimension.

Responses | map

This chart presents an overview of all campaigns and metrics (responses, response target, audience, and wins) per campaign. The interactive map is filtered automatically and the total responses per geo zone are displayed. The bubble radius is proportional to the number of responses. The geographical analysis for a particular campaign is attainable by simply clicking on a data bar of the chart. By clicking on the area of a bubble on the interactive map, the responses of a geo zone may be further analyzed (for one or more selected campaigns). The map is again accessible by clicking on the action link: “Return”. The response analysis chart is too interactive. By clicking on any data point of the chart, we can access the most recent response per person.

Image 15: Geographical analysis

Leads | map

This chart presents an overview of all campaigns and metrics (leads, lead target, opportunities, and wins) per campaign. The interactive map is filtered automatically and the total leads per geo zone are displayed. The bubble radius is proportional to the number of leads. The geographical analysis for a particular campaign is attainable by simply clicking on a data bar of the chart. By clicking on the area of a bubble on the interactive map, the leads of a geo zone may be further analyzed (for one or more selected campaigns). The conversion rates from leads to opportunities to wins are displayed on a balloon tooltip. The indicator icon is defined according to the “CampaignTargetAchievement” scale.

Cost metrics | map

This chart presents an overview of all campaigns and metrics per campaign i.e. cost per lead, cost per response, cost per win.

Sales metrics | map

This chart presents an overview of all campaigns and metrics per campaign i.e. turnover per lead, turnover per response, turnover per win.

Pipeline analysis

Pipeline analysis includes a series of interactive dashboards that aim to assist Sales executives in managing and analyzing the sales pipeline. The real-time analysis unveils the key issues and contributes to efficient and accurate decision-making for resolving any related issues. Pipeline analysis includes dashboards related to both Sales Forecast and Sales Cycle Performance.

The available dashboards in the pipeline analysis context are:

Pipeline overview
Pipeline by closing date
Stage analysis to target
Pipeline to target by representative
Pipeline analytics
Pipeline revenue analysis
Sales stage analysis
Sales Cycle
Performance of Representatives
Competition analysis

Pipeline indicators and metrics

In Pipeline Analysis the following indicators and metrics have been incorporated for analyzing the Sales Cycle Performance:

Indicator	Calculation
Number of Open Opportunities
Forecast	Opportunity Revenue Estimation
Weighted Revenue Forecast (worst possible sales scenario)	Εκτίμηση εσόδων x βεβαιότητα ευκαιρίας(%).
Open Opportunity duration	Date variance (opening date – current)
Closed Opportunity duration	Date variance (opening date – closing date)
Sales Turnover
Sales Opportunity Turnover
Weighted sales volume	Turnover + weighted Forecast Sales
Average deal size	Turnover από opportunities / number of deals
% Forecast achievement	100 * ( Opportunity Turnover / Forecast closed deals)
% contribution to Turnover	100 * ( Turnover / Total Turnover)
% Contribution to Sales Forecast	100 * (Forecast/ Total Forecast)
Wins (Wins)	Won Opportunities
Losses	Lost opportunities
Win rate (%))	100 * (Wins/(Wins + Losses))
Loss rate (%)	100 * (Losses /(Wins + Losses))
%Target variance	100*(Turnover – target)/target
% Target achievement rate	100 * Turnover / Target

Pipeline overview

Objective

The “Pipeline Overview” dashboard provides a concise overview of the current sales status and the forecast for the rest of the year. At the same time, various analysis dimensions are incorporated for analyzing wins/losses.

Business answers

• Forecast Sales for the next months of the current year.
• Forecast per Business Unit
• Current win / loss analysis.

Description

Image 1: Pipeline overview

Parameters

Parameter name	Default parameter value
Branch	All

Dashboard Objects

Forecast analysis

Consolidated: Three alternative views are available in this, first tab of the “Forecast analysis” object.

• Consolidated turnover analysis – Monthly forecast (Turnover / forecast)
• Comparison of weighted Forecasts – Monthly Sales Forecast
• Analysis table

Monthly Business Unit analysis: Three alternative views are available.

• Consolidated comparison of weighted turnover to turnover + non-weighted Opportunity forecast.
• The analytic view contains an interactive table for filtering the Business Unit (by selecting the corresponding line). The chart presents the achieved turnover on a monthly basis; it also presents the forecast by comparing to the weighted turnover to turnover + the non-weighted turnover forecast.
• The “monthly Turnover” view provides as with information on the monthly turnover per Business Unit.

Representatives

Three supplementary views are available:

• Consolidated: The weighted Turnover compared to Turnover and non-weighted Opportunity forecast are compared.
• Analytic: An interactive table is included for filtering the sales representative. The chart presents the achieved turnover on a monthly basis and the forecast, by comparing the weighted turnover to the turnover + the non-weighted turnover forecast.
• Monthly Turnover: The monthly turnover by sales representative is presented.

Stage analysis

It presents the Pipeline forecast based on the higher analysis stage. A table with the following metrics per stage is included: Average duration per stage; Historic avg. Duration; Number of Opportunities, Sales Forecast. Additionally, Turnover forecast charts are included. The presentation is per analysis stage for the current/next quarter.

Win/Loss

The Wins and Losses are presented comparatively per: Business Unit; Business activity; Lead Source; Sales representative. A pie chart that presents the percentage of losses and wins is also included.

Pipeline by closing date

Objective

The “Pipeline by closing date” dashboard is an interactive application that aims to provide essential assistance in analyzing and managing the pipeline by closing date.

Business answers

• Which opportunities are in negotiation and which are to be completed in the current period?
• What is the revenue forecast for the next months based on the analysis stage / sales stage / Business Unit/Business activity / revenue scale / certainty scale?

Description

Image 2: Pipeline by closing date

Parameters

Parameter name	Default parameter value
Period	6 months (3-month, 12-month , and Anything are also available)
Filter based on	All (my team is also available)
Weighted forecast	false
Branch	Current

Dashboard Objects

Pipeline analysis is based on the following aspects of the open opportunities in a period of time:

• Revenue forecast
• The forecasted closing date
• Sales stage

Pipeline / Closing date

The chart presents the sales forecast per analysis stage / representative / sales stage / Business Unit / Business activity/ Certainty scale / Revenue scale. By clicking on any data point of these alternative charts, the list of the related Opportunities, presented next, is automatically filtered.

Opportunities

The open opportunities are presented in this list. By clicking on the hyperlink of the Description column, the corresponding opportunity may be accessed for further editing or viewing.

Stage analysis to target

Objective

The “Stage analysis to target” is an interactive dashboard that provides valuable information for an effective, real-time sales pipeline analysis.

Business answers

It promptly provides information on achieved turnover (up to the current day) and the forecast in relation to target (for the next months).

Description

Image 3: Stage analysis to target

Prerequisites

Το dashboard involves a monthly Sales Budget compilation on turnover. The company parameters presented in Image 4 (Tools and Configuration \ Customization \ General \ Company Parameters, Parameters Category: Budgets) are required to be defined in advance.

Image 4: Stage analysis to target | Parameters

Parameters

Parameter name	Default parameter value
Closing Date	From the beginning of this year until five quarters after
Filter based on	All (my team is also available)
Weighted forecast	false

Dashboard Objects

The Pipeline analysis in relation to the set Target is based on the following:

• The Revenue forecast per pipeline analysis stage
• The achieved turnover
• The target defined in the Sales Budget

The upper half of the dashboard includes parallel pipeline reports in relation to target. On the left, the revenue forecast is presented, in relation to the target and the achieved turnover per current year quarter. The yellow color is used to highlight the variance from target, where Variance = Target – (Turnover + Forecast). The forecast is calculated per pipeline analysis stage: Forecast = Forecast (evaluation) + Forecast (quotation) + Forecast (decision). The report on the right presents the current quarter data per month.

By clicking on a data point related to forecast per pipeline analysis stage ανά στάδιο ανάλυσης the opportunities are filtered automatically. Thus, the user can be immediately informed on the opportunities in the particular analysis stage.

The dashboard provides capabilities for filtering the pipeline analysis in relation to the Branch Target. The values of the particular filters are shown if the Sales Budget has been compiled per Branch target. By clicking on a Branch line, the pipeline analysis is filtered respectively. The filtering by a forecast point is additive to any filters applied in the Branch table. If it is desired to view an analysis for all months, the “Monthly Analysis” is recommended; this chart provides a detailed report of the forecasts, since analytic information on the variance of the target for all subsequent months is delivered.

Pipeline to target by representative

Objective

The dashboard provides information on Sales Pipeline in relation to the target and per sales representative.

Business answers

The achieved turnover until today by every sales representative in relation to target is presented. Additionaly the variance to the target is analyzed, based on the existing revenue forecast for the subsequent months.

Description

Image 5: Pipeline to target by representative

Prerequisites

Το dashboard προϋποθέτει τη σύνταξη φύλλου προϋπολογισμού με στοχοποίηση σε μηνιαία βάση. Η μέτρηση που θα πρέπει να στοχοποιηθεί είναι ο Turnover. Το dashboard για να τρέξει απαιτεί τη συμπλήρωση των εξής παραμέτρων εταιρείας:

Το dashboard involves a monthly Sales Budget compilation on turnover. The company parameters presented in Image 6 (Tools and Configuration \ Customization \ General \ Company Parameters, Parameters Category: Budgets) are required to be defined in advance.

Image 6: Pipeline to target by representative | Parameters

Parameters

Parameter name	Default parameter value
Filter based on	All (my team is also available)
Weighted forecast	false
Branch	All

Dashboard Objects

The Pipeline to target by representative is based on:

• The pipeline revenue forecast
• The achieved turnover per Sales representative
• The target defined in the Sales Budget
• The achieved target in total and per sales representative

The bottom half of the dashboard presents the Sales representatives used in the Sales Budget compilation. After the dashboard execution, the first / top sales representative is auto-selected for analysis. By clicking on a list row, we may select a different sales representative. The chart on the left corner of the dashboard presents the quarterly pipeline analysis; on the right the overview of the current quarter is presented. The variance is calculated as follows: Variance = Target – (Turnover + Forecast)

By clicking on a data point related to forecast, the open opportunities (listed on the bottom half) are automatically filtered. By clicking on a data row in the “Description” column, the corresponding opportunity can be accessed for viewing / editing.

If it is desired to view the data for all the months in the year, it is recommended to use the “Monthly Analysis” object.

The yearly report of the pipeline analysis in relation to the target is presented on the bottom of the dashboard. The indicators present the achieved turnover % and the contribution to turnover.

Pipeline analytics

Objective

The “Pipeline analytics” dashboard provides a qualitative analysis of the Sales forecast, in a specific period of time.

Business answers

• What are the top open deals / opportunities?
• What is the revenue forecast per revenue scale?
• What is the revenue estimation based on the evaluation of the Sales representatives?
• A geographical representation.

Description

Image 7: Pipeline analytics | Revenue scale analysis

Image 8: Pipeline analytics | Geographical analysis

Parameters

Parameter name	Default parameter value
Closing Period	6 months (3 months, and 12 months are also available)
Filter based on	All (my team is also available)
Weighted forecast	false
Branch	all

Dashboard Objects

The dashboard contains thirteen sales forecast objects:

Revenue Scale analysis

• Revenue Scale: The pie chart presents the forecast per revenue scale. The table next to the chart presents the estimation of the revenue and the number of the open opportunities. By clicking on the chart, the opportunities are filtered automatically.
• Revenue Scale / Certainty: A complex analysis of the revenue forecast per certainty scale. By clicking on the chart, the opportunities are filtered automatically.

Stage analysis

The chart presents the forecast per analysis stage, certainty scale, Business Unit, or Business activity. By clicking on the chart, the opportunities are filtered automatically.

Geographical analysis

A geographical representation of the Forecasts: per geo zone, district, or city. The bubble radius is proportional to the Sales Forecast. The color of the bubbles depends on the average forecast per opportunity and it is calculated based on the opportunity revenue scale. On mouse over a geo zone, an informative tooltip is available. The displayed metrics are: the total forecast, the number of opportunities and the contribution the Total Sales Forecast. By clicking on the chart, the opportunities are filtered automatically.

Opportunity analysis

• …by quality: Both (a) the revenue forecast based on the evaluation of the opportunities and (b) the number of the opportunities are presented. The evaluation is based on the judgment of sales representative who manages each opportunity. By clicking on the chart, the opportunities are filtered automatically.
• …by source: Both (a) the revenue forecast based on the opportunity source and (b) the number of the opportunities per lead source are presented. By clicking on the chart, the opportunities are filtered automatically.

Opportunity analysis

• Opportunities: The list presents the open opportunities for the selected period. By clicking on a data row, under the “Description” column, the selected opportunity can be accessed for further processing.
• Top opportunities (chart): The chart presents the top opportunities in the selected period, ordered by the revenue forecast; at the same time the corresponding certainty is presented. By clicking on a bar we can access the corresponding opportunity for processing / viewing.
• Top opportunities (list): The chart presents the top in the selected period, ordered by the revenue forecast; at the same time, further information is available i.e. the sales stage, the certainty and the candidate customer.

Pipeline revenue analysis

Objective

The “Pipeline revenue analysis” dashboard provides essential information for analyzing the turnover achieved by opportunities closed in a period of time.

Business answers

• Which are the top deals?
• What is the turnover per opportunity closing date?
• What is the turnover lost/won per Business activity?
• What is the conversion rate: opportunities to wins?
• What is the turnover in relation to the lost revenue forecast?

Description

Image 9: Pipeline revenue analysis | Monthly Analysis

Image 10: Pipeline revenue analysis | Opportunity analysis

Parameters

Parameter name	Default parameter value
Closing date	Last 12 months (3 months, and 12 months are also available)
My team	false
Branch	all

Dashboard Objects

Thirteen Sales Forecast objects are included in the particular dashboard:

Analysis by month

The chart presents the Turnover and the lost revenue on a monthly basis; at the same time the number of opportunities is presented. By clicking at a data point of the bar chart, the opportunities listed in the “Wins” object are automatically filtered.

Dimensions

The object contains three alternative views that present the Turnover per Business Unit or/and Business activity. By clicking at a data point of the bar charts, the opportunities listed in the “Wins” object are automatically filtered.

Opportunity analysis

• Revenue Scale: The achieved turnover per revenue scale is presented. The table on the right presents the Turnover per revenue scale and the number of deals that contributed to the presented turnover.
• Lead Source: The turnover per opportunity source and the number of των opportunities per Lead Source are presented.
• Profession: Μας δείχνει το τζίρο ανά επάγγελμα του πελάτης των ευκαιριών μαζί με το number of των ευκαιριών. Με κλικ σε ένα σημείο φιλτράρονται οι Wins στο σχετικό πίνακα.

All the above can be used as filters for the opportunities listed in the “Wins” object.

The bottom right object of the dashboard contains three supplementary views:

Wins

The list presents the open opportunities for the selected analysis period. By clicking in the hyperlink in the “Description” column, an opportunity can be accessed for further processing.

Top deals

The top Wins achieved in the selected period are presented here, ordered by the turnover. By clicking on a bar, we can access the corresponding opportunity.

Performance indicators

Conversion rate Win (%); Sales forecast to Turnover.

Geographical analysis

The object includes the geographical representation of the turnover per geo zone, district, or city. The bubble radius is proportional to the turnover. The color depends on the average turnover per deal and it is calculated based on the opportunity revenue scale. On mouse over a bubble, an informative tooltip is displayed. The metrics presented are: the total turnover, the number of deals, the win rate, the contribution to turnover, and the turnover/forecast rate. By clicking on a bubble, the opportunities listed in the “Wins” object are automatically filtered.

Sales Stage analysis

Objective

The “Sales Stage analysis” dashboard aims to present a comprehensive analysis on the Wins and the Losses per sales stage. At the same time, the average duration per Sales Stage Cycle is presented (closed opportunities).

Business answers

• During which sales phase were we most effective?
• What is the average duration of the negotiation stage?
• What is the loss analysis per Business Unit?

Description

Image 11: Sales Stage analysis

Parameters

Parameter name	Default parameter value
Period	Last 3 months (current year, last year, last 6 months, and last 12 months and anything are also available)
Branch	all

Dashboard Objects

The win/loss charts are:

Win / Loss analysis

• Consolidated: loss analysis per stage (%); win analysis per stage (%); analysis of the sum of wins and losses per stage (%).
• Business Unit: Loss analysis per stage (number of), win analysis per stage (number of); analysis of the sum of wins and losses per stage.
• Lead Source: Loss analysis per stage (number of), win analysis per stage (number of) analysis of the sum of wins and losses per stage.
• Representative: Loss analysis per stage (number of), win analysis per stage (number of) analysis of the sum of wins and losses per stage

Sales cycle duration

Progressive average duration; average duration in stage (days).

Sales Cycle

Objective

The “Sales Cycle” dashboard provides information for analyzing the Sales Cycle by incorporating various Sales Pipeline characteristics.

Business answers

• What is the average time for closing an opportunity (per closing date)?
• What is the lost revenue per certainty scale?
• What is the monthly loss rate in conjunction to the lost revenue?
• What is the rate per revenue scale?

Description

Image 12: Sales Cycle

Parameters

Parameter name	Default parameter value
Closing date	Last 12 months (3 months, and 12 months are also available)
My team	false
Branch	all

Dashboard Objects

Average Opportunity duration – Win rate

The chart presents on a monthly basis the average duration of the opportunities that were closed during the specific month, and the win rate.

Lost revenue – loss rate

The chart presents the lost revenue per month, the loss rate.

Lost revenue by certainty

Μας δίνει τα χαμένα έσοδα ανά κλίμακα βεβαιότητας. Υπολογίζεται βάση της βεβαιότητας που είχε η ευκαιρία τη στιγμή της ήττας.

Win / loss reason analysis

The chart presents the achieved turnover in relation to the lost revenue per win/loss reason. The win rate is also presented.

Stage analysis (win/loss)

The chart presents the turnover / lost revenue per sales stage to win/loss. The loss rate per sales stage is also presented.

Revenue scale analysis

The chart presents the turnover/lost revenue per revenue scale. The win rate per revenue scale is also presented.

Performance of Representatives

Objective

The “Representatives’ Performance” dashboard provides us essential information for analyzing the performance of our sales representatives in relation to their target.

Business answers

• What is the win rate per representative?
• What is the variance in relation to the turnover per representative?
• What is the forecast for the subsequent months in total or per representative?

Description

Image 13: Performance of Representatives | Analysis by representative

Image 14: Performance of Representatives | Consolidated insight

Prerequisites

The dashboard requires the compilation of a monthly budget on turnover. The company parameters, presented in Image 15, need to be defined in advance.

Image 15: Performance by representative | Parameters

Parameters

Parameter name	Default parameter value
Closing date	Current fiscal year
Filter based on	all
Branch	all

Dashboard Objects

The dashboard comprises of two analysis pages.

The first page “Analysis by representative” provides information on the representatives’ performance; the second one provides a concise overview and an interactive monthly analysis. After the execution of the dashboard the top sales representative (i.e. the sales representative that achieved the highest turnover) is auto0-selected and used as a filter for the rest of the dashboard objects. The three performance indicators, positioned at the bottom right of the dashboard, are:

• Gross profit (%)
• Contribution to Turnover (%)
• The Turnover to Target percentage (100*Turnover/Target)

On the top right of the dashboard, the pipeline performance is presented through the win rate indicator and the Turnover to Sales forecast indicator. At the bottom left, a monthly turnover analysis is provided; the data are presented in relation to the target. Additionally, information on the revenue forecast from open opportunities is available. The monthly turnover variance is also provided.

The consolidated page provides information on the following:

• Gross profit (%)
• Contribution to turnover (%)
• Turnover to Target percentage (100*Turnover/Target)
• Win rate
•  % Forecast to Turnover
• Monthly variation from target
• Turnover analysis on a monthly basis in relation to target and forecast. The chart can be used for filtering the indicators on the right, in order to view the monthly pipeline performance.

Competition analysis

Objective

The “competition analysis” dashboard provides essential information for analyzing the competition as this is recorder through the opportunities manages by the Sales executives.

Business answers

• How many times did we win / lost over a specific competitor?
• What is the achieved / lost Turnover per opportunity closing date?
• How are we compared to a competitor during the negotiation stage?
• What was the main reason for the win / loss in relation to a competitor?

Description

Image 16: Competition analysis

Parameters

Parameter name	Default parameter value
Closing date	Current fiscal year
My team	false
Period grouping	Quarter (month is also available)
Branch	all

Dashboard Objects

Competition analysis

• Competitors: Our competitors during a period of time are presented here. For each competitor, we are presented with the lost/won revenue. Furthermore, we are presented with the win rate and the open forecast. By selecting a competitor, the data presented in the rest of the dashboard objects are automatically filtered. After the execution of the dashboard the first competitor is automatically selected.
• Analysis by quarter: The chart presented the won / lost revenue in relation to the competition, and the loss rate.
• Analysis by representative: The lost / won revenue and the wins per representative are presented.
• Opportunities: Here, the recorder opportunities for the selected competitor are presented. Through the action links on the top of the list (Wins, Losses, Open), we may filter the listed opportunities.

Win / Loss reason analysis

The active sales stage, when the loss/win was recorded, is presented here. The win rate per reason is also presented.

Stage analysis (win/loss)

The turnover / lost revenue during a sales stage that led to win / loss. The win rate per sales stage is also presented. The chart is particularly important since we may elicit information on our performance during the various stages (e.g. quotation stage; decision-negotiation stage). The loss rate per stage is also presented.

Revenue Scale analysis

The turnover/lost revenue per revenue scale is presented here. The win rate per revenue is also included.

Sales analysis

Sales analysis dashboards provide a series of interactive applications that aim to assist sales representatives in administering, managing, and analyzing Sales Performance by several business dimensions. The real-time analysis contributes to efficient and accurate decision-making for resolving sales related issues.

The available dashboards in the marketing context are:

Current Sales Insight
Item Categories Analysis
Customer Categories Analysis
Dimension Analysis
Top Customer Analysis
Geo Zones
Geo Zones / target
Branch Analysis
Sales representatives / target
Sales Comparison
Market basket analysis

Indicators and metrics

The sales indicators in use are:

Indicator
Turnover
Quantity
Gross Profit (GP)
Gross Profit (%)
Contribution (%) to Turnover
Contribution to Gross Profit
Gross Profit Margin (%)
Margin on Cost (%)
Days Sales Outstanding (%)
Customer acquisition rate (%)
Retention rate (%)

Current Sales Insight

Objective

The “Current Sales Insight” dashboard provides capabilities for viewing as a whole and in detail the current status of Sales. This insight is provided by a series of analysis charts that present data about the basic business entities per various business dimensions.

Business answers

• What is the turnover for the current month in comparison to the current quarter/year?
• Who are the top customers?
• Which are the top Items sold during the current year?
• What is the current turnover per Business Unit and Business Activity?

Description

Image 1: Current Sales Insight

Parameters

Parameter name	Default parameter value
Branch	All

Dashboard Objects

The analysis period is the current fiscal year. The particular dashboard is auto-executable and non-interactive.

Item Category Analysis

Objective

The dashboard provides us capabilities for effective Turnover and Gross profit analysis based on Item groupings.

Business answers

• What is the monthly Gross Profit (%) for an Item category?
• Which are the top Items of a category in a quarter?
• Who are the top customers of a time period in relation to an Item category?
• What is the Gross Profit per quarter for an Item group?

Description

Image 2: Item category analysis (Page 1: Analytic)

Image 3: Item category analysis (Page 2: Consolidated)

Parameters

Parameter name	Default parameter value
Time period	Current fiscal year
Grouping	Family (group, category, sub-category are also available)
Period grouping	Month (quarter is also available)

Dashboard Objects | Page: “Analytic”

This dashboard includes two pages. The “Analytic” page is fully interactive and provides focused information on Sales, by combining various groupings and metrics in relation to the Items sold and the Services provided.

Grouping analysis

The interactive chart presents Sales (in the selected period) per Item Groupings (the defined in the corresponding parameter). The grouping that accumulates the highest sales is auto-selected (accentuated slice) and used to filter the data presented in the rest of the dashboard objects. The user can select any other grouping presented on the chart.

Indicators

Contribution (%) to Turnover; Gross Profit (%)

Period analysis

The chart presents the turnover and the gross profit (%) per period. By clicking on a data point of the bar chart the following objects are additionally filtered by the corresponding period.

The title between the above two charts is dynamic and displays the analysis level based on these two charts.

Business Dimensions

The object presents the Turnover, and Gross Profit per Business Dimension. There are two alternative views: Business Unit, and Business Activity.

Sales persons

The object presents the Turnover, Gross Profit, and Quantity per Sales person. There are two alternative views: the chart view and the list view.

Branches

The object presents the Turnover, Gross Profit, and Quantity per (Top) Branch. There are two alternative views: the chart view and the list view.

Customers

The object presents the Turnover, Gross Profit, and Quantity per (Top) Customer. Both chart view and List View are available. Furthermore, there are three more alternative views. These are: per (Top Customer) Family, Geo Zone, and Profession.

Item

The object presents the Turnover, and Gross Profit, per (Top) Item. Both chart view and List View are available.

Dashboard Objects | Page: “Consolidated”

The “Consolidated” page provides concise, comparative information on Sales, by combining the dimensions, groupings and metrics selected by the user.

The first two objects provide a comparative analysis based on the selected dimension:

Dimension analysis

Contribution to GP (%); Turnover Analysis (periodical); Gross Profit (%)

Period analysis

The object presents the Turnover, Gross Profit, and Quantity per month. There are two alternative views: the chart view and the list view.

Indicators

Gross Profit (%)

Top performers

These three charts present the Turnover, Gross Profit, and Quantity that correspond to the top ten Sales Persons; the top ten Items; the top ten Branches, and the top ten Customers.

Customer Categories Analysis

Objective

The “Customer Categories” dashboard provides essential information for analyzing the Turnover and the Gross Profit by various Customer groupings.

Business answers

• Who are the top customers during a quarter and which items did they purchase?
• What is the monthly Gross Profit (%) per customer category?
• Which are the categories of the Items purchased by top customers (in terms of turnover), during a period, sold by a particular Branch?
• What are the Turnover and the Gross Profit (%) for a customer category, per Business Unit/ Activity?
• Which are the top customers in a particular profession, during a period of time?

Description

Image 4: Customer categories (Page 1: Analytic)

Image 5: Customer categories (Page 2: Consolidated)

Parameters

Parameter name	Default parameter value
Time period	Current fiscal year
Customer grouping	Family (Group, Category, and Profession are also available)
Period grouping	Month

Dashboard Objects

This dashboard includes two pages. Twenty five dashboard objects in total are included.

The “Analytic” page is fully interactive and consists of a variety of Dashboard Objects for Sales Analysis (Turnover / Quantity) and Profitability Analysis. The grouping that accumulates the highest turnover is auto-selected (accentuated slice) and used to filter the data presented in the rest of the dashboard objects. The user can select any other grouping presented on the chart.

By clicking on a data point of the charts displayed in the next two dashboard objects, the “Item Analysis” page (in the fourth and last dashboard object) is additionally filtered by the corresponding period and Geo Zone or Business Unit/Activity or Branch or Customer.

In total, the additional filters available are:

• Selected customer category
• Selected customer category & month or quarter
• Selected customer category & month or quarter & Geo Zone or Business Unit or Business Activity or Branch or Customer
• Selected customer category & Geo Zone or Business Unit or Business Activity or Branch or Customer

When the user includes a filter from the third dashboard, then the “Item Analysis” page (on the fourth dashboard object) automatically comes into focus.

The “Consolidated” page provides concise, comparative information on Sales, Gross Profit (%) and Profitability, by combining customer & period groupings, and metrics selected by the user.

Dimension Analysis

Objective

The “”Dimension Analysis” Dashboard provides us information on the Turnover and Gross Profit (%) turnover; the analysis is per Sales Dimensions.

Business answers

• What is the gross profit (%) per month/quarter for a Business Dimension?
• Which are the top items of a category for a quarter and a business activity?
• Who are the top customers for a quarter and a business unit?
• Which are the top branches for a business unit?

Description

Image 6: Dimension analysis (Page 1: Analytic)

Image 7: Dimension analysis (Page 2: Consolidated)

Parameters

Parameter name	Default parameter value
Time period	Current fiscal year
Top N records	5
Dimension	Business Unit
Period grouping	Month

Dashboard Objects | Page: “Analytic”

This dashboard includes two pages.

The “Analytic” page is fully interactive and provides focused information on Sales, by combining various dimensions and metrics.

Dimension analysis

The interactive chart presents Sales (in the selected period) per Business Dimension (the defined in the corresponding parameter). The dimension that accumulates the highest sales is auto-selected and used to filter the data presented in the rest of the dashboard objects. The user can select any other dimension that is presented on the chart.

Indicators

Contribution (%) to Turnover; Gross Profit (%)

Period analysis

The chart presents the turnover and the gross profit (%) per period. By clicking on a data point of the bar chart the following objects are additionally filtered by the corresponding period.

The title between the above two charts is dynamic and displays the analysis level based on these two charts.

Sales persons

The object presents the Turnover, Gross Profit, and Quantity per Sales person. There are two alternative views: the chart view and the list view.

Branches

The object presents the Turnover, Gross Profit, and Quantity per (Top) Branch. There are two alternative views: the chart view and the list view.

Customers

The object presents the Turnover, Gross Profit, and Quantity per (Top) Customer. There are four alternative views depending on the grouping by which the previous mentioned data are presented. These are: per (Top Customer) Family, Geo Zone, and Profession.

Item

The object presents the Turnover, and Gross Profit, per (Top) Item. Both chart view and List View are available. Furthermore, there are four more alternative views depending on the grouping by which the previous mentioned data are presented. These are: per (Top Item) Family, Group, Category, and Sub-Category.

Dashboard Objects | Page: “Consolidated”

The “Consolidated” page provides concise information on Sales, by combining various dimensions and metrics selected by the user.

The first two objects provide a comparative analysis based on the selected dimension:

Dimension analysis

Contribution to GP (%); Turnover Analysis (periodical); Gross Profit (%)

Period analysis

The object presents the Turnover, Gross Profit, and Quantity per month. There are two alternative views: the chart view and the list view.

Indicators

Gross Profit (%)

Top performers

These three charts present the Turnover, and Gross Profit that correspond to the top Sales persons; the top Items; and the top Customers.

Top Customer Analysis

Objective

The “Customer Categories” dashboard provides essential information for a comprehensive, interactive analysis of the top 10 customers, in relation to the Turnover and the Gross Profit (%).

Business answers

• Which Items were purchased by a Top Customer during a period of time?
• Which Item categories are purchased (per Business Unit / Activity) by a Top Customer?
• What is the Sales Gross Profit (%) in an Activity, by quarter, for a particular Top Customer?

Description

Image 8: Top Customer Analysis

Parameters

Parameter name	Default parameter value
Time period	Current fiscal year
Period grouping	Month

Dashboard Objects

In the first dashboard object, the grouping that accumulates the highest turnover is auto-selected (accentuated slice) and used to filter the data presented in the rest of the dashboard objects. The user can select any other grouping presented on the chart.

By clicking on a data point on the charts displayed in the next two dashboard objects, the “Item Analysis” page (in the fourth and last dashboard object) is additionally filtered by the corresponding period and Business Unit/Activity.

In total, the additional filters available are:

• Selected customer
• Selected customer & month or quarter
• Selected customer & month or quarter & Business Unit or Business Activity
• Selected customer & Business Unit or Business Activity

When the user includes a filter from the third dashboard, then the “Item Analysis” page (on the fourth dashboard object) automatically comes into focus.

The two indicators present the total Gross Profit (%) per customer and the Contribution to Turnover (%).

Geo Zones

Objective

The “Geo Zones” dashboard provides essential information for a comprehensive, interactive analysis on the Turnover and Gross Profit per Geo Zone.

Business answers

• Which are the top Items purchased by the Top Customers in a Geo Zone?
• What is the Gross Profit (%) per quarter for a Geo Zone?
• What is the Gross Profit per Item Category for a Geo Zone?
• What is the quarterly Sales Gross Profit (%) for a Business Unit, in a Geo Zone?

Description

Image 9: Geo Zones (Page 1: Analytic)

Image 10: Geo Zones (Page 2: Consolidated | Object: Top performers - Customers)

Image 11: Geo Zones (Page 2: Consolidated | Object: Top performers – Customer family)

Image 12: Geo Zones (Page 2: Consolidated | Object: Top performers – Profession)

Parameters

Parameter name	Default parameter value
Time period	Current fiscal year
Period grouping	Month

Dashboard Objects

The geographical Sales and Profitability analysis consists of two pages and over twenty dashboard objects.

In the first, interactive page “Analytic”, and specifically in the “Turnover analysis” dashboard object, the geo zone that accumulates the highest turnover is auto-selected (accentuated slice) and used to filter the data presented in the rest of the dashboard objects. The user can select any other grouping presented on the chart.

By clicking on a data point on the charts displayed in the next two dashboard objects, the “Item Analysis” page (in the fourth and last dashboard object, first page) is additionally filtered by the corresponding period and Business Unit/Activity or Customer or Sales Person.

In total, the additional filters available are:

• Selected Geo Zone
• Selected Geo Zone & month or quarter
• Selected Geo Zone & month or quarter & Business Unit or Business Activity or Customer or Sales Person
• Selected Geo Zone & Business Unit or Business Activity or Customer or Sales Person

When the user includes a filter from the third dashboard, then the “Item Analysis” page (on the fourth dashboard object) automatically comes into focus. The two indicators present the total Gross Profit (%) per geo zone and its Contribution to Turnover (%).

The second dashboard page provides a comparative analysis of geo zones. At the same time, a concise presentation of Sales – Profitability (per month or quarter) and the total Gross Profit (%) is also provided. Additionally, the user may get quick and accurate information on the following top performers:

• Customers
• Customer family
• Profession

Geo Zone to Target

Objective

The “Geo Zone to target” dashboard provides comprehensive analysis of the target set by the Sales Department per Geographical Zone.

Business answers

• Which is the Family of the most (top) purchased items by the top customers in a Geo Zone?
• What is the monthly/quarterly Gross Profit (%) in a Geo Zone?
• What is the Gross Profit per Geo Zone Activity?
• What is the monthly/quarterly Sales Gross Profit (%) in a Business Unit, in a particular Geo Zone?

Description

Image 13: Geo Zone to Target (Page 1: Analytic)

Prerequisites

There are some prerequisites for “Geo Zone to Target” dashboard. These are:

• Sales Budget Compilation: monthly or quarterly budget on turnover. Two Company Parameters are required to be defined (Image 14); both are categorized as ‘Budget’ parameters. The first defines the Budget Sheet Type and the second one defines the Budget Sheet Profile. The periodical turnover analysis by Geo Zone is based on the Accumulation type (monthly or quarterly) of the Budget Sheet Profile.

Image 14: Company Parameters | Geo Zones and Budget

• Scales: The Scales are accessible in Customization / Organization Parameters / Business Dimensions, as shown in Image 15. Scales are used for the definition of the bubble color on the map and, specifically, the “GeoTargetAchievement” Scale.

Image 15: Customization / Organization Parameters / Business Dimensions / Scales

The calculation rule is:

Minimum Scale Line Value < Value <= Maximum Scale Line Value

The lines with minimum/maximum value = 0 are calculated as -∞ and +∞ correspondingly. If the values are modified, then it is required to Publish Changes (Cache administration) in order to take effect. The default values in the “GeoTargetAchievement” Scale are presented in Image 16.

Image 16: “GeoTargetAchievement” Scale - default values

Parameters

Parameter name	Default parameter value
Time period	Current year

Dashboard Objects | Page: “Analytic”

The Geo Zone to Target dashboard consists of two pages.

Turnover per Geo Zone | map

The “Geo Zone to target” dashboard provides a comprehensive Turnover/Target Analysis by incorporating an interactive map (Google^® or Bing^®). The bubble size depends on the achieved Turnover in a particular Geo Zone. The color corresponds to a scale range (Image 16). The geo zone that accumulates the highest turnover is auto-selected (and presented as the map title) and used to filter the data presented in the rest of the dashboard objects. The user can select any other grouping presented on the map. Map functionality includes: Filtering by Geo Zone (Click on bubble); Informative tooltips on mouse over (Turnover and Target); Zoom in / Zoom out.

Turnover – GP (%)

By clicking on a chart data point, the “Item Analysis” page (on the fourth and last dashboard object of the first page) is additionally filtered by the corresponding period and Business Unit/Activity or Customer or Sales Person. The chart presents the actual Turnover, the Target, and the GP (%) in relation to the Target, per budget period.

Business Unit, Business Activity, Customers (Top, Families, Profession), Sales Person

In total, the additional filters available are:

• Selected Geo Zone
• Selected Geo Zone & month or quarter
• Selected Geo Zone & month or quarter & Business Unit or Business Activity or Customer (Top, Families, Profession) or Sales Person
• Selected Geo Zone & Business Unit or Business Activity or Customer (Top, Families, Profession) or Sales Person

When the user includes a filter from the third dashboard, then the “Item Analysis” page (on the fourth dashboard object) automatically comes into focus.

Indicators

The three indicators present the Gross Profit (%) per geo zone; its Contribution to Turnover (%); Turnover/Target (%).

Dashboard Objects | Page: “Consolidated”

The second dashboard page presents a comparative analysis of geo zones. The “Geo Zones” List presents information about: Turnover; Target; Variation from Target; Gross Profit information. Additionally a concise overview of the (monthly/quarterly) Turnover – GP (%) and the total Gross Profit are available.

Branch analysis

Objective

The “Branch analysis” dashboard provides essential information for analyzing the Turnover and the Gross Profit achieved by a Company’s Branches.

Business answers

• Which are the Top Customers during a period of time (month / quarter) and what items did they purchase from a particular Branch?
• What is the monthly Gross Profit (%) for a specific Branch?
• Which are the categories of Items sold during a period of time by a Branch, per Business Unit?
• What is the monthly/quarterly Turnover – GP (%) for a particular category of customers, for a specific Branch?
• Which are the purchased items by a specific group of customers, during a specified period of time?

Description

Image 17: Branch analysis (Page 1: Analytic)

Image 18: Branch analysis (Page 2: Consolidated)

Parameters

Parameter name	Default parameter value
Period	Current fiscal year
Branch	All
Period grouping	Month

Dashboard Objects

The “Branch analysis” dashboard consists of two pages.

In the interactive page “Analytic”, and specifically in the “Turnover analysis” chart, the branch that accumulates the highest turnover is auto-selected and used to filter the data presented in the rest of the dashboard objects. The user can select any other branch.

By clicking on a data point on the charts displayed in the next two dashboard objects, the “Item Analysis” page (in the fourth and last dashboard object, first page) is additionally filtered by the corresponding period and Business Unit/Activity or Geo Zone or Customer (Top Customers – chart, Top Customers – list, Family, Profession) or Sales Person.

In total, the additional filters available are:

• Selected Branch
• Selected Branch & month or quarter
• Selected Branch & month or quarter & Business Unit or Business Activity or Geo Zone or Customer (Top Customers – chart, Top Customers – list, Family, Profession) or Sales Person
• Selected Branch & Business Unit or Business Activity or Geo Zone or Customer (Top Customers – chart, Top Customers – list, Family, Profession) or Sales Person

When the user includes a filter from the third dashboard, then the “Item Analysis” page (on the fourth dashboard object) automatically comes into focus. The two indicators present the total Gross Profit (%) per branch and its Contribution to Turnover (%).

The second page (“Consolidated”) provides a comparative analysis of branches. At the same time, a concise presentation of Sales – Profitability (per month or quarter) and the total Gross Profit (%) is also provided. Additionally, the user may get quick and accurate information on the following top performers:

• Sales persons
• Customers
• Items
• Business Activity
• Business Unit

Sales representatives to target

Objective

The “Sales representatives to Target” dashboard provides essential information for analyzing the performance of sales representatives in relation to their target.

Business answers

• Which are the top Items purchased by the customers of a sales representative?
• What is the monthly Gross Profit (%) per Sales representative?
• What is the monthly Sales forecast for a particular sales representative?
• What is the monthly Sales Gross Profit (%) per Business Unit for a particular sales representative?

Description

Image 19: Sales representatives to Target

Image 20: Sales representatives to Target (alternative view)

Prerequisites

There are some prerequisites for “Sales representative to Target” dashboard. These are:

• Sales Budget Compilation: monthly budget on turnover. Two Company Parameters are required to be defined (); both are categorized as ‘Budget’ parameters. The first defines the Budget Sheet Type and the second one defines the Budget Sheet Profile.

Image 21: Company Parameters | Sales Representative and Budget

Parameters

Parameter name	Default parameter value
Period	Current year
Branch	All

Dashboard Objects

In the first dashboard object, the Sales representative that accumulates the highest turnover is auto-selected (accentuated slice) and used to filter the data presented in the rest of the dashboard objects. The user may select any other grouping presented on the chart. There two more views available on this dashboard object:

• The “Consolidated” view is a list of the Sales representatives that displays information on Turnover, GP, and Target.
• The “Contribution to GP (%)” doughnut chart

The “Monthly analysis” dashboard object consists of three alternative views. The first one: “Target – Expected - Turnover” presents combined information on these three metrics. The other two charts present the “Variation from Target” and the “Gross Profit”.

By clicking on a data point of the “Target – Expected - Turnover” view or/and any of the views available on the third object, the “Item Analysis” page (in the fourth and last dashboard object) is additionally filtered by the corresponding period and Business Unit/Activity/Customers.

In total, the additional filters available are:

• Selected sales representative
• Selected sales representative & month
• Selected sales representative & month & Business Unit or Business Activity or Customer
• Selected sales representative & Business Unit or Business Activity or Customer

When the user includes a filter from the third dashboard, then the “Item Analysis” page (on the fourth dashboard object) automatically comes into focus.

The four indicators present the Gross Profit (%), Target achievement (%), Turnover Contribution (%), Discounts/Turnover (%).

Sales comparison

Objective

The “Sales Comparison” dashboard provides focused information by comparing the achieved Turnover and Gross Profit (%) of two or more Fiscal Years. The presentation of the information is per several main Business Dimensions and Entities.

Business answers

• Multi-dimensional Comparison of the achieved Turnover and Gross Profit (%) of two or more Fiscal Years.

Description

Image 22: Sales Comparison

Image 23: Sales Comparison | Monthly analysis

Image 24: Sales Comparison | Turnover and Gross profit comparison per Item Family

Parameters

Parameter name	Default parameter value
Start from	From 3 fiscal years before until current fiscal year

Dashboard Objects

This dashboard aims to report:

• Fiscal year comparison
• Branch comparison
• Business Unit comparison
• Business Activity comparison
• Item groupings comparison
• Customer groupings comparison
• Fiscal year comparison on a monthly basis
• Sales representative comparison

Performance/Profitability Indicators

Objective

The “Performance/Profitability Indicators” dashboard provides a concise overview by presenting the main Performance and Profitability Indicators for a specified Fiscal Year and by comparing them to the corresponding periods of previous fiscal years.

Business answers

• What is the Gross Profit Margin in the current fiscal year?
• What is the customer acquisition rate?
• The achieved turnover by new customers in comparison to the achieved turnover by old customers.

Description

Image 25: Performance/Profitability Indicators (Page 1: Gross profit (%))

Image 26: Performance/Profitability Indicators (Page 3: Turnover analysis)

Parameters

Parameter name	Default parameter value
Fiscal year	Current fiscal year
Branch	All
Business Unit	All
Business Activity	All
Business Dimension 1	All
Business Dimension 2	All

Dashboard Objects

The “Performance/Profitability Indicators” dashboard consists of four pages:

• Gross Profit Margin (%): The indicators are calculated for the current fiscal year and the current period. At the same time, the dashboard page includes indicators that present the change in comparison to the previous fiscal year and to the corresponding period of the previous year.
• Cost Margin (%): Similarly to the previously described page, the indicators are calculated for the current fiscal year and the current period. At the same time, the second dashboard page includes indicators that present the change in comparison to the previous fiscal year and to the corresponding period of the previous year.
• Turnover analysis: The turnover is calculated for the current fiscal year and the current period. At the same time, the second dashboard page includes indicators that present the change in comparison to the previous fiscal year and to the corresponding period of the previous year. Additionally, the dashboard page includes an indicator that presents the calculated turnover in comparison to the target.
• Customer indicators: In this page, indicators of customer acquisition and retention rate are included and, additionally, a chart that provides comparative information between the achieved turnover from old and new customers. An overview on the Days Sales Outstanding (DSO) is provided.

Market basket analysis

Objective

The “Market analysis dashboard” focuses on presenting the Retail Sales key indicators.

Business answers

• What is the weekly Gross Profit in relation to the weekly Turnover?
• What is the daily average Turnover and Quantity for a specific branch?
• What is the transaction load in relation to the daily / hourly Turnover?
• What is the turnover percentage of known customers?
• What is the number of categories of traded items during a period of time, at a particular Branch?

Description

Image 27: Market basket analysis (Page 1: Branch Analysis)

Indicators – Metrics

The marketing activity performance indicators in use are:

Indicator	Calculation
number of transactions
Sales quantity
Number of unique traded Item Categories	The calculation is based on the Company Parameter that defined the Item Grouping: “DsB Item group by” (Default value = Category)
Number of unique traded Items
Average per Item Category	Number of unique Item Categories / Number of transactions
Average per Item	Number of unique Items / Number of transactions
Turnover
Discounts
Average Sales price	Sales value / Sale Quantity (Base MU)
Average Turnover	Turnover / Number of transactions
Average Quantity	Quantity / Number of transactions
Number of Credit Card Transactions
Turnover by Credit Card Transactions (%)	100 * (Turnover by Credit Card Transactions / Total Turnover)
Number of known customers	Number of Customers other than the default defined at Document Type / Branch
Number of unknown customers
Turnover by known customers (%)	100 * (Turnover by known customers / Total Turnover)
Discounts to Turnover (%)	100 * (Discounts / Total Turnover)
Gross Sales Profit (%)

Parameters

Parameter name	Default parameter value
Analysis period	Current fiscal year
Document Type - International Code	ES.12200.01 (The default Retail Sales Document Type used in ESRetail®)

Dashboard Objects

The “Marker basket analysis” dashboard consists of two pages.

In the first, interactive page “Analytic”, the previously discussed Indicators (Retail Sales Indicators per Branch) are analyzed. By selecting a record, at the Branch Indicators List, the other objects of this page are filtered accordingly. The presented information includes:

• Top performance per Item and Item Category level
• Weekly analysis: a) Turnover - Transactions, β) Average basket, γ) Gross Profit (%)
• Daily transaction workload: Hourly analysis of number of transactions and turnover
• Today analysis: Average Turnover in relation to Average Quantity

The second dashboard page provides a concise analysis of Retail Sales Indicators. At the same time, the top items are presented (viewing per various groupings is available). Additionally, the user may get quick and accurate information on the following:

• Top items
• Gross Profit (%), Known Customers (%); known customer turnover (%); Discounts/Turnover (%)
• Weekly transaction analysis (turnover – transactions; average basket; Gross Profit (%))

Service Analysis

The service analysis dashboards provide a series of interactive BI applications that aim to assist service representatives in managing and analyzing the service life-cycle and the effectiveness of any services jobs (in-house and on-site) provided. The real-time analysis unveils the key issues and contributes to efficient and accurate management.

The available dashboards in this context are:

Case analysis
Service jobs analytics
Customer care analysis

Service indicators and metrics

The service performance indicators and metrics in use are:

Indicator	Calculation
Case count
Number of jobs: Service in-house, on-site, phone support
Case duration
Job duration
Open cases
Open jobs: Service in-house, on-site, phone support
Open jobs without representative
Number of cases resolved on the same day
Daily resolution rate (%)	100 * Number of cases resolved on the same day / Case count
Number of in-time responses
Number of overdue responses
Number of in-time resolutions
Number of overdue resolutions
Response rate (%)
Fix rate (%)

Case Analysis

Objective

The “Case Analysis” dashboard allows us to investigate and analyze the performance in customer care cases.

Business answers

• What is the daily resolution rate?
• What is the fix rate?
• What is the case workload by day and hour?
• Insight on current Case ageing.

Description

Image 1: Case analysis (Page 1)

Image 2: Case analysis (Page 2: Current Insight)

Parameters

Parameter name	Default parameter value
Time period	This year
Units of time	Hour
Branch	All

Dashboard Objects | Page: “Case Analysis”

This dashboard includes two pages.

The “Case analysis” page provides us with concise information on the cases, by incorporating various dimensions and metrics.

Case workload

The chart presents the number of cases per day/hour or per month (depending on the corresponding parameter value).

Cases resolved by representative on the same day

The chart presents the resolution rate per representative (%).

Indicators

The following three indicators are available: Daily resolution rate; Response rate (%); Fix rate (%).

Dashboard Objects | Page: “Current insight”

The “Current Insight” page is interactive and provides us substantial, current information per service representative.

Cases by representative

The first service representative is auto-selected and used to filter the data presented in the rest of the dashboard objects. The related cases are listed in the “Cases” list below.

Ageing insight

This is an interactive, stacked chart that analyzes the case ageing per priority. The displayed data are auto-filtered based on the selected service representative in the “Cases by representative” chart. By clicking on a data point of the bar chart the related cases are additionally filtered by the ageing info. The ageing calculation is based on the “ES.ServiceJobAgeing” scale.

Status analysis

This is stacked chart presents the overdue and in-time cases for the selected representative per status.

Average days in stage

The chart presents the average duration (in days) of open cases per status, for the selected service representative in the chart: “Cases by representative”.

Cases

This list presents the open cases of the selected representative (chart: “Cases by representative”) and the selected ageing group (Chart: “Ageing insight”). By clicking on the raw data in the “Code” column, we can access the corresponding case for viewing/editing.

Service jobs analytics

Objective

The “Service jobs analytics” dashboard allows us to investigate and analyze customer care performance.

Business answers

• What is the fix rate (%) per service representative?
• Insight on current Service Job ageing, per priority.
• What is the overall progress of service jobs?
• What is the Due Date of Service Jobs per Status?

Description

Image 3: Service Job analytics (Page 1: Representatives)

Image 4: Service Job analytics (Page 2: Priority)

Image 5: Service Job analytics (Page 3: Consolidated)

Parameters

Parameter name	Default parameter value
Date	This year
Branch	All

Dashboard Objects | Page: “Representatives”

This dashboard includes three pages.

The “Representatives” dashboard provides interactive capabilities for monitoring the performance of service representatives.

Job count by representative

The interactive chart presents the number of service jobs per representative. The first representative is auto-selected and used to filter the data presented in the rest of the dashboard objects. The user can select any other representative that is presented on the chart.

Task progress

The chart presents the progress of tasks for the selected representative.

Due date analysis per status

This stacked chart presents the representative’s jobs examined by due date and status.

Responses

The chart presents the number of successful and unsuccessful responses for the selected representative.

Fixes

The chart presents the number of successful and unsuccessful fixes for the selected representative.

Indicators

Fix rate (%) and Response rate (%) of the selected representative.

Dashboard Objects | Page: “Priority”

The “Priority” page provides interactive capabilities for monitoring the priority of open jobs.

Job priority

The chart presents both the number of jobs per priority and the number of jobs that have not been assigned to a representative. By clicking on a data point, the “Open Service Jobs” list data are filtered automatically.

Priority analysis

This dashboard object consists of four alternative views of the priority analysis chart: per representative, due date, severity, and status. By clicking on a data point, the “Open Service Jobs” list data are filtered automatically.

Job type analysis

This interactive chart presents the number of jobs by priority and job type. By clicking on a data point, the “Open Service Jobs” list data are filtered automatically.

Open Service Jobs

The open service jobs are presented in this list. By clicking on the link, which is available in the “Code” column at row level, the particular job can be accessed for viewing and editing.

Dashboard Objects | Page: “Consolidated”

The “Consolidated” page provides consolidated information on the service jobs performance.

Task progress

The chart presents the number of jobs per stage.

Job status analysis

The chart displays the number of open jobs presented by their status and their due date.

Responses

The chart presents the number of successful and unsuccessful responses.

Fixes

The chart presents the number of successful and unsuccessful fixes.

Indicators

Response rate (%); Fix rate (%)

Customer care analysis

Objective

The “Customer care analysis” dashboard provides an overview of the provided services.

Business answers

• What is the number of cases in relation to service jobs?
• Which are the 10 most frequent customers serviced?
• What is the monthly number of jobs by type?
• What is the monthly service revenue?

Description

Image 6: Customer Care analysis

Parameters

Parameter name	Default parameter value
Period	This year
Period grouping	Month (Quarter is also available)
Branch	All

Dashboard Objects

Number of cases – service jobs

The chart presents the number of jobs in the selected period of time, grouped by the selected period grouping (i.e. month or quarter).

Number of jobs by type

This chart presents the number of jobs per service type (in-house & on-site) per period grouping (i.e. the defined parameter value).

Overdue case analysis

This dashboard object consists of two alternative views. It presents the number of cases and the number of overdue cases per period (first view) or per representative (second view).

Average resolution time of cases by representative

The chart presents both the number of cases by representative and the average resolution time by representative.

Ten most serviced entities

This dashboard object consists of two alternative views. It presents the top ten of the most frequently serviced customers (first view) and Items (second view).

Service revenues

The chart provides a periodical representation of service revenues.

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