Pipeline performance management

[Former Member]

Hi experts,

I'm working on SAP CRM 7 PPM and need help understanding something. In the sales pipeline view, within the pipeline views ("Required" and "Expected"), Expected comes from the opportunities, where does the system get the "required" amount from? Is there some sort of formula that is used?

Also, under Analysis Stage, it has 5 points to report on -

1 Qualification

2 Quotation

3 Decision

4 Design In

5 Design Win

The first three make sense and change as I change my Sales stages. Number 4 and 5 though, make no sense to me.

Can I customize this? and can I customize the bar graphs at all?

Your assistance would be greatly appreciated.

[Former Member · Accepted solution]

Hi,

You can define your Analysis Stage under the following path:

SPRO-> CRM->Transactions->Settings for Opportunities-> Define Sales cycle and sales stages-> Define Analysis Stages

Regards

Aakshi Suri

[Former Member · Accepted solution]

Thanks Aakshi

I actually found it the other day, forgot to come update here.

[Former Member · Accepted solution]

Okay.

You also got to know the 'required' value for the sales pipeline gets calculated based on the sales quota that has been set . The sales quota for a specific time frame (for example a year) is transformed into a sales target for the sales pipeline.

[Former Member · Accepted solution]

I am still struggling to wrap my head around it.

I figured it takes the target (say, 100 000 for one quarter) and divides it by the amount of sales stages (say I have 4 Sales stages). So that would be 25 000 for each sales stage, but this is impracticle to me. Or am I wrong?

[thais_perruolo · Accepted solution]

Aakshi Suri

What mean "Design in" and "Design win" in the pipeline performance?

Thanks.

[Former Member · Accepted solution]

Hi Thais,

These are SAP standard descriptions, and I do not know what Design In / Win means. I have not used those. I changed the descriptions to suit the business we implemented this for.

Regards,

[thais_perruolo · Accepted solution]

Thanks Kendal.

[shawn_xiao]

Hi Kendal,

The required value comes from quota planning. Please review SAP KBA  1522019.

Please review SAP KBA 1839416 to understand how the target value is calculated.

Hope my answer helps.

Best Regards,

Shawn