Application Manual

Transcription

1 Application Manual I

2 History of changes Version Version Date Changes compared to previous version Initial Add History of changes page and the new Getinge logo Adjustment to new application Adjustment to GShape release II

3 Overall Content History of changes...ii Overall Content...III Introduction... IV GHorizon: The Getinge Group BI strategy Application content... 2 Optimized Sales reporting...4 Reporting possibilities...5 Manual... V 0. Reporting Capabilities Data sources Relational reporting Standard filter Shared dimensions Dimensional reporting Standard reporting Trigger for automated report execution Security concept Multiple sales data loads per day Currency translation of measures into group currency SEK and EUR Derivation of the exchange rates CRM data Opportunity Quote Visits Harmonized sales stages for Opportunities & Quotes Date assignments of GForce / MPulse data to GHorizon@Sales ComEx Account (ComEx ID) Financial Planning III

4 8. Targets Sales Service Visiting targets ComEx account targets Contact... VI IV

5 Introduction The following chapters serve as introduction of GHorizon as the central Getinge Business Intelligence solution and as application. Furthermore the implemented optimizations are described which ensure a stable and performant BI solution. Conclusive the different reporting possibilities within the application are illustrated prefacing the following chapters. GHorizon: The Getinge Group BI strategy...1 GHorizon@Sales Application content... 2 Optimized Sales reporting...4 Reporting possibilities...5 Overall Content IV

6 GHorizon: The Getinge Group BI strategy GHorizon describes the Group Business Intelligence program and its environment. Globally available and standardized reporting applications are provided along the core business processes (end-to-end) across our business divisions. Per definition the processes are aligned to the SAP ERP system therefore the applications are mainly available for SAP companies. Figure 1: GHorizon applications In and there are non-sap companies integrated as well. combines Data from different ERP, CRM and Finance Planning systems. is based on Cognos Controller figures and therefore it is available for all Getinge companies. 1

7 The application provides standard reporting and ad-hoc analysis possibilities of sales and finance figures like revenue, order entry, open orders, standard costs, opportunities, quotes, budget and forecast. Figure 2: From business process to global BI application Within you get a harmonized view on key objects like region, product hierarchies, and customer classifications. It is the integration of the sales data from the various ERP, CRM and Finance Planning systems into the group SAP HANA data warehouse in a standardised process. To ensure transparency on the revenue identification and extraction, the sales data requirements have been precisely defined, including the data interface and the upload process from the different source systems. Each source system has a corresponding Detailed Design specification which is important to ensure the data comparability through all the systems. Data subsequently was validated with the help of process owners from both, finance and MDM teams. 0.1 Application content GHorizon@Sales provides end-to-end sales performance and visibility of Sales processes from central CRM, ERP and Finance Planning systems. The three core questions answered within the application are: where, what and when. 2

8 WHERE: Where answers the question from where the data is coming from. The following figures display the integrated SSUs and BUs in the different GHorizon applications marked in green. The 20 largest entities are listed but all SAP entities are integrated into GHorizon. 3

9 Figure 3: BI Coverage SSUs and BUs WHAT: What answers the question which content of data is covered in the application explaining which operational processes are covered. These processes are: - Sales Order Management - Aftermarket Sales and Service - Financial Supply Chain Management - Financial Accounting - Management Accounting WHEN: Is the frequency of sales data updates. The data is loaded three times a day to ensure business coverage of different time zones. (More information in chapter 4: Multiple sales data loads per day) Optimized Sales reporting With the new GHorizon@Sales reporting application, significant simplifications and optimizations have been implemented. The previous model base was an Oracle database which has been replaced by SAP HANA to use state of the art technology. This has improved the performance and allows a multiple time faster ad-hoc reporting on sales data. Further, the runtime of the standard reports has been improved significantly. 4

10 Additionally, the movement to SAP HANA leads to a reduction of reporting cubes and detailed packages to one of each which simplifies the maintenance, as well as the complexity and eases the reuse of reports for the business. The changes of the database in the backend lead to visible changes in the Cognos frontend, as well. Up to now the GHorizon@Sales application contained several reporting packages with different levels of details or different target groups which were all based on an Oracle database. From now on one new package for relational and one for multi-dimensional reporting is available to cover all sales reporting needs. If you want to benefit from the optimizations and performance improvements you have to use the new packages and migrate your existing reports based on Oracle to the new packages. Path in Cognos: Public Folders > GHorizon@Sales > GHorizon@Sales Details - GHorizon@Sales Details (relational reporting) - GHorizon@Sales (multi-dimensional reporting) If you need help with the migration please read the how to process with screenshots in the HowTo document ( igrate.pdf) or raise a GSM ticket. Reporting possibilities The GHorizon@Sales application provides three reporting capabilities : Relational reporting ad hoc reporting with detailed information, as well as base for standard reporting Dimensional reporting ad hoc reporting utilising shared dimensions & measures (cube reporting) Standard reporting corporate standardised reports The reporting methods can be used to analyze the data by designing individual reports, execute standard reports or perform adhoc analysis. There is the ability to copy a standard report and localize it, run a detailed report or a data quality report to drive the data quality. All mentioned possibilities are reachable via the GHorizon Business Intelligence Portal and IBM Cognos. The Cognos Group BI portal is the single point of data access for all group BI related reporting applications, global standard reports, dashboards and KPIs. 5

11 Figure 4: Start page Introduction Overall Content 6

12 Manual The next sections describe the content of and its reporting capabilities. 0. Reporting Capabilities Data sources Relational reporting Standard filter Dimension / Measure Matrix Dimensional reporting Standard reporting Trigger for automated report execution Security concept Multiple sales data loads per day Currency translation of measures into group currency SEK and EUR Derivation of the exchange rates CRM data Opportunity Quote Visits Harmonized sales stages for Opportunities & Quotes Date assignments of GForce / MPulse data to GHorizon@Sales ComEx Account (ComEx ID) Financial Planning Targets Sales Service Visiting targets ComEx account targets Contact... VI V

13 0. Reporting Capabilities 0.1 Data sources The goal is to combine data from several data sources in one reporting application. To provide coverage of the end-to-end sales process, from an opportunity via a quote through to the effective order, it is required to extract data from ERP and CRM system(s). Opportunity and quote data is loaded from GForce and MPulse CRM system. The effective orders are from SAP or other ERP systems. The back end data flow will be seamless to an end user. Figure 5: Data sources 0.1 Relational reporting The relational reporting provides the ability to perform analysis on the lowest detailed level (single FI bookings) starting from the year The package is the base for the standard reports in the sales area but can be used for ad-hoc reporting, as well. Due to the new database SAP HANA the ad-hoc reporting based on the relational model is very performant and fast. All monetary measures are available in local currency (LC), Euro (EUR) and Swedish kronor (SEK). The GHorizon@Sales Details application package is located in Public Folders > GHorizon@Sales > GHorizon@Sales Details. The data model is based on a star schema containing several dimensions (e.g. company, product hierarchy, etc), categories and facts (characteristic measures, e.g. net sales, open orders, etc.). The model is reflected in diagram Fig 7. 1

14 The package can be accessed via the following link: Or via the following path within the GHorizon portal: Figure 6: Overview 2

15 Date: The date dimension reflects the booking date. Different date variants are available, e.g. Day, Week, Year Week, etc. Additionally, a folder called Relative Times exists. It is providing a set of dynamic groupings for users to create their own reports with dynamic time filters. For example filtering a Workspace Advanced created report on Rolling 12 Months allows the user to have a report showing those 12 months as of today without having to manually modify the date range filter with every month change. This is especially useful for users wanting to schedule YTD, MTD, rolling reports created in Workspace Advanced as without such groupings, the scheduled report time filter would have to be modified frequently, which is not needed anymore in many cases using those Relative Times. Working Days: Ability to analyze sales and order data in relation to the real working days in the country. Example: to calculate, more accurately, forecasts for analysis of sales performance in respects to past or remaining working days of a monthly, quarterly or yearly 3

16 perspective. Company: A dimension of all available company entities in the reporting. The names consist of a four digit code Legal Entity Code e.g. DE02 for the entity Maquet Vertrieb und Service GmbH. Product Hierarchy : Implemented to support GShape to align a product hierarchy across Getinge. The hierarchy is divided into the levels total, business area (e.g. MeSy), division (e.g. Surgical Workplaces), product line (e.g. SUOT for operating tables), product groups (e.g. Alphastar), product variations (e.g. Alphastar and Alphastar plus) and material numbers. The material numbers are the lowest level of the product hierarchy. They are extracted from local ERP systems and assigned to respective eight superior levels with a product hierarchy mapping table. This mapping table is maintained by the central IT-department, in cooperation with the business. Dynamic Product Hierarchy : This dimension can be used for analyzing historical product-related data under the view of the current valid hierarchy code from the master data of the material number from the transactional record. 4

17 Sales Channel: Provides the ability to split figures into Direct Sales or Aftermarket. Sales Group: Provides the ability to split figures into Sales Group. Market Structure: Provides the ability to split figures into regions, subregions, clusters and countries. Currency: Contains all the local currencies of the entities. Measure Of Units: Includes information about the base unit for the characteristic measure (e.g. pieces, kilograms, liters, etc.). Reason Code: This is the reason for creating a sales document. It is available for all entities using SAP as an ERP system. Example: It can be used to perform analysis (e.g. average sales price) by excluding orders with special reasons like guarantee, sales promotion, goodwill, et al. Profit Center: Each company has different divisions where there are different product lines or departments. Within one product line various profit centers could exist. The structure is as follows: Profit Center Department Division A profit center represents an organizational entity in ac- 5

18 counting which structures a company for internal business needs. Note: This is the SAP profit center which is transferred 1:1 from SAP into GHorizon. Profit Center Hierarchy: Each company has different divisions where there are different product lines or departments. Within one product line various profit centers could exist. The department and division determined by profit center are available, as well. Functional Area: Separates data for reporting in gross profit 1 and gross profit 2. For gross profit 1 it classifies data into accounting groups, like SALES and COGS. For gross profit 2 it classifies data into accounting groups, like FACTO- RY/SERVICE VARIANCES, WARRANTY and EXTER- NAL COMMISSIONS. These groups are based on Getinge s definition for the operative income statement split by Business Area (OPIS). NOTE: Only data after 1 st Jan 2014 will be categorised with a functional area. Historical data prior to this will remain uncategorised. Cost Element: Provides the ability to split the costs by its types. Chart of Accounts: The chart of account information helps you to include / exclude a single cost or sales account in terms of detailed analysis of integrated margin. All entities connected to GHorizon@Sales can be found 6

19 with account numbers and relative descriptions. The field Result Analysis Category provides the ability to analyse costs towards Work in Process with Requirement to Capitalize (WIPR), Reserves for Imminent Loss (RIML) and Reserves for Unrealized Costs (Group with Req. to Cap.) (RUCR). NOTE: This field is only available for SAP PE1 companies. Controller Product Structure: This dimension can be used for analyzing the actuals figures which are assigned based on the profit center department (SAP) or based on the product hierarchy assignment from the item master data (non-sap). For data coming from non-sap entities the static product line of the materials product hierarchy codes from the transactions is used. Reporting Structure: Can be used to report UANS codes and analyse rental revenue. Accounting Indicators: This dimension is part of the Service Orders. It holds the accounting indicator information for the work order. Sales Characteristics: Provides the ability to split the sales into initial sales, internal services, aftermarket business and not categorised. Those categories are further split in a more detailed level. 7

20 Service Rep: This is the service person responsible in the entities. The hierarchy is as follows: Each service rep is assigned to a cost center, the cost center itself has a hierarchy in SAP. The hierarchy starts at level 6 up to level 0. Note: information is only available for PE1 companies from the point of GoLive in PE1 for each company. Equipment: Displays information for a contract, if a contract is assigned to a sales posting. Note: There is only data available for PE1 companies, with a GoLive after 1 st of October No historical data is available. Contract Info: The contract information is part of the Service Contracts. This dimension contains information for Service Contracts on the header level. 8

21 Final Ship To: This is the partner role Final Ship To: At the end the shipped goods will be at this address. If the final ship to is a dealer it s possible that the final ship to and the ship to are not identical. It contains name and geographical information regarding this partner role. The business is divided into different regions. Within these regions, associations between different countries are called cluster. This hierarchical structure is not mandatory, therefore, countries can also be found on regional level. It is the same with countries on a cluster level. Partner role in SAP: EW Payer: The payer is the customer who gets the invoice. As soon as the SD invoice is booked in the FI module an open item will be booked on the account of this customer who will make the payment. It is structured into External, Internal and Not Categorized customers. Partner role in SAP: PY 9

22 Shipped To: The goods will be delivered to this shipped to address. Partner role in SAP: SH Sold To: The sold to party is the business partner who places the order. It is structured into External, Internal, Not Categorized customers. Partner role in SAP: AG 10

23 Sales Reps: The sales responsible person within the entities. Partner role in SAP: WV The hierarchy is as follows: General Manager Division Manager Sales Manager Regional Manager Sales Rep Every sales rep data record loaded from source ERP system is allocated to superior levels within this predefined responsible hierarchy. More information can be found in the realignment documentation. Note: Information only available for companies using the SAP TM module. Responsibles This dimension shows three different roles: - Responsible Worker - Creator - Project Manager Group Purchasing Organization - GPO: Contains information on customer s purchasing organization regarding the main customer who is responsible for the purchasing contract. Note: information can be found in the header of order entry. 11

24 ComEx Account: The ComEx account is a type of customer which is assigned to GForce opportunities and visits. It s the leading customer information in GForce which groups one or more (SAP) customer numbers. E.g.: ComEx ID SAP Customer Number DE For all other systems like SAP or MPulse it will also be linked if the SAP account number is assigned to a ComEx Account on GForce side (see above). GForce is currently the leading system which allows to maintain and create ComEx Ids. Group Purchasing Organization - IDN: Integrated Delivery Network used to identify the single governing body which manages a set of local healthcare facilities. They benefit from special conditions and prices. Note: is equal to partner role Y9 in SAP PE1. 12

25 Territory Rep: Provides the user the ability to analyze sales figures through different levels of the territory hierarchy. The lowest level of the hierarchy is the territory itself. Based on a defined assignment in SAP TM module a territory will be determined. An assignment of a territory (TM and AM) will be done based on a unique customer/postal code sector and product hierarchy combination which is valid for a defined time period. These assignments are maintained in SAP TM module and could be changed by the responsible user in SAP. Once an assignment has changed, new validity dates will be set and the old assignment will be outdated. Starting from this point in time the new territory assignment is valid and will be used to show the corresponding territory in the different hierarchies in the reporting. The territory hierarchy is the following: General Manager Area Regional Manager Region Territory responsible Territory In general, the territory hierarchies are divided into two parts, territory manager (TM) and account manager (AM). For each section GHorizon is providing three different views on the data: Territory, Territory Origin and Territory Dynamic. Territory Rep The most common hierarchy is always showing the correct territory which was valid for a given booking date in the reporting. Note: Information only available for companies using the SAP TM module. 13

26 Territory Rep Origin: Shows the territory information as determined by TM module and stored in SAP during the order creation process based on the assignments maintained in SAP on customer / postal code sector and product hierarchy. This represents the territory which was valid on the date of the order creation. This will never change. Note: Information only available for companies using the SAP TM module. Territory Rep Dynamic: The third hierarchy is a dynamic view, as it shows the actual view on the data. All historical alignments will be overwritten with the actual valid territory as of today. More information can be found in the realignment documentation. Note: Information only available for companies using the SAP TM module. Territory AM: Provides the user the ability to analyze sales figures through different levels of the account manager hierarchy. The lowest level of the hierarchy is the account manager itself. Note: Information only available for companies using the SAP TM module. 14

27 Territory AM Origin: Shows the account information as determined by TM module and stored in SAP during the order creation process based on the assignments maintained in SAP on customer / postal code sector and product hierarchy. This represents the account which was valid on the date of the order creation. This will never change. Note: Information only available for companies using the SAP TM module. Territory AM Dynamic: The third hierarchy is a dynamic view, as it shows the actual view on the data. All historical alignments will be overwritten with the actual valid territory as of today. Note: Information only available for companies using the SAP TM module. System Sales: Represents various products which are sold as one system. It is called system sales. Example: An operation table top and table column. Billing Details: This dimension describes billing details of a billing document (e.g. Invoice Number). 15

28 Sales Stages: Opportunity and Quote can be analyzed through the opportunity sales stages. Quotes without a connection to an opportunity are shown as Not Categorized. Note: Harmonized sales stages were integrated as a Meta Model to logically aggregate sales data over more than one company. The Meta Model groups the local sales stages by mapping them to an overall valid subject. This model makes it possible to aggregate and drill-down to sales data on country, cluster and regional level. The leading sales stages for the harmonized sales stages model are the sales stages coming from GForce: Qualifying, Negotiating, Quoting, Won, Lost, Cancelled and Not Categorized. You can find more information in chapter 6 (CRM). ComEx Category: A ComEx Category is defined in GForce for visits. 16

29 Opportunity: This opportunity describes the opportunity to sell a product in the sales process and is set by a sales rep. The source systems are the CRM systems GForce and Siebel MPulse. There are additional folders containing some grouped dimensions. Example: Additional dates (which are only used for opportunities) - Invoice Date, Order Receipt Date and Expected Shipment Date which are set by the sales rep within the sales process. Closed and Create Date specify when the opportunity was created and closed. Note: The listed measures are all opportunity specific measures which come directly out of GForce or MPulse. You can identify the different source systems for the opportunity within the folder Technical Information ( Source System ). 17

30 Quote: A quote is an offer made for a customer by the sales rep in the sales process. The source system is the CRM system (MPulse). Currently no quotes are handled within GForce. The quote contains every revision to provide a revision report. In order to report only preferred quotes (i.e. not all revisions) there s a standard filter, which can be used. In special folders there are additional dimensions which are specific only to the quote process. One folder shows some additional date information. Effective As Of and Effective Through Date represent the validity period of the quote. The Customer Order Date specifies the expected order date. The Create Date indicates when the quote was created in MPulse. In the Additional Measures folder calculations are available which are only usable for the quote process, i.e. Freight Costs, Shipping Cost Amount, Training Cost etc. The Units and the Quote Revenue are measures for a single product. Extended Units and Extended Quote Revenue represent the measures for a product package in the US which contains several products. Outside the US, the single product measures are equal to the extended measures. 18

31 Visits: Visits are maintained in GForce source system. Visits out of Mpulse are not available. The users will create different types of events/visits in the system, e.g. planned visits, and plan them for specific accounts while the maintaining phase. Visit duration, contact persons and the outcome of visits are available as well to compare it against the reps visiting targets. Order Entry: Represents the creation of a new order in the ERP system, providing an indication of the potential net turnover. Order Entry is every order that is not cancelled. 19

32 Open Orders: Represents the order backlog as a snapshot. For the current month it always shows the status of the current day. For all past month it shows the status of the last day of the month. The definition of Open Orders is order that has not been cancelled, not invoiced or delivered. partially invoiced Order. The not invoiced part is considered open. an invoiced order that is not delivered. For every order that is not cancelled and is relevant for delivery, the Open Order quantity is calculated by reducing the overall order quantity by the already invoiced quantity. To calculate the value of the Open Order, the Open Order quantity is multiplied by the price. 20

33 Sales: Represents the effective order which was placed and the net turnovers from the accomplished or planned sale of products. The measures are all Sales specific coming directly out of SAP, i.e. Net Sales (turnover), Cogs Net Sales (costs of the turnover), GP Net Sales (gross margin) and Sold Units. The Sold Units represents the quantity of products sold. The Sold Units Counted counts system sales. For example, if two products are sold as one system (i.e. operation table top and table column) the quantity is one instead of two like it is in the Sold Units. The folder SAP Details contains sales and finance information out of the former SAP_VISTA_DETAILS package, e.g. Sales Document or Billing Type. 21

34 Standard Costs: Represents the cost of goods sold (COGS) value set up in each local ERP system. Planning Sales BU: Represents the planning data for the next financial year budget. It s the financial term for a company s target. The business plans the budget in September and October for the next financial year. After approval from Getinge Management, the budget figures are uploaded into GHorizon@Sales. Note: The measures available for Planning Sales BU are the same as in the Sales dimension but reflecting the planning (future view) not the business as it was (past view). Planning Sales P1: Represents the measures from the quarterly generated planning data for the current financial year. It s the company s latest projection of what will happen in the next few months based on current activities in the business. It is the forecast for the remaining months until the end of the financial year. P1 planning will be planned by the business in February and March for the remainder of the financial year. After approval from Getinge Management the measures will be 22

35 uploaded into Note: The measures available for Planning Sales BU are the same as in the Sales dimension but reflecting the planning (future view) not the business as it was (past view). Planning Sales P2: Represents the measures from the quarterly generated planning data for the current financial year. It s the company s latest projection of what really will happen over the next few months based on current activities in the business. It is the forecast for the remaining months until the end of the financial year. P2 planning will be planned by the business in May and June for the remainder of the financial year. After approval from Getinge Management the measures will be uploaded into GHorizon@Sales. Note: The measures available for Planning Sales BU are the same as in the Sales dimension but reflecting the planning (future view) not the business as it was (past view). Planning Sales P3: Represents the measures from the quarterly generated planning data for the current financial year. It s the company s latest projection of what really will happen over the next few months based on what is happening in the business. It is the forecast for the remaining months until the end of the financial year. P3 planning will be planned by the business in August and September for the remainder of the financial year. After approval from Getinge Management the measures will be uploaded into GHorizon@Sales. Note: The measures available for Planning Sales BU are the same as in the Sales dimension but reflecting the planning (future view) not the business as it was (past 23

36 view). Targets (Sales and Service Rep): The given information can be used to review profitability of the rep when comparing actuals against targets. The target data is manually uploaded on sales or service rep level. Analyses are possible on sales rep, product hierarchy, sales division, time and company level for sales rep targets. For service rep targets it can be done by service rep and its hierarchy, product hierarchy, time and company. Note: See Target section below for more information. ComEx Account Targets: The ComEx account targets are maintained in GForce for the full year by ComEx account and product hierarchy level and ComEx Category. Visiting Targets: Quarterly defined visiting targets for a ComEx category, sales rep and ComEx account. These targets are maintaind in GForce. The targets will be cleared in GForce every quarter, so the targets will only be valid for the current quarter. 24

37 0.1.1 Standard filter It is possible to focus data on specific information utilising filter dimensions. Example: If analysis is required for the current year the usage of a standard filter for the Current YTD is possible. Figure 7: Query: Standard Filter Dimension / Measure Matrix The analysis of some measures delivers only comprehensive results while combining them with the appropriate dimensions. The following matrix shows in green which measure is combinable with which dimension to serve as a reporting guideline. 25

38 0.2 Dimensional reporting The intention of the dimensional package is to enable the user to explore the sales data within Cognos ad-hoc reporting capabilities. The data will be pre-aggregated throughout the levels to execute your analysis not only with table and field names but with the real members of these specific tables and fields. If you want to analyze data for the legal entity DE02 you can directly search for this member within the package and use it in your analysis. The data is presented in a hierarchically way with drill down possibilities even in the ad-hoc analysis. This is realized by an application package with the name GHorizon@Sales. All monetary measures are available in local currency (LC), Euro (EUR) and Swedish kronor (SEK). The data model of the dimensional package is based on the star schema and contains dimensions and facts (characteristic measures). The data source for relational and dimensional reporting is the same but with less detailed information in the dimensional reporting package to ensure a performant management analysis. 26

39 The application package is located at Public Folders > > The following table illustrates which dimensions are currently available and the information they hold: Date : The date dimension reflects the booking date. Different date variants are available, e.g. Day, Week, Year Week, etc. Relative Times The date dimension reflects the current booking date (or last day). Different date variants are defined to pre-filter the report to run them on regular bases with dynamic filter criteria s, e.g. YTD, MTD, Current Day, Rolling 12 Month, etc. 27

40 Planned Invoice Date: The dimension mirrors the Date dimension and is linked to the planned invoice date. Company: A dimension of all available company entities in the reporting. The names consist of a four digit code Legal Entity Code e.g. DE02 for the entity Maquet Vertrieb und Service GmbH. Product Hierarchy : Implemented to support GShape to align a product hierarchy across Getinge. The hierarchy is divided into the levels total, business area (e.g. MeSy), division (e.g. Surgical Workplaces), product line (e.g. SUOT for operating tables), product groups (e.g. Alphastar), product variations (e.g. Alphastar and Alphastar plus) and material numbers. The material numbers are the lowest level of the product hierarchy. They are extracted from local ERP systems and assigned to respective eight superior levels with a product hierarchy mapping table. This mapping table is maintained by the central IT-department, in cooperation with the business. 28

41 Sales Channel: Provides the ability to split figures into Direct Sales or Aftermarket. Currency: Contains all the local currencies of the entities. Reason Code: This is the reason for creating a sales document. It is available for all entities using SAP as an ERP system. Example: It can be used to perform analysis (e.g. average sales price) by excluding orders with special reasons like guarantee, sales promotion, goodwill, et al. Market Structure: Provides the ability to split figures into regions, subregions, clusters and countries. Unit: Includes information about the base unit for the characteristic measure (e.g. pieces, kilograms, liters, etc.). 29

42 Profit Center: Each company has different divisions where there are different product lines or departments. Within one product line various profit centers could exist. The structure is as follows: Profit Center Department Division A profit center represents an organizational entity in accounting which structures a company for internal business needs. Note: This is the SAP profit center which is transferred 1:1 from SAP into GHorizon. Profit Center Hierarchy: Each company has different divisions where there are different product lines or departments. Within one product line various profit centers could exist. The department and division determined by profit center are available, as well. Functional Area: Separates data for reporting in gross profit 1 and gross profit 2. For gross profit 1 it classifies data into accounting groups, like SALES and COGS. For gross profit 2 it classifies data into accounting groups, like FACTO- RY/SERVICE VARIANCES, WARRANTY and EXTER- NAL COMMISSIONS. These groups are based on Getinge s definition for the operative income statement split by Business Area (OPIS). NOTE: Only data after 1 st Jan 2014 will be categorised with a functional area. Historical data prior to this will remain uncategorised. 30

43 Cost Element: Provides the ability to split the costs by its types. Chart of Accounts: The chart of account information helps you to include / exclude a single cost or sales account in terms of detailed analysis of integrated margin. All entities connected to GHorizon@Sales can be found with account numbers and relative descriptions. The field Result Analysis Category provides the ability to analyse costs towards Work in Process with Requirement to Capitalize (WIPR), Reserves for Imminent Loss (RIML) and Reserves for Unrealized Costs (Group with Req. to Cap.) (RUCR). NOTE: This field is only available for SAP PE1 companies. Reporting Structure: Can be used to report UANS codes and analyse rental revenue. Accounting Indicators: This dimension is part of the Service Orders. It holds the accounting indicator information for the work order. Sales Characteristics: Provides the ability to split the sales into initial sales, internal services, aftermarket business and not categorized. Those categories are further split in a more detailed level. 31

44 Service Rep: This is the service person responsible in the entities. The hierarchy is as follows: Each service rep is assigned to a cost center. The cost center itself has a hierarchy in SAP. The hierarchy starts at level 6 up to level 0. Note: information is only available for PE1 companies from the point of GoLive in PE1 for each company. Final Ship To: This is the partner role Final Ship To: at the end the shipped goods will be at this address. If the final ship to is a dealer it s possible that the final ship to and the ship to are not identical. It contains name and geographical information regarding this partner role. The business is divided into different regions. Within these regions, associations between different countries are called cluster. This hierarchical structure is not mandatory, therefore, countries can also be found on regional level. It is the same with countries on a cluster level. Partner role in SAP: EW Payer: The payer is the customer who gets the invoice. As soon as the SD invoice is booked in the FI module an open item will be booked on the account of this customer who will make the payment. It is structured into External, Internal and Not Categorized customers. Partner role in SAP: PY 32

45 Shipped To: The goods will be delivered to this shipped to address. Partner role in SAP: SH Sold To: The sold to party is the business partner who places the order. It is structured into External, Internal, Not Categorized customers. Partner role in SAP: AG Sales Reps: The sales responsible person within the entities. Partner role in SAP: WV The hierarchy is as follows: General Manager Division Manager Sales Manager Regional Manager Sales Rep Every sales rep data record loaded from source ERP system is allocated to superior levels within this predefined responsible hierarchy. More information can be found in the realignment documentation. Note: Information only available for companies using the SAP TM module. Customer Classification: Provides information about the classification of the customer, e.g. internal or external. 33

46 Territory AM: Provides the user the ability to analyze sales figures through different levels of the account manager hierarchy. The lowest level of the hierarchy is the account manager itself. Note: Information only available for companies using the SAP TM module. Territory TM: Provides the user the ability to analyze sales figures through different levels of the territory hierarchy. The lowest level of the hierarchy is the territory itself. Based on a defined assignment in SAP TM module a territory will be determined. An assignment of a territory (TM and AM) will be done based on a unique customer/postal code sector and product hierarchy combination which are valid for a defined time period. These assignments are maintained in SAP TM module and could be changed by the responsible user in SAP. Once an assignment has changed, new validity dates will be set and the old assignment will be outdated. Starting from this point in time the new territory assignment is valid and will be used to show the corresponding territory in the different hierarchies in the reporting. The territory hierarchy is the following: General Manager Area Regional Manager Region Territory responsible Territory In general, the territory hierarchies are divided into two parts, territory manager (TM) and account manager (AM). Note: Information only available for companies using the SAP TM module. 34

47 Order Entry: Represents the creation of a new order in the ERP system, providing an indication of the potential net turnover. Order Entry is every order that is not cancelled. Open Orders: Represents the order backlog as a snapshot. For the current month it always shows the status of the current day. For all past month it shows the status of the last day of the month. The definition of Open Orders is order that has not been cancelled, not invoiced or delivered. partially invoiced Order. The not invoiced part is considered open. an invoiced order that is not delivered. For every order that is not cancelled and is relevant for delivery, the Open Order quantity is calculated by reducing the overall order quantity by the already invoiced quantity. To calculate the value of the Open Order, the Open Order quantity is multiplied by the price. 35

48 Sales: Represents the effective order which was placed and the net turnovers from the accomplished or planned sale of products. The measures are all Sales specific coming directly out of SAP, i.e. Net Sales (turnover), Cogs Net Sales (costs of the turnover), GP Net Sales (gross margin) and Sold Units. The Sold Units represents the quantity of products sold. The Sold Units Counted counts system sales. For example, if two products are sold as one system (i.e. operation table top and table column) the quantity is one instead of two like it is in the Sold Units. 36

49 Targets / Plan: Information can be used to review profitability of the rep when comparing actuals against targets. The target data is manually uploaded on sales or service rep level. Analysis can be executed on sales rep, product hierarchy, sales division, time & company level for sales rep targets. For service rep targets it can be done by service rep and its hierarchy, product hierarchy, time and company. P1 planning is done by the business in February and March for the remainder of the financial year. P2 planning is done by the business in May and June for the remainder of the financial year. P3 planning is done by the business in August and September for the remainder of the financial year. After approval from Getinge management the measures are uploaded into GHorizon@Sales. 37

50 Working Days: Ability to analyze sales and order data in relation to the real working days in the country. Example: to calculate, more accurately, forecasts for analysis of sales performance in respects to past or remaining working days of a monthly, quarterly or yearly perspective. 1. Standard reporting In order to cover common requirements of all entities a set of standard reports were developed in consultation with the business. The definitions of the reports were collected on a basis of already existing GHorizon@Sales and CRM reports including new requirements. All companies have the ability to perform analysis throughout the end to end sales process from opportunity to quote (CRM) to order (ERP system). Each standard report has a detailed manual explaining the functionality of the report. All standard reports are available in Cognos portal (GHorizon@Sales) or via the path Public Folders / Reports / Predefined Reports / GHorizon@Sales /. The available standard reports within the application are represented in Figure 8: Standard Reporting. This serves as an example of the huge set of standard reports. 38

51 Figure 8: Standard Reporting 2. Trigger for automated report execution In Cognos portal there is the ability to schedule reports based on an occurrence. The occurrence acts as a trigger, causing a report to run automatically. For example, you may want to run a report fully automated after the data load is completed or on the first day of a month. To open the Trigger list please use the following URL: 3. Security concept In order to cover different requirements from different users (especially from legal entity, region, division and headquarter), the security/access authorization concept for GHorizon@Sales is designed as follows. User type Headquarter Division Access to All data All data within one (or more) division(s), based on product hierarchy. 39

52 Region / Cluster Legal Entity All data within one (or more) region(s) or cluster(s), based either on company codes or on countries. All data within one (or more) legal entity based on legal entity codes. NOTE: A combination of different user types for one user account is not possible. 4. Multiple sales data loads per day The data for all integrated systems is loaded seven days per week. To ensure data coverage across the world and support of the entities located in different time zones, the data load for GShape PE1 companies is loaded 3 times a day: 03:00 am CET, 11:00 am CET and 07:00 pm CET. Integrated data from non-sap ERP systems is loaded once a day at 03:00am CET. On the first day of the month, the open orders will be loaded at 3am CET for every integrated ERP system to ensure there is one consolidated snapshot for all companies. This is the basis for the monthly ORD reporting. The following figure is an overview of the multiple sales data loads per different time zones. Figure 9: Multiple sales data loads per day 40

53 5. Currency translation of measures into group currency SEK and EUR All measures are loaded in local currency (LC) from the source systems. Currency conversion from LC into the group currencies is performed with the company EUR and SEK exchange rates. These are defined on a monthly base by Getinge Finance team. 5.1 Derivation of the exchange rates The company exchange rates are published monthly, at the beginning of a month, by Getinge via the Controller. The average, as well as, the closing rate is published. The average rate serves as calculation base for the YTD values from Controller. The closing rate represents the latest exchange rate which will be used for all new orders from GHorizon@Sales. Example: The closing rate for August will be published at the beginning of September. This closing rate is valid for all orders in September for GHorizon@Sales until the September closing rate is published. If there is no update in the rates, the latest rate received from Getinge will be used. 6. CRM data CRM data is coming out of two different CRM systems: GForce and Siebel MPulse. You can identify the different source systems for the opportunity within the folder Technical Information ( Source System ). 6.1 Opportunity The opportunity describes the opportunity to sell a product in the sales process and is set by a sales rep. The source systems are the CRM systems GForce and Siebel MPulse. There are additional folders containing some grouped opportunity specific dimensions. Example: Additional dates (which are only used for opportunities) - Invoice Date, Order Receipt Date and Expected Shipment Date which are set by the sales rep within the sales process. Closed and Create Date specify when the opportunity was created and closed. Note: The listed measures are all opportunity specific measures which come directly out of GForce or MPulse. You can identify the different source systems for the opportunity within the folder Technical Information ( Source System ). 41

54 6.2 Quote A quote is an offer made for a customer by the sales rep in the sales process. The source system is the CRM system (MPulse). Currently no quotes are handled within GForce. The quote contains every revision to provide a revision report. In order to report only preferred quotes (i.e. not all revisions) there s a standard filter, which can be used. In special folders additional dimensions are available which are quote specific. One folder shows some additional date information. Effective As Of and Effective Through Date represent the validity period of the quote. The Customer Order Date specifies the expected order date. The Create Date indicates when the quote was created in MPulse. In the Additional Measures folder calculations are available which are only usable for the quote process, i.e. Freight Costs, Shipping Cost Amount, Training Cost etc. The Units and the Quote Revenue are measures for a single product. Extended Units and Extended Quote Revenue represent the measures for a product package in the US which contains several products. Outside the US, the single product measures are equal to the extended measures. 42

55 6.3 Visits Visits are only maintained in GForce. Visits out of Mpulse are not available. The users will create different types of events/visits in the system, e.g. planned visits, and plan them for specific accounts while the maintaining phase. Visit duration, contact persons and the outcome of visits are available as well to compare it against the reps visiting targets. 43

56 6.4 Harmonized sales stages for Opportunities & Quotes A harmonized sales stage model was integrated as a Meta Model to aggregate sales data over more than one company. The Meta Model groups the local Sales Stages by mapping them to an overall valid subject. There is the ability to analyze sales data on country, cluster and regional level. The leading sales stages for the harmonized model are the sales stages coming from GForce: Analyzing, Qualifying, Negotiating, Quoting, Won, Lost, Cancelled and Not Categorized. The details of the groupings are depicted in the tables below. Split in three parts: 1) EMEA without Middle East (AE01) 2) Middle East 3) Americas MPulse GForce EMEA (w/o Middle East) Middle East Americas Harmonized Sales Stages (= identical to GForce Sales Stages) Analyzing 44

57 1 Lead 0 Information Stage 0 - Lead Qualifying 1 - Initiated Stage 1-25% 2 Clarified 6 Delayed 4 - Negotiation Stage 2 50% Negotiating Stage 4 90% 5 Order Received 4 Realized Stage 5 - Won Won 9 Invoiced 8 Lost 5 Lost Stage 6 - Lost Lost 7 - Cancelled 7 Cancelled Stage 7 - Cancelled Cancelled 10 Deleted Stage 8 Purge With the introduction of GForce the harmonized Sales Stages were revised and updated. A mapping of the old and the new harmonized Sales Stages is available in the following table. Old Harmonized Sales Stages New Harmonized Sales Stages - Analyzing STAGE 1A: Suspects Qualifying STAGE 1B: Delayed STAGE 2: Prospects STAGE 3: Won Negotiating Won 45

58 STAGE 4: Lost & Cancelled Lost Cancelled STAGE 5: Purged & Deleted Not Categorized Deleted Not Categorized 6.5 Date assignments of GForce / MPulse data to GHorizon@Sales For quotes and opportunities, there are different dates available in the source systems (GForce/MPulse). In GHorizon@Sales only the Booking Date and the Expected Invoice Date are used as a dimension. As a result, a mapping of the MPulse dates to the GHorizon@Sales dates is required and has been defined as follows: Opportunity GForce / MPulse Created Date: The Created Date is the date of the Opportunity creation in GForce/MPulse. For US and RoW (rest of the world) it is only available as data base field and not in the front end. The only country using this field is UK. The create date is also used to calculate the EUR and SEK values Order Receipt (expected) Date: The Order Receipt Date is the date on which the order should be received (expected). It is available in US and RoW (rest of the world) front end. GHorizon@Sales Booking Date (Date Dimension): This is the date at which the respective characteristic measure in the source system was booked. This date covers the view into the past to see the volume generated. It consists of the five analysis levels day, month, quarter, year and the 12 months rolling. Expected Invoice Date: The Expected Invoice Date is the date on which the issue of the invoice is expected. This date covers the view into the future to see when volume will be generated. The structure is as follows: Year Quarter Month Day. Quote MPulse Created Date: The Created Date is the date of the Quote creation in MPulse. It is available in US and RoW (rest of the world) front end. The create date is also used to calculate the EUR and SEK GHorizon@Sales Booking Date: This is the date at which the respective characteristic measure in the source system was booked. This date covers the view into the past to see the volume generated. It con- 46

59 values. Effective Through Date: The Effective Through Date is the valid until date of the quote. It is available in US and RoW (rest of the world) front end. sists of the five analysis levels day, month, quarter, year and the 12 months rolling. Expected Invoice Date: The Expected Invoice Date is the date on which the issue of the invoice is expected. This date covers the view into the future to see when volume will be generated. The structure is as follows: Year Quarter Month Day. 6.6 ComEx Account (ComEx ID) The ComEx account is a type of customer which is assigned to GForce opportunities and visits. It s the leading customer information in GForce which groups one or more (SAP) customer numbers. For example: ComEx ID SAP Customer Number DE For all other systems like SAP or MPulse it will also be linked if the SAP account number is assigned to a ComEx Account on GForce side for a sold-to party (see above). GForce is currently the leading system which allows to maintain and create ComEx Ids. 47

60 7. Financial Planning does also provide financial planning figures from Cognos Planning on a monthly base data is entered on quarterly base and will be equally divided by three to calculate the monthly values. With the integration of financial planning figures monthly, YTD or even yearly performance achievement between actual and plan figures is supported within the available dimensions. 8. Targets GHorizon users have the ability to upload sales and service targets for reps into GHorizon@Sales. With the uploaded targets it is possible to measure the performance of sales/service reps, making it possible to compare actual figures from SAP against planned figures. The required fields to be maintained for using the functionality are: 8.1 Sales - Legal Entity - Date - Rep - Flag = Sales - Net Sales value 48

61 The attributes for sales division, product line and territory are optional and will be filled with N/A in the instances they are not used. Note: The information is connected over the above mentioned dimensions. In case one information is not maintained correctly, it will be overwritten with N/A. In consequence the target figures are not splitable over the specific dimension. E.g. if product line is not maintained, it will be replaced by N/A. Therefore the targets are not reportable over product line and will be shown on Not Categorized. 8.2 Service - Legal Entity - Date - Rep - Flag = Service - Net Sales value For service reps the information sales division and territory is not used in the reporting as it will be grouped and aggregated on the columns which are highlighted in green (above). 49

62 Target data could be uploaded via a standard excel file. Please raise a GSM ticket to request this service ( After integrating GForce data into GHorizon@Sales two new target figures are available. 8.3 Visiting targets The visiting targets are defined on a quarterly base in GForce for a ComEx account, sales and ComEx category. The targets are only for the visits of the type Planned Visit. It s possible to measure the reps performance whether they achieve their targets per ComEx account. 8.4 ComEx account targets These targets are also defined in GForce for a ComEx account and the whole year. It s revenue based and could be defined by product hierarchy and ComEx category. Manual Overall Content 50

63 Contact Group IT Applications Business Intelligence If you need any assistance or support please contact us at: MAQUET Holding B.V. & Co. KG Kehler Straße 31 D Rastatt, Germany VI