PM 07 - Prescriptive Delivery Requirements (PDR) Overview
- Ioana Kocurova
- Mike Deskis
Business Use Case Summary
Address Customer Underperformance with Advanced Analytics
Customer Insights and Analytics comprise a comprehensive solution designed to provide data-driven insights into customer performance, product portfolio analysis, and pricing strategies. It has three main components: a Global View Dashboard, Customer Insights, and Customer Products Portfolio. Key features include data integration from various sources, customer performance overviews with KPI summaries, pricing and selling opportunity analysis, product portfolio analysis, trend visualization with future projections, and customizable views with various filters. Using these capabilities, Pricefx enables users to understand customer health, identify pricing and selling opportunities, analyze product performance within customer segments, and track revenue and margin trends. By presenting clear, actionable insights and offering drill-down capabilities, users can make informed decisions, optimize customer relationships, and drive revenue growth.
Business Objectives
Provide a holistic view of customer performance and health
Analyze product portfolio profitability and identify opportunities for improvement
Optimize pricing and selling strategies based on data-driven insights
Time Estimation
The implementation is expected to take 1 sprint using 50% of a Configuration Engineer’s time. This estimate represents the full time to implement; not just the installation but also the preparation time, ramping up users to use it, and, overall, making it an effective tool for the customer.
Stakeholders
Typically, this page will be used by Solution Sales in discussions with customers regarding the most common use cases seen in a given industry.
Sales managers, product managers, and business analysts who need to analyze customer and product performance to make strategic decisions are also key audiences in this case.
During the Prescriptive Delivery Workshop (pre-SOW), Solution Sales will discuss more in detail with the Customer the requirements, and this page will serve as a starting point towards a fully Customer specific requirement list, together with the appropriate agreed delivery approach.
Business Context (Use Case Description)
Analytics Views Workflow:
Filtering & apply settings
Each dashboard is made up of different portlets with a graphic or table defined with a standard set of filters. Users can filter and adjust as needed for their analyses.
Save views
A user may save a particular filtered view of a dashboard or portlet, as needed, for their analysis process to help them in their decision process.
Exports & actions
Finally, when a user has applied filters and settings, or saved a view for their analysis, they can export the dashboard / portlet as a photo, Excel, or PDF, or create and assign an action for a specific portlet in the dashboard. The assignee will then be notified of the action when they login to Pricefx.
The requested dashboards are views and analysis that are mostly universal and usable across industries. However, it is important to note that a customer’s price waterfall is likely to be unique and the waterfall elements will be uncovered in project-based requirements gathering.
The Waterfall Dashboards field definitions are a baseline across industries and not meant to be a full solution for defining a waterfall. Waterfall definitions will vary by industry and by company. As an example, manufacturing and distribution companies may use terms like Dead Net or Net-Net pricing to represent the price a customer pays after all discounts are applied. Different companies may call this measure different things. Another example is for pricing elements that may be specific to certain industries. Companies that sell to retailers may have Trade Spend or Slotting Fee dollars to support promotions and space, or an Equipment Manufacturer may have a Warranty field on the waterfall.
Pricefx suggests the following industry-specific waterfalls as a starting point for a project: →
Features and Capabilities (Overview)
The dashboards below provide Pricing Managers and Product Managers with comprehensive insights into the impact of various factors such as cost, market changes, competition, and other variables on price changes and performance. Key functionalities include tracking price changes over time, analyzing their impact on sales volume and margin, and providing long-term insights to support strategic planning.
Global View Dashboard
Global View dashboard provides customer performance via health score and revenue, pricing and selling opportunity, and overall customer summary.
Customer Detail View Dashboard
Customer Detail View dashboard provides a detailed customer view on revenue and margin, waterfall chart, high/low volume products, and revenue and margin trends.
Customer Product Portfolio Dashboard
Customer Products Portfolio dashboard provides pricing opportunities by product type or attribute, identifies the top and bottom products.
Common Aspects of all Dashboards
Customers or products are assigned into different classes based on Health Score calculated as a summary of Revenue Health Score and Margin Health Score (with weights set for particular inputs).
The Revenue Health Score and Margin Health Score are set according to the Revenue and Margin monthly change (trend) in the last 12 months.
Prerequisites for PDR Implementation
This use case can be implemented through the PriceFx Customer Insights Accelerator Package/ Sales Insights Package (SIP). This is available to be installed as a pre-built module from the Platform Manager.
This package provides a customer with a quicker path to the analysis of their pricing data with minimum effort and the pre-requisite for the installation are –
Data definition as per the prescribed data model
Product data
Customer data
Transaction (Sales) data
Availability of the defined data in the partition
Ensure data is available as csv’s to be uploaded manually during installation OR
Integrations are set up with external systems through IM or API’s for data imports
Limitations and Risks
Maintenance of customization in accelerators
It is a common request for the accelerator dashboards be adjusted. It is recommended that any adjusted dashboards are “copied” from the Sales insights accelerator and renamed/saved in a separate folder
Manual re-deployment of customizations
There is no backward compatibility for any custom enhancements to the accelerator functionality. These custom logics need to be maintained separately and manually re-deployed when a newer version of the accelerator is available for installation.
Data formats
Data fields need to follow the prescribed data model. Discrepancies if any should be addressed prior to installing the accelerator to avoid run time errors or failed calculations. There is also a risk of the data requiring further transformations. Some examples are -
Date fields: These are not maintained in the same format across geographical regions
Number fields: These might need representation in metric or imperial formats depending on the region where the customer operates
Terms and Definitions
Business Analyst →
The Business Analyst plays a crucial role in bridging the gap between business operations and Pricefx, particularly in the realm of smart pricing system implementations.
IC →
Industry Expert →
Industry Catalogue
The Industry Expert plays a crucial role in guiding the prioritization and communication within their industry, working closely with technical industry owners to manage tasks effectively
PDR →
Solution Architect →
Solution Sales →
Prescriptive Delivery Requirements
The role of the Solution Architect is to lead all technical aspects of the solution. They are responsible for the implementation and customization of Pricefx while designing and architecting the solution that meet the specific needs of the customers
The role of Solution Sales involves various pre-sales and pre-SoW activities, including high-level estimates, implementation section of RFPs, implementation services proposals, SoWs for new and existing customers, and project handover.