Configuration in Company Parameters (Customer Insights)

Customer Insights Package works based on configuration data which users can adjust to match their business case. These configuration data are stored in Company Parameter tables. In addition, the package uses Company Parameters tables to define currency symbols and Quote Types.

PFXTemplate_CustomerInsights_Configuration

Most parameters used in Customer Insights are saved in this table, including these main columns:

Dashboard Configuration

Time Filter Selector Input

Data for this selector are defined in Category = MASTER_DATA and Key Name = TIME_FILTER.

Category	Key Name	Value	IsDefault	Order	Key Label
MASTER_DATA	TIME_FILTER	L12M		6	L12M
MASTER_DATA	TIME_FILTER	L3M		4	L3M
MASTER_DATA	TIME_FILTER	L6M		5	L6M
MASTER_DATA	TIME_FILTER	MTD		1	MTD
MASTER_DATA	TIME_FILTER	QTD		2	QTD
MASTER_DATA	TIME_FILTER	YTD	Yes	3	YTD

If you want to change the text shown in the Time Filter selector (e.g. MTD → Month To Date), you need to update the value of the column Key Label from MTD to Month To Date. If you clear the value of this column, the Time Filter selector will show the value of the Value column.

Top/Worst Customers Selector Input

Data for this selector are defined in Category = MASTER_DATA and Key Name = TOP_WORST_CUSTOMERS.

Category	Key Name	Value	IsDefault	Order
MASTER_DATA	TOP_WORST_CUSTOMERS	5	Yes	1
MASTER_DATA	TOP_WORST_CUSTOMERS	10		2
MASTER_DATA	TOP_WORST_CUSTOMERS	20		3
MASTER_DATA	TOP_WORST_CUSTOMERS	50		4
MASTER_DATA	TOP_WORST_CUSTOMERS	100		5

If you want to add more values to this list, you need add a new row with same category and key name.

Example

To add a value “200” to the list and put it at the end of the list, you need to add the following:

• Category = MASTER_DATA

• Key Name = TOP_WORST_CUSTOMERS

• Value = 200

• Order = 6

Top/Worst Products Selector Input

Data for this selector are defined in Category = MASTER_DATA and Key Name = TOP_WORST_PRODUCTS.

Category	Key Name	Value	IsDefault	Order
MASTER_DATA	TOP_WORST_PRODUCTS	5	Yes	1
MASTER_DATA	TOP_WORST_PRODUCTS	10		2
MASTER_DATA	TOP_WORST_PRODUCTS	20		3
MASTER_DATA	TOP_WORST_PRODUCTS	50		4
MASTER_DATA	TOP_WORST_PRODUCTS	100		5

KPI Selector Input

Data for this selector are defined in Category = MASTER_DATA and Key Name = KPI.

Category	Key Name	Value	IsDefault	Order	Key Label
MASTER_DATA	KPI	Revenue		1	Revenue
MASTER_DATA	KPI	Margin%		2	Margin %
MASTER_DATA	KPI	Volume		3	Volume
MASTER_DATA	KPI	Health Score	Yes	4	Health Score

If you want to change the text shown in the KPI selector (e.g. “Margin %” → “Margin Percent”), you need to update the value of the column Key Label from Margin % to Margin Percent. If you clear the value of this column, the KPI selector will show the value of the Value column.

Display of Trend Columns in Table

In the tables of the dashboard, Trend columns are displayed with three formats based on the setting:

• Green up arrow ▲

• Orange horizontal arrow ▷

• Red down arrow ▼

You can define threshold values to match your business case – just update the value of the key name TREND_UPPER and TREND_LOWER:

Trend	Logic
Green and up arrow ▲	Trend value >= TREND_UPPER
Orange and horizontal arrow ▷	TREND_LOWER < Trend value < TREND_UPPER
Red and down arrow ▼	Trend value <= TREND_LOWER

Category	Key Name	Value	IsDefault	Order
CONFIGURATION	TREND_LOWER	0.0
CONFIGURATION	TREND_UPPER	0.05

Display of Health Score Columns

This column has the same display format as the trends columns but the threshold is different.

The Health Score column is included in two tables:

• Customer Health Summary Table (Customer Global View Dashboard)

• Product Health Summary Table (Customer Product Portfolio View Dashboard)

You can define it in Category = CONFIGURATION, the key names are CUSTOMER_HEALTH_SCORE_UPPER and CUSTOMER_HEALTH_SCORE_LOWER:

Customer Health	Logic
Green ✅ (:white_check_mark:)	Health Score >= CUSTOMER_HEALTH_SCORE_UPPER
Orange	CUSTOMER_HEALTH_SCORE_LOWER < Health Score < CUSTOMER_HEALTH_SCORE_UPPER
Red ❌ (:x:)	Health Score <= CUSTOMER_HEALTH_SCORE_LOWER

Category	Key Name	Value	IsDefault	Order
CONFIGURATION	CUSTOMER_HEALTH_SCORE_LOWER	40
CONFIGURATION	CUSTOMER_HEALTH_SCORE_UPPER	60

Revenue and Margin Contribution Chart (Customer Product Portfolio Dashboard)

In this chart, you can re-define:

• Number of buckets – via the Key Name = NUMBER_OF_BUCKETS

• Percent of the start bucket / percent of the end bucket via the Key Name = BUCKET_START_PERCENT and BUCKET_END_PERCENT

Category	Key Name	Value	Note
REVENUE_AND_MARGIN_CONTRIBUTION	BUCKET_END_PERCENT	100	Dashboard logic
REVENUE_AND_MARGIN_CONTRIBUTION	BUCKET_START_PERCENT	0	Dashboard logic
REVENUE_AND_MARGIN_CONTRIBUTION	NUMBER_OF_BUCKETS	10	Dashboard logic

Number of Next months (Customer Detail View Dashboard)

In the Customer Detail View dashboard, we have two charts:

• Customer Revenue And Margin Trend Last 12M & Projection

• Number Of Transactions Trend Last 12M & projection

The default number of next months is three. You can update this value in Category = MASTER_DATA and Key Name = NEXT_MONTH_AMOUNT.

Category	Key Name	Value	IsDefault	Order	Key Label	Note
MASTER_DATA	NEXT_MONTH_AMOUNT	3				Dashboard logic

Customer Base, Product Base (Core Customers and Products) Selector Input

Data for this selector are defined in Category = Configuration and Key Name = CUSTOMER_CORE or PRODUCT_CORE.

The value specifies the cumulative revenue thresholds for the Core vs. Long Tailed definition.

Values range: 0..1 (e.g. 0.8 = 80%).

Category	Key Name	Value
CONFIGURATION	CUSTOMER_CORE	0.8
CONFIGURATION	PRODUCT_CORE	0.8

Realization Rate for Opportunities

In certain cases, the opportunities in the Customer Insights may exceed realistic expectations. To address this, a Realization Rate has been introduced for each type of opportunity. The Realization Rate is defined in the Company Parameter PFXTemplate_CustomerInsights_Configuration.

• Pricing Opportunity Realization Rate (PRICING_OPPORTUNITY_REALIZATION_RATE)

• Cross Sell Realization Rate (CROSS_SELL_REALIZATION_RATE)

  CrossSellRealizationRate*(TOTAL_SEG_DATA.revenue - SUM(SEG_DATA.revenunee))
  

• Revenue Increase Realization Rate (REVENUE_INCREASE_REALIZATION_RATE)

Pre-Processing Logic Configuration

Customer Health Score

For more details see Glossary (Customer Insights).

Health Score = Revenue Score * Revenue Weight + Margin Score * Margin Weight

Revenue Score / Margin Score is based on the defined table (the Trend value is the revenue/margin trend last 12M):

You can change the threshold trends value in the CP as shown below:

You can change the Revenue Weight and Margin Weight values in the Company Parameter.

• If you set just the value of Revenue Weight, the system will calculate Margin Weight = (1 - Revenue Weight) automatically.

• If you set just the value of Margin Weight, the system will calculate Revenue Weight = (1 - Margin Weight) automatically.

• If you do not set either of these values, the default value is: Revenue Weight = Margin Weight = 0.5.

Customer Revenue Classification

The simulation logic uses this setting to identify the customer classification based on the contribution and cumulative revenue contribution of each customer.

You can change the threshold value and label (show on the dashboard) in the PP as shown below:

Customer Health Score Classification

This classification is based on the customer health score – the simulation logic assigns customers to different classes based on Health Score.

You can change the threshold value and label (shown on the dashboard) in the PP as shown below:

Product Quantity Classification

The simulation logic uses this setting to identify the product classification based on the contribution and cumulative volume contribution of each product.

You define the threshold value in this CP, for example:

• Very High Volume <= 10%

• High Volume <= 20%

• Normal Volume <= 75%

• Low Volume = rest

You must update the threshold value and label (shown on the dashboard) in the CP as shown below:

Commodity vs. Specialty Product Classification

The simulation logic uses this setting to identify if a product is Commodity or Specialty Product.

It is defined based on an average margin achieved by the product.

• Speciality >= 30%

• Commodity = rest

You can update the threshold value and label (shown on the dashboard) in the CP as shown below:

Inactive Customer Classification

There is an option to define the name and value of the key which identifies active Customers in Customer Master (e.g., Customer Class = C -> active).

Definition

• Category = CUSTOMER_MASTER_ACTIVE_KEY

• Fields = KEY_NAME, KEY_VALUE

PFXTemplate_CustomerInsights_Customer_Segment

This table is used to define the customer segmentation. Customer segments can be obtained from multi data source types such as: Data Source, Customer Master, Customer Extensions. You can define it in this table.

You can add more customer attributes to the table if they are not present yet. Set the value of the Is Active column to YES, if you want to add this attribute into the segmentation processing and exclude the field with isCustomerId = YES. The field set to Is Customer Id = YES will not join into the segment data, the system uses it as a key to find data.

Main Columns

Example

We define that a customer segment will be obtained from the Data Source named 'Customer’ with these parameters:

Case 1: Segment data query from one source

Customer Type = active
Region = active
3 Customer Types = {Enduser, Industry, Restaurant}
4 Regions = {America, Oceania, Asia, Europe}
=> We will have 3*4 = 12 Customer segments = {Enduser_America, Enduser_Oceania,…..}

If the customer segment is queried from a Data Source, we must add the customer Id field name in this source and set the value to YES in the Is Customer Id column.

Case 2: Segment data query from two sources

Customer Type: get from Customer Master
Region: get from DMDS “Customer”

You need to create a configuration like this:

• When querying segment data from multiple sources, the system will take time to process (query and combine). You should consider this before processing.

• If the segment data is large and complex for combination, you should create a DMDS to build the customer segment data first, then use it in this configuration for Customer Insights Package.

CurrencySymbols

This is a Company Parameter of Sales Insights Package and it should be deployed by this package. Customer Insights re-uses it to show the currency symbol in charts. If your currency is missing, you can add it to this table.

CI_QuoteType_Mapping

This table is used to define the Quote Type on each portlet of the dashboard. When a user selects multiple products and clicks the Create Quote button on a portlet, a new Quote with this Quote Type mapping will be created.

Currently, we support creating a new quote from 3 portlets of the Customer Products Portfolio dashboard, so this table has just 3 rows:

If you want to change Quote Type, you need to update the column Quote Type of this table from __DEFAULT__ to your Quote Type name.