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good morning everyone thanks for joining today's webinar i'm lauren milovich the director of marketing and business development at simplify um today we're excited to have our senior solution architect beth mcbreen discussing and demoing sales and revenue planning in sap analytics cloud when the webinar concludes a short survey is going to appear if you guys can please fill that out we'd really appreciate it we love any feedback you know feel free to reach out to beth or myself after the webinar with any questions we'll be sitting over a youtube uh recording of the demo so you can always check that out too or pass it along to your colleagues um but now i'll just hand it over to beth and let her get started thanks all right thanks lauren uh quick crack real fast uh lauren can you hear me okay and can you see my screen i can hear you i don't let's see i don't see your screen right now i can hear you let's see okay i got it here we go oh hold on can you make me yeah i see you on a step let me see if i can make you present or yeah yes okay there we go perfect all right yep now we can see you all right thanks lauren all right sorry for that uh but we will go ahead and get started now um so thanks everyone for joining uh today we're going to talk about uh in our webinar really just focused around sales and revenue planning uh so within the sap analytics solution so real fast just to do a quick introduction on myself beth mcbreen so i am a solution director with simplify solutions um i get heavily involved really on the delivery side as well as kind of the pre-sales sales side running a lot of these webinars educating you know helping them kind of educate prospects companies that are interested in tools like sap analytics cloud that we're going to look at today but simplify as a whole we're really kind of a niche boutique firm right we focus on those type of solutions analytics cloud bpc um we still do a lot with bpc business planning and consolidation uh that's kind of those two solutions really are bread and butter um we are headquartered really in the the chicago area we do also have an office in montreal um so we have other product specialties right that we kind of focus on things like data warehouse cloud as well as bw hana some of those technical planes and aspects as well um so that's just again a little bit about ourselves certainly if you want to know more information on who is simplify we can provide you some additional slides on that what we do one of the things that simplify does very well is kind of our delivery of prepackaged solutions so what we're going to be focusing on today really is within the planning arena and kind of that sales revenue planning and we'll look at different aspects of that that may um you know again be relatable to your process today but what we what we do offer a lot of times when we come in and we work with companies is we do have and you're going to see a lot of that within the demonstration today is um many components of our pre-packaged uh solutions so if you're looking at things like hr planning right that is actually a very uh say a large one that we we tend to use quite a bit um with our clients we bring you know already kind of pre-packaged templates or business rules things that you know obviously we know is part of a typical process but also that we've gained from actual implementations with other customers right where we've kind of after every project we like to kind of incorporate new functionality things that we think that are repeatable or that other companies would like to use to make that process faster more efficient so in that case that you know again we have these different uh packaged areas and so i'll talk a little bit about what that means on the sales revenue side today and then we're going to flip over um i'm gonna try and actually run through the slides fairly quickly i like to spend more of my time in the live demo so you can kind of see more of the tool itself um you know versus just listening to me talk so real fast you know from you know kind of a sales and revenue planning perspective perspective and uh what we have that kind of what's offered in that solution um you know when we look at sales it's a very fluid um planning process typically right we've got a lot of detail as well right rather than some other you know sg a or other expenses typically when we're dealing with with sales revenue planning you know we're looking at dimensionality that's large we're doing product groupings product maybe even sku level information customer or customer groupings you know so in large part we're dealing with a lot of data we've got potentially a lot of expensive overhead and this data also goes stale quickly right so being able to have assumptions where we can quickly change assumptions and make you know new versions new forecasts or other things for what-if scenarios um is important and so when we're using tools like excel or even some other you know software solutions it's difficult to do some of those um what hopefully you know you'll get to see through sac is the flexibility to do those quick changes um the flexibility to plan at different levels right very easily um so i'm gonna show you um you know different areas of that really just kind of focusing on that that keyword is what i consider like flexible right you're going to see where i can plan add a customer group a customer level a channel you know again all these different slices you know potentially of data that you look at specifically around kind of your revenue planning so and in addition to that there's kind of that um you know where you have to marry the sales and the revenue planning and in some cases for many companies that it's one of the same right we're looking at planned orders the demand side of things and that's what we're we're using from a volume perspective right to drive our revenue um but in other cases it's not you know you may have a business that um is not just solely focused on that so you may have an area where you also um you know have a wholesale or a service based line of business where you actually need lead times to actually where you're going to recognize your revenue so we also take into consideration when we look at kind of our pre-packaged is not just on planned orders necessarily but also on the ability to take that and derive you know specific rules around you know lead times okay this is when the sale occurs this is when i'm actually going to recognize revenue okay so again we we've seen that um situation occur several times in many many with many of our clients so we definitely take that into consideration with our with our solution that you'll see today um so again kind of already talked through with solution goals really any level of detail right so that's kind of the the key order um we talk about the the volumes the pricing so what you're going to see as part of the demonstration um is each one of those pieces right so um your your volume planning all the drivers then that go into sales as far as pricing um and then really your kind of your your gross to net walk if you will right for your other sales deductions how do we plan for things like our rebates our discounts um so including those as well to kind of get to our net sales net revenue at the end of the day so you know kind of typical you know ideally what we're also trying to make sure that you get out of um by using sac for your revenue planning you know is to obviously reduce your efforts especially if this is a fairly manual process for you we want to be able to allow you to plan much faster much more efficient and really have the data integrity behind that right where we're not working in a solution or using excel or anything else that may create issues with that broken links you know pro it's just overall prone to errors so those are a couple of the items you know when we look at kind of what the solution what the goals are that we would be really reaching for um and then as far as the package components will what would that include um you know when we look at what is actually included we will go through a process and obviously we want to understand what your process is right how are you planning today for your sales your revenue planning and and then we do kind of a gap-fit analysis right is it going to require we can take and we can low customizations um medium customizations are really high right where we're kind of just building it from scratch typically when we deal with revenue planning it i honestly is usually between kind of the medium to high and you know i say that because um areas of expenses like hr or capital planning where we have some of those other pre-packaged solutions are fairly repeatable processes um even with like consolidation of the plan when we're doing eliminations or things of that nature translations those are all you know fairly repeatable that we just kind of are able to plug in obviously with revenue planning um we can get to um you know maybe halfway there but in large part because of the different in obviously different industries and everything else we find that we're definitely doing a lot more customizations um you know when we look at kind of sales and margin planning in general we can kind of see here as far as what the solution itself covers we're going to see this in the demonstration obviously the administration that kind of goes into setting up the budget all of those what we call data actions or advanced formulas in analytics cloud you'll hear me use those terms um those are definitely used to be able to set the stage kind of set your budget right so you're going to see um those in the demonstration where we have kind of a play button you know is i guess what i might think of it and i think actually if you hover over it in the template it actually says the word play so really it's it's um a process or a calculation that you're gonna run and you run that actually on the face of your report your your template or other so you'll see some of that um but we again we cover the planning piece from your volumes your um your kind of your gross to net items that i talked about dollarizing that plan um and then obviously then as i mentioned the the lead times or the revenue recognition piece if that is uh necessary as well at your company we also have a number of you'll see as we go through you know dashboards reports you know again it's just kind of all all packaged up and part of that overall solution as well uh real quick before i get into the demonstration i just wanted to spend a couple minutes also talking about a different solution um and really just how that integrates because i'm today's focus is really around come the sales and revenue aspect of the financial planning process i'll say where sap and and i bring this up because i get a lot of questions around this um and i've worked with companies that integrate both the ibp solution so that's the integrated business planning solution as well as the analytics cloud solution ibp being very supply chain focused typically is owned and managed within your supply your supply chain team and uh again in many cases if you know that helps with kind of the overall planning at the operational level uh capacity planning right by plant um all of those kind of you know that functionality it also can produce the revenue forecasts as well right based on that demand or consensus plan that's coming out of ibp so again very uh detailed information and really kind of owned and maintained kind of within your supply chain team now i look at it as if you have a distinct separate team this this integration and this group the the pairing of these two solutions completely makes sense um analytics cloud being more on like the financial reporting side and i'll show you maybe this this slide makes a little bit more sense to kind of understand that alignment um i've seen where companies just use sac right they don't really have um that you know maybe they run a little bit more lean but it's more of their finance organization that is really doing both of that those pieces right where they're kind of um almost essentially driving their forecast this also turns into their demand plan but in many cases you can kind of see then how the two work together i've also seen where again analytics cloud maybe maybe have the detail that may feed into the snop process into a tool like ibp um i've also worked with companies that actually create that ibp snlp forecast that again goes out very you know maybe an 18 to 24 month forecast and that becomes the starting point in sac right so they pull in both revenue and volumes from their ivp solution and then from a financial perspective they're going in they're viewing what is um you know again what's coming from ibp for again it could be 12 18 24 months whatever the the duration is that you would like but then finance and has the ability to obviously make tweaks to that changes um you know having information or things that you know from a strategic planning perspective perhaps that they need to add on um to what this forecast currently shows or modify it in some way so that's just you know so you have an understanding of how the two solutions possibly work together i'll bring it up again when you'll see what options we have within sac to do things like volume planning versus what we would get you know kind of if we were to um also have the uh integrated business planning solution and and utilize the data set that's coming you know being produced out of that solution so again because we're focused today on the sales and revenue planning i thought it was important to kind of because many times and we're seeing more and more companies adopt both solutions and how they really do work together kind of in that overall forecast and planning cycle okay so i'm going to pause i'm going to jump over into my live demonstration and show you a little bit around sac all right so um again not going to go into general demo overviewer features um just real real quick here so you can see you know we've got just from a navigation perspective perhaps you know in the upper left hand corner we have kind of the navigation bar that we can expand and collapse this is where we're going to jump into a number of different obviously files is like your repository if i want to build new stories if i want to build i have to create data actions if i want to get to my calendar to create a process flow or a workflow of some sort all of those different functions capabilities exist within sac um you know this i i suppose i should take a step back for a second hopefully um the majority of attendees today hopefully have a baseline understanding of what sap analytics cloud is um but you'll see you know if you are unfamiliar right the solution is is for your your reporting and analytics you're planning predictive capabilities um all really kind of wrapped up into one solution and you're going to see that right as well as i would say collaboration and workflow functionality all of that is really wrapped up into this one solution you're going to see certainly different aspects of that as i walk through the demonstration um you're going to see visualizations you're going to see reports you're going to see me run or the different data processes that are out there as well and so hopefully you'll get kind of a good understanding of but really today we're really focused on planning right so we're not going to focus too much on uh dashboards and you know how the interactive dashboard functionality works for example we're really going to focus on what does it look like for me if i was going to you know produce a revenue plan out of sac and so one of the things that we do um with our our content is we have kind of a launch pad if you will so this obviously is one that encompasses more than just the revenue piece but you can kind of see here where we have links essentially to our budget process steps so things like top down versus bottoms up we'll talk about here in just a second to kind of set the stage um things like plan simulation i want to show you a topic or term i should say that sac uses called value driver tree and how we can make changes to our drivers and automatically see what the impact is to save my my revenue based on how i change a average selling price for example on a certain product so i'll kind of walk through that that's what we're calling our plan simulation a couple cool you know i i think they're kind of the neater uh one of the near functionalities that exist within sac um and then yeah again just kind of walking through the pieces right from a volume planning perspective units and then getting into what the drivers are so that i can ultimately create you know my gross to net um revenue planning um so we'll kind of walk through and i'll probably launch up if i have time excuse me i will launch into just the dashboard as well to kind of show you maybe a little bit more on the visualization side if we have time um we won't be focusing really on um the the second half which is really around more of the costing piece right as we deal with variable fixed cogs um anything that may be related to inner company or transfer pricing um you can see again some of these different areas um where we get to kind of a full sales and margin planning so today is we're focused on really just the revenue piece we're going to just cover off a couple of the top areas here okay all right so i'm going to jump into the first one which really kind of focuses on target setting so again if you're new to sac one of the you know what i see is a huge benefit is the ability to plan at any level so in other solutions you're um required to plan at a base level right the base level of the solution and then everything aggregates up well sac has the functionality for a disaggregation meaning you can kind of see here within my my template here i have a box that i'm just setting targets for um for my fiscal year and what i've done is kind of set the report here or page here so you can see i also have here's that data action right so my data action says seed target many times when we start the planning process we may want a starting point now you may be given specific targets where i could come in here and say i know specifically what you know my revenue should be my cogs should be you know or for my margin and and expenses what my operating income should be for example um by by no means do you have to um seed the target you can certainly just enter in the numbers the important part of seeding where we're taking what i mean by seed is i'm basically taking my prior year forecast which would have you know in this example i think we have nine months of actual three months of forecast and i'm copying that into my target version right kind of overall we've got this functionality of version and category um the version is going to be all the different versions that i create and then categories like is what is the bucket that i'm i'm using so i have category of actuals i have budgets uh so on and so forth so and um in any event when i see that it it gives me now um all the detail right that's in my forecast so this matches my forecast i could expand on net sales and i can kind of see my gross my rebates discounts things of that nature right so again i could come in and i could type in and i could change any one of these because it also creates now that weighted um percentage essentially right of of how it should change so if i want to say okay these are what my forecasted for the year sales are going to be i want to target next year to be up 20 percent something along those lines either again i could key it in or i could just do a plus 20 in that cell and it'll go ahead and it'll increase everything by 20 percent with that same weighted right it didn't take twenty percent and split it evenly right that wouldn't be correct that wouldn't provide any value to us so if i didn't have any values in here that seated that information then it would if these were all blanks or zeros then it would definitely um sorry about that it would it would definitely just splits everything evenly to all the accounts beneath the parent right if you're familiar with kind of the parent child terminology relationship in um and software then same idea right that sales is a parent it's going to but i can go ahead and update this with a number with a plus or you know minus a certain percent and it'll go ahead and perform that and go ahead and disaggregate that all the way down to your base level notice that this is just a count but if you look over here i've got you know country up here on my filter up at the top so i've got things like the story filter as well as a page filter which is down on the page where i can make these changes because i have this set to company code all for example this is my total for all so it didn't just disaggregate down the accounts it also uh disaggregated across all my company code codes as well um so again pretty powerful to make those quick you know from a what-if scenario perspective or or other just for planning in general to be able to make those you know quick changes and see what the results are going to be and what's my bottom line look like now right that i made this change so um again that really lends to that flexible planning because you're also going to see when we get into like the volume planning or other you may have divisions that want to plan at a product grouping they want they will never go down to the sku level you may have other divisions that say no no no i you know i need to go to the the lowest level of detail and work my budget up that way so in the past you know it's okay well then we have to create separate processes and separate templates and really that kind of eliminates um is eliminated when we get into sac okay so you'll probably see some of those additional examples as we go through a couple other templates here so anyway i for this you know example i went ahead and i set my target um i'll show you a different view here and also one one other way so just to kind of set the stage to um i also have what we have annual budget that's already populated right so i've got the annual budget here's my target and there's the number that i just updated with the 20 so i look at it as i have a bottoms up which would be my budget i have a target which is kind of my top down right and then um i also have capability for predictive functionality and i just wanted to kind of call that out real fast as well um so in uh let's see here sorry let me move this back up a little bit okay um in sac we have what we call version management so there's a couple different you know just key functions that i want to um bring up here version management is your ability to create the different versions for your plan right so if you're doing your revenue plan and you want to have a sandbox version just like what we did like okay well what where what happens to my margins if my gross margin if i increase my sales by xml um but not really something that you want to share across you don't want people being able to pull that into reports and change their versions um so that's where that concept of private versions come in so which is kind of nice i can take um you know i can take my budget for example and i can make a copy of that and i can say let's call this predictive okay i'm gonna copy all my data over or you know what i'm gonna create just a blank version and when i do that you'll notice it automatically pops up predictive in my report and so now it also creates predictive down in my private version down here i said not to copy any of the data right so it gives me just a blank slate and i'm just calling this my predictive so here i'm just going to select on my operating income and show you another function that we call predictive forecast right now i'm going to i'm going to warn you we've done in our demo environment doing some cleanup of the data so our numbers might look a little wonky here but i want to show you from a functionality standpoint i can create now a predictive forecast right where i can say all right right now i'm just looking at a year also you'll notice that right now i'm doing everything at an annual basis of course you can expand into that year right look at your quarters look at your months you can plan at a month quarter year just like anything else that i've talked about as far as product groups or higher different levels of your dimension same idea so here i wanted to go ahead and populate from a year perspective i want them to predict the year and it'll i have some advanced options so i can say how far back do i want to use data so i can [Music] it requires i think at least three years or two years um and then but if you want to go all the way back and use historical data for it to go go through kind of that algorithm you certainly can um but again what it does is it utilizes that piece of the predictive functionality and sac and it comes up with what your predictive forecast is going to be so now you have three different ways that you can view the data right we see it in a bottoms up we see it from a top-down strategic you know uh planning and then we also see it um predictive like based on his history for the five last you know five years where does the system tell me i'm going to be at right and so um if i go ahead and say okay it kind of gives me i can i can decide not to use it or i could use it if i wanted to um you can see here again it kind of gives me a little bit of wonky numbers but in any event that's how like some of the predictive capabilities can come into play and be very useful um again just as a you know a way to report to look at variances across you know what again what the system is determining um what your forecasted uh p l might look like this doesn't have to be done i certainly just chose um the actual operating income just for the sheer impact of you being able to see all the numbers populate here but you know if i was just you know i could just focus on volumes if i wanted to i could just focus on revenue or sales if i wanted to so all that considered you know you can specifically point what you want the the system to kind of run that predictive forecast against as well okay so again just kind of wanted to point out from more of a planning again general right what we look at and the different ways that we can plan in sac right so those are just a couple different options there i'm going to go ahead and go back and um and talk a little bit now about the plan what we call plan simulation and i think both of them are are really important um really important concepts to to look at in sac so what i have here um i i tried to create a very um easy example to kind of show how this works in sac and um some comp so you can see here just in my report again just to kind of set the stage of course i always have story filters at the top that may limit you know what me as a user um what i want to see what obviously security based right if i'm only responsible for a particular company i'll only see that information or i can go ahead and make changes as as need be but you can see here then i also have some page filters which again i can go ahead and i could specifically call out you know just one material group um i could have them all selected to switch it um which i don't have here i just was selecting two specific hand cream and nail oil um to to show you this excuse me example um so i've kind of set that now within my report or my template i have material group and i have my different accounts and then i have some actual data here for history now again this is where i was showing you you can always have this many of these examples here i'm showing just at an annual um just kind of firm from ease on the eyes a little bit right versus having all 12 months expanded but certainly you can um go through the process of if you want to see data here i have my actuals through q3 so on and so forth and i can kind of expand down obviously into my months as well right so that is just automatic that functionality of drilling down and then again being able to plan at that total year if i want to so i have my actuals here i have my budget years 2022 and 2023 and very simply i have obviously in a real world example i have more accounts than just one account for revenue one account for cost of goods or cost sales but um just again to to keep it simple um from a demo perspective so you can understand what this functionality does it can be very robust where we're going to select specific accounts for specific uses but just um so you understand the concept of what we call inverse functionality in sac and what this does is it allows us to plan not only by you know we look when we look at also from an account dimension perspective we have a account hierarchy right and so revenue sale um cogs accounts obviously they roll up to my gross profit right and this is all part of my account or my p l hierarchy but then i also have statistical accounts right things like growth margin operate you know oi margin um and those are more of you know kpis or statistical calculations right that we're actually doing we're calculating gross margin based off of you know our gross profit divided by our our revenue divided by profit right so we have those calculations embedded into sac um but what sac allows you to do is it allows you to plan at either this margin at a percentage level where it will automatically adjust your account hierarchy your financial hierarchy based on what we tell it so in my example i'm saying i you know if i'm going to plan by margins it's going to automatically impact my my cost of goods sold my cost of sales here in this example but my cog section and i can tell it where i want it to basically impact you know what account or accounts um and then it'll leave my revenue static you know so maybe i've done kind of the bottoms up planning with volumes average um pricing things of that nature and i've decided that i want my revenue to stay where it's at but then i'm also planning by margin um and then whatever happens with the cogs you know that that will obviously be impacted so i see this a lot actually with companies um i've worked with companies that have divisions that are um that are project based and they really focus when they're planning on what their margins are going to be they don't care as much on the cost of goods sold side um or again other other divisions where they are very very specific you know manufacturing um where they have specific accounts that they're building that from a bottoms up perspective so this allows us to do both um it allows us to come in here and i could you know absolutely change any of these numbers i can actually then use the percentage to you know if i'm going to change this from 30 to 24 for example it's going to go ahead and it's going to update my cost to sales number leaves this revenue number intact um and that's not you know from a from other solutions that i've worked with as well um it's more challenging a lot of custom coding to be able to get that to work this is um you know fairly seamless uh embedded functionality that exists in sac where you determine obviously what accounts and you know the behavior of it i'll say um but it's just what we call you know again i can come in here then and i can change this to 130 000 when i do that now you'll notice that my gross margin changes again um right it doesn't stay at the 24. so that's what we call kind of the inverse functionality allows us to go and be able to plan in both different you know different ways i suppose going back to that concept of being flexible right the other uh kind of neat function is the valley driver tree in sac um and so i'll show you you know the way that we kind of get to the actual drivers um in a minute here but um just to kind of show you know what i'm going to give a full screen here so you can see a little bit more i've got a navigation down here on the side but this is basically a tree that shows how we get you know all the way to we're doing a gross profit tree um so it kind of it will show all the pieces and allow us to make you know kind of changes here so the first thing i'm going to do just to also look at is you know let's say i want to take a look at my revenue um i'm going to look at not everything but just maybe a very specific i'll go back to my nail oil as an example right so now i'm looking at just one material group and and want to look at the revenue that we've planned for this material group and if i kind of navigate all the way to the end you can kind of see where this where this tree and how it it gets created right so i've got what my pricing is for this material group this is an average it basically will average because i do have material as well so this is kind of an average of all those all the individual skus um where i have here's my pricing and then obviously here's my volume so it kind of looks at and says okay volume pricing you can see if i hover over it will highlight where that goes to that calculates my gross sales my gross sales with a discount percentage applied that's going to calculate my discounts right i can see here that discounts are in percentages so i'm saying that um discount is going to be one and a half percent of my gross sales um and that's going to create what my discount value is right so then you can kind of see and again just kind of walk through the actual tree we've got rebates here and then we have kind of what gets us to you know our gross sales less less rebates right and so you can see these areas that have their highlighted yellow as well so i think what's important to kind of show is you know i have the ability where let's say i want my discount percent to change right we know that something's you know whatever with that something's going to be impacted for next year so historically it's been at 1.5 percent i want to go ahead and change that to like two percent um i can do that here i could say i want to increase this or i could specifically just change this to a two percent and say okay when i do that it automatically now updates everything for me so i changed what that driver is and as a result it says okay well that changed our discount value uh account it changed our gross and then it excuse me let me move this over if i carry all the way through everything that's highlighted yellow is impacted right all the way to to my sales less rebates so again just wanted to kind of show you that that functionality as well this is one way um well i guess i consider more of a visual way of looking at your drivers and and be able to kind of change those change the drivers with it right pull those different levels chain again you can kind of dial into one distribution channel one customer group okay you know what if you have specific information on one of those areas that gives you now the ability to kind of dial in and certainly companies will also look at this in more of a table format or a report format um grid you know type type view i just wanted to showcase this so you can see more more of a visual right so that you can actually see how that kind of all factors in um so anyway so that's just again kind of a couple examples from more of like a simulation right being able to kind of change the most drivers the inverse gross profit that we talk about you know being able to leverage not just the financial accounts but actually leverage the margin or the kpi percentage statistical accounts to drive what those changes should be into your financial accounts so we look at um just then real quick we'll go through a couple other examples here so volume right let's let's look at this real fast from a volume perspective this gives us um a view that is more of a again more of a visual um look right where we can make changes what we're assuming here are two things this is where the data is coming either coming in through ibp for example right where we are already pulling into our budget what the demand you know what the demand plan is essentially from uh the ibp solution right i guess i should have mentioned upfront if i didn't but sac and ibp along with numerous different types of um different products directly integrate together so it's pretty seamless when we need to go ahead and make that connection to ibp and pull those for that forecasted information in so if i'm using that as a starting point great i don't need to do anything that data has been in now i'm able to make adjustments or changes from a budget perspective from a financial plan perspective so i can do that if i don't have that i also can have a data action here which we which we have that allows us to run and feed the volumes um this is basically you know if i click on it essentially will allow us to choose um it will allow us to choose from which period and we're going it's basically a copy right if we want to take and copy um 2021 into 2022 great if we want to select just a particular you know december or period 12 and copy that into all of my periods for the next budget great um you can do that as well so you can be fairly flexible but the concept there is that if we don't have a source that we're getting the volumes from you can also have a starting point and that's typically very helpful versus doing just kind of a bottoms up or zero based budget right you absolutely have the capability i should mention to not see anything and to provide budget information for more of a zero-based budget this typically kind of gives you a little bit more of a leg up and allows you to be able to do the planning at various levels that allows you to um get that weighted average you know be able to weight it properly and not just split everything evenly right when we're when you're planning at higher levels or more summarized levels i'll say so here you can kind of see everything's with linked analysis another term that we use in sac that kind of links things together right if i wanted to focus you can see here this is my sales volume budget by country if i wanted to just select one country i could you know click on just germany for example and it's going to go ahead and update and refresh my other tables here within my page um i don't want that i can go ahead and click off that again and it'll reset um so i have functionality like that to exist and i can go in and i can make changes directly onto this kind of dashboard view as well right so um i have things like here top 10 sales volume right this is my material material group so i can select one of these as well to filter i could change this right this is as a user i could come in and say you know what i don't want top 10 i want top three or i want top 20. you have or i want the bottom right you have different abilities to kind of rank based on what you're looking at and this is the same idea where i can come in and i you know specifically if i select shampoo here you know for example this will automatically update as far as i can come in and i can use again similar functionality where i can update what i think is going to be for the year for example i can do the same thing as i did before you know if i want to increase it to a particular percentage it'll go ahead and update updates all of my graphs and everything in real time okay so again it and i can come all the way down this top you know is based off of material you'll see um i also then could come in and say you know you know what i want to do planning by customer i've got specific things that i want to update i know the contracts are rolling off or other and so now you have different views right i can view things and i can make changes to my plan my volume planning based on customer based on product or material group and again kind of allows that flexibility this could be in a table format could be more of a like i said visual format as well that you see here new products right so this is more now of a table format um and just to kind of point out from a new product perspective um we have the ability i mean obviously we have kind of our standard product groups or standard skus that that come through what might not occur is you may not be putting new products that you are going to plan for in the next year or three years that you want to include in your plan but that's not going to be part of your master data so you do have the capability in sac to come in and say i want to add a member right and so it gives you that ability um there are there is security around this um and way other ways that we can do to also kind of limit obviously because what this does is it actually does add um an id essentially it's kind of master data on the fly right think of it like that so if i want to add in a new product three it tells me i don't have an id for that already um so maybe i say that this is going to be oh i don't know like rose scented loose since i'm dealing with hand cream here um right and i can apply that and it adds it now to my template right so now i could come in here and i could say okay for this um i could do one of two things there's also data actions where you could say i want to this new one to follow the same seasonality and the same volumes as another skew um you also have the ability you know to just obviously kind of um add things in here so i'm just adding them in just for the sake of you know being able to see that again i've added this just for the entire year because and as i mentioned because i did not decide to use the seating technique or say i want this new product to follow the same seasonality as another product because i just entered in that 500 you'll see it splits it out evenly right and so in some cases you may absolutely want that maybe in some expenses or other that completely makes sense and other you know situations typically more of them we look around the revenue planning it does make more sense to um apply a different products seasonality or two so that it can probably get a little bit closer when we look um at a monthly forecast level or monthly plan okay but that's typically how we actually get new products in again when we're dealing with volumes so when i come back now if i come back to my launchpad here i've i've either updated my volumes right i've i've seeded them into the budget or i've pulled them in from a solution like ibp and i've made adjustments to them right or at the limit you know i guess at least so i was trying to say um review them you know if you weren't going to make any changes um but so now that i have volumes then i also have the ability to now set up my drivers right and this is really now a different you know when we saw that value driver tree this is where kind of all this originates from if you will so that value driver tree is kind of after you've run the data actions to basically calculate what those drivers are going to be so in this case you'll notice when i open up my my planning drivers i've got three different now these could all be linked together this is more from a demo perspective you know to be able to kind of show what we're doing here um and i do have two different versions of um just to kind of showcase what we have available but you have where we're calculating again if we're not getting uh revenue for example if we're not getting those dollars from like an ibp solution we can go ahead and just calculate what that average selling price is going to be right based on prior or historical information if we have pricing information that we need to also integrate in we do that sometimes we have pricing as well as cost standard costs that need to be loaded in that absolutely can also be a point what we're showing here is that we actually have the date actions and the calculations available to calculate price to calculate things like um discount rates as well based on historical information so that's what this does i also then can take and i can seed now i've done the calculations right of my pricing and i can do that and what percentage i want to apply for things like rebates or discounts i can take that now and i can seed it now i've calculated it and now i'm going to push it into my budget year and you'll see like if i click over here to my discount rebates tab you'll see where it has my budget and i've got my discount percentage and my rebate percentage right and then i've got it by here i'm looking at things by dc distribution channel customer and i'm showing what those discount percentages and rebates are based on based on my different distribution channels and i could expand that down into my customers as well to see what that's being applied and that's again based on historical information and then we've seeded it we basically essentially copied it over into our budget versions right the other piece that's a little bit more robust or available is you know i call that first one where we just copy everything you know we we do the calculation and then we copy it over is more of a simple right it's based off of uh i believe just you know that particular month and then we're we're moving it over but what happens when you know that prior year historical information you know there was an event or something that occurred where q1 or q2 just it wouldn't make sense right to look at the full year and take kind of a full year calculation and you just want to look at like a particular quarter we see that you know often where they really don't want to look at okay what the you know what the discount percent was looking at an average and computing that over the course of the entire last year they might just want to take the last couple months or maybe the last quarter so versus um having kind of a simple okay copy everything over this gives you a little bit more of a detail to say what do we want to calculate as the as the driver so for your historical information you can actually pinpoint what you want to use if that's a month if that's a quarter if it's two quarters we can do that using this one it just creates a calculated average based on the periods you select so that's um an option that we see more that we use actually more often so that it actually helps the drivers become a little bit more relevant again as we work through kind of more of an um planning process that where items go stale quickly pricing is changing things along those lines it helps to kind of have that flexibility when receiving the budget to have you know be able to kind of pinpoint exactly what we want all right so that's that's how we get to our drivers and then you know ultimately here if i just click on this um a couple things here because i'm gonna quickly run out of time but we've got the ability you can see my tabs here within my workbook seating new products this is just being able to take that that rose scented um hand cream that i added and i'm going to apply all those drivers to the volumes that i added in there right so it applies it um based on again a similar product and things that along those lines so that's how we approach anything that any requirements for planning new products but also just wanted to call out this step here um which i won't go into detail um due to kind of the limit of time today but really we've got another data action here and this goes to you can see posting calculated sales to final p l so there's a couple things that happen here um this gets us to and you can kind of see here maybe it's a full view obviously this is a very summarized view of just my my net sales i've got my volumes um on here as well as what kind of my standard discount rate rebate rate is and it's all based on what my filters um are as well all right so i have kind of what my overall average prices and this would be for all of my material groups right now because i don't have anything filtered out but my overall company-wide discount percentage rebate percentage those are all the pieces that i have or that i've basically assumed for my plan so kind of gives you this view is giving me a couple different pieces here but when i run this what it actually does is it will also run the rules of the revenue recognition right so if it's something that is um and let me see if i can uh click here just to show you really fast some companies are very specific where they say you know from the day of the uh you know what when the sales dollars are the month of the sales dollars four months later is going to be our is when revenue recognition starts so if we have kind of the hard and fast rules we bake those in we embed those in um to sac and that's what that data action will do will automatically drive that those lead times that revenue recognition and post that to your p l so you'll be able to see then a view of kind of your sales kind of see where here where i have like a revenue versus sales review right where i may have my sales but then if i had fifty percent in one month fifty percent in month two then it's going to go ahead and take and split the two to get you know the two out into month one and month two so we will you know again kind of wrapping things up if you're interested or you have that requirement again just trying to um call out that we have the capability to again handle more of the revenue recognition if it differs from when we actually are recording you know the sale we're looking at kind of monthly sales versus monthly revenue okay okay so i think that's you know pretty much wraps up our webinar today i you know i'll leave it on on the sales dashboard um that just again kind of show you different different functionality um being able to kind of now review my actual versus budget i like a couple of these different views that gives me like the same kpi volume you know different kpis volume sales profit this is where i can change and say i want to view it by customer maybe now i want to view it by material group it allows me to do a lot of different slice and dice kind of comparatives actual versus budget you know once you get kind of done with that revenue planning piece um kind of wrapping it up into more of a dashboard view right for your users now to be able to use month to month um even if you're going to look at it full year um you know kind of looking at prior year versus your budget year you've got a lot of different flexibility um you know as it relates to kind of the visualizations and the overall reporting aspect as well okay well i'm going to go ahead and close down the webinar um if i will i will check to see if there's questions i will be happy to answer them um i will get back to you via email i really appreciate your time i apologize i went over by a couple minutes but hopefully this was helpful to get a little bit of a better idea of how you might be able to utilize sac for your sales and revenue planning so thank you very much and have a good rest of your day you