SAP Trade Promotion Management

RKT Workshop – TPM SEM Planning

Unit 5 – Concept & Customizing TP
Planning
(CRM Release 4.0) Constanze Jansen
TPM Core Consulting Team

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 Workshop Contents

Unit 1 Overview, Terms & Unit 4 Case study:

Definitions Implementing a one Step
Sales Planning
Unit 2 Data Flow Unit 5 Concept & Customizing
Trade Promotion
Planning
Unit 3 Concept & Customizing Unit 6 Offline Planning
Sales Planning (optional)

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 Unit Content

Unit Content:

Close integration to SAP CRM

SEM planning environment

Settings for Planning Services

Integration to SAP SCM

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 Unit Objectives

Unit Objectives:

...you will be able to explain and to configure:

Design of SEM-BPS planning environment
Enhanced planning layouts
Usage of the CRM/BW Mapping Table
Integration between CRM and SEM
the integration of the APO Key Figures in the planning process
(inclusive EXERCISE)

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 Key Figure Planning Architecture (CRM/SEM Integration)

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The Marketing & Campaign Planning is an application with close integration to SAP CRM.
Some of the planning applications for Customer Relationship Analytics are closely integrated with SAP
CRM. This means that the master and actual data required for planning is drawn directly from SAP CRM
when planning is executed. Furthermore, the closely integrated planning functions are executed from within
SAP CRM, using for example the Marketing Planner. Plan data is entered in DHTML using an enhanced
planning layout
Hint: There is a documentation of the BADIs available in the Solution Manager.

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 Key Figure Planning Customizing

5 quick steps to key figure planning

• BW data model: Define transactional InfoCube with characteristics and

key figures required for planning & analysis

• SEM-BPS planning environment: Design planning area, planning

levels, planning packages, planning layouts, planning profiles

• Enhanced Layouts: Enhance planning layouts with calculated key

figures and drill-downs

• CRM/BW Mapping Table: Maintain mapping table in CRM to enable

CRM <-> SEM/BW synchronization

• Planning Profile Group: Create planning profile group in CRM to

connect the SEM planning layouts

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 SEM-BPS Planning Environment

It may be helpful to become familiar with the customizing documentation of our

DemoScenario available from April/ May

Leave open all

characteristics
with multiple
values

Select all
characteristics
with single values

Fix all characteristics

with single
determined values

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For the data to be transferred successfully between SAP CRM and SAP SEM, the following prerequisites
need to be fulfilled:
The planning level must contain all the characteristics and key figures that are necessary for planning.
For technical reasons, the planning level has to contain the key figure Key Figure for Displaying the
Planning Layout (0KEYFG_FLAG).
For characteristics that are automatically filled from SAP CRM, do not enter any values in the Selection tab
page.
For characteristics that are not automatically filled from CRM, enter in the Selection tab page one or more
fixed values. Note that intervals are not permitted as fixed values; only one or several single values are
permitted.
Create an ad hoc planning area for the planning level. This planning area is then automatically filled with
the data from CRM.
The layout header only contains characteristics that are filled with a single value from SAP CRM.
Include the key figure Key Figure for Displaying the Planning Layout (0KEYFG_FLAG) in the layout.
This is necessary for technical reasons. Hide this key figure in the enhanced layout. You do this in the tab
page Key Figure Scheme under Enhanced.

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 Planning Layout
characteristics with single
values in the header

characteristics with
multiple values in the
lead column

characteristics with
single determined
values in the header

always include the key

figure 0KEYFG_FLAG for
technical reasons
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Always include the kea figure 0KEY_FLAG.The Planning Layouts are data-driven. While creating a
promotion, there are no figures to display in the Layout. This is the reason why no figures are available. To
make sure that a layout is always displayed you have to use this "Dummy-Key Figure", which then is always
filled.

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 Planning Profile

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Creating a Profile
To create a new planning profile, choose Profile ® Create.
Enter a technical name and a description of the profile and confirm your entries.
Define the properties of the profile.
To assign a planning area, a planning level or a planning package to the profile, select it on the right part of
the screen and transfer it to the left part.
Hint: When you want to use planning profiles while customizing, you have in addition the possibility to add
global sequences to the profile or to make a selection from the variables which belong to the planning areas
contained in the profile, using the Sequences and Variables pushbuttons.

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 Enhanced Layouts (additional to Planning Layout)

upx_mntn

key figure scheme

to define calculated
key figures

preview for instant

result of customizing

lead columns to
define dimensions
in planning layout
(e. g. drill-down)

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Enhance Planning Layout

You can enhance an existing planning layout using the SAP SEM-BPS planning services.
From the SAP Easy Access screen in SAP SEM-BPS choose Business Analytics Customer Relationship
Analytics Planning Services Change Planning Area.
Choose a planning area, for example CP: Sales Planning with Promotions (4TPM1000).
From the SAP Easy Access Screen choose Business Analytics Customer Relationship Analytics
Planning Services Settings for Planning Services.
Choose Enhance Planning Layout.
Choose a planning layout, for example Promotion Planning on a Weekly Basis (4TPM1551) and maintain
the necessary settings on the tab pages Lead Columns and Key Figure Scheme.
For more information, see the SAP Library under Strategic Enterprise Management Business Planning and
Simulation Planning Applications Customer Relationship Analytics Planning Services Enhance
Planning Layout.

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 CRM/BW Mapping Table

Maintain mapping table in CRM to enable CRM <-> SEM/BW synchronization

SAP delivers the mapping table with BW standard business content InfoObjects
InfoObjects can be replaced in the implementation project

spro in CRM
(CRM 4.0)

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In this IMG activity, you set up the integration between the operational data in SAP CRM and the CRM
planning applications in SAP Strategic Enterprise Management (SAP SEM). You achieve this by assigning
InfoObjects in the SAP Business Information Warehouse (SAP BW) (which forms the data basis for SAP
SEM) to fields in SAP CRM. When a corresponding planning application is executed, the InfoObjects are
filled with data from the assigned fields in SAP CRM.
Standard settings
You can use Mapping Table - System Entries to display the field assignments delivered by SAP for a planning
application. You can overwrite these delivered assignments by entering your own under Mapping Table -
Customer-Specific Entries. As soon as you assign a different InfoObject to a field, then your entry takes
priority over the delivered entry.

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 Planning Profile Group

flag to activate the

HTML front-end

create planning
profile groups

spro in CRM

assign planning
profiles to planning
profile group

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Planning profile groups contain one or more planning profiles. By assigning them to a marketing plan or
campaign, you are then able to use the corresponding planning profile from SEM-BPS, in addition to your
user-specific settings. You can also assign a KPI evaluation for alert to your planning profile group. Once you
have done this, you can evaluate your key figures on the Success Key Figures tab page.
Activities
Choose New Entries.
Enter an ID and a description in the columns PlanProfGrp and Description respectively.
Check the indicator if you wish to use the new key figure planning.
Choose Save.
Select the entry and choose Assign Planning Profiles.
Choose New Entries.
In the column Profile select a planning profile from the input help.
Set the indicator With subordinate projects if required.
Select the plan type, for example, cost planning and version.
Repeat these steps to assign further planning profiles to the planning profile group, as required.
Choose Save.

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 CRM-SEM Customizing Dependencies – Layout
CRM Marketing Planner - Trade Promotion Planning
Basic Data Volume & Trade Spends
Customer ___________
Sales Org ___________ SEM in place Layout
Tactic ___________ ... List Price Uplift Total Vol. Revenue
Objective ____________

Planning Profile Group TPM (standard)

CRM – IMG – Define Planning Profile Groups

PPG: “TPM (standard)“ Planning Profile: “Promotion“ Plan Type: “Vol. & Tr. Spends“

SEM - BPS
BPS0
(Multi) Planning Area
Planning Level Planning Services
Planning Package Enhance Layout
Planning
Profile Manual Planning Pl. Layout “Promotion“
“Promotion“ Pl. Layout “Promotion“ Key Figure Scheme
30 List Price
40 Uplift
50 Total Vol
60 Revenue 30 *times 50

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Planning Profile Groups

Planning profile groups contain one or more planning profiles. By assigning them to a marketing plan or
campaign, you are then able to use the corresponding planning profile from SEM-BPS, in addition to your
user-specific settings.

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 What-If Analysis

Evaluating a trade promotion or

campaign using key performance
indicators on the plan data entered as
well as on other influencing factors
contained in data from SAP BW

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 CRM-SEM Customizing Dependencies – Traffic Lights
CRM Marketing Planner - Trade Promotion Planning
Basic Data Volume & Trade Spends
Customer ___________ Traffic Lights
Sales Org ___________
Tactic ___________ Spend Types
Objective ____________
SEM in place Layout
Planning Profile Group TPM (standard)

CRM – IMG – Define Planning Profile Groups

PPG: “TPM (standard)“ Planning Profile: “Promotion“ Traffic Lights: Alert 1, Alert 2

SEM - BPS
BPS0
(Multi) Planning Area
Planning Level
Planning Package
Planning
Profile Manual Planning
“Promotion“ Pl. Layout “Promotion“ Planning Services
Planning Function KPI Alerts
Parameter Group 1 Alert 1
Parameter Group 2 Alert 2

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Settings in SAP CRM

You can assign these SEM-BPS planning functions for example to the planning profile group Trade
Promotion Management (standard) (4TPM) or TPM – Free Goods (4TPF):
In the reference IMG for SAP CRM choose Customer Relationship Management Marketing
Marketing Planning and Campaign Management Key Figure Planning Define Planning Profile
Groups.
Choose a planning profile group and then choose SEM-BPS Interface: Assignment of Traffic Lights to
(Groups).
Choose New entries.
Choose one of the four entries from the dropdown box for KPI-NO and KPI ID.
To finish, choose Save.

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 Traffic Light – FOX Formula

•*Step 1: data declaration

•DATA UPLIFT TYPE F.
•DATA BASE TYPE F.
•DATA RATIO TYPE F.
•DATA GRADE TYPE I. *Step 3: Traffic Light determination
•DATA UOM TYPE 0BASE_UOM. *Grade 1 = Green
•DATA WEEK TYPE 0CALWEEK. *Grade 2 = Yellow
•DATA PROD TYPE 0CRM_PROD. *Grade 3 = Red
•DATA PGRP TYPE 0PROD_CATEG.
IF BASE > 0.
•UPLIFT = 0.
BASE = 0.
RATIO = UPLIFT / BASE.
•

•*Step 2: value determination

•FOREACH UOM. IF RATIO < 0.01.
• FOREACH WEEK. GRADE = 3.
• FOREACH PROD. ELSE.
• FOREACH PGRP. IF RATIO > 0.01.
• BASE = BASE GRADE = 2.
•+ {0BASE_QTY,UOM,WEEK,PROD,PGRP}. IF RATIO > 0.10.
• UPLIFT = UPLIFT GRADE = 1.
+ {0UPLI_QTY,UOM,WEEK,PROD,PGRP}.
ENDIF.
•

• ENDFOR.
• ENDFOR. ENDIF.
• ENDFOR. ENDIF.
•ENDFOR. MESSAGE I400(UPX_KPI) WITH RATIO GRADE.
ENDIF.

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KPI Valuation for Alert

To perform KPI valuation, you use a FOX planning function that fills both of the variables in message
UPX_KPI 400. These variables express the value and the corresponding rating. There are three possible
ratings: green, yellow and red traffic light. To calculate these ratings, you have all of the formula extension
functions at your disposal (see Formula Extension (FOX)).
Activities
Choose Strategic Enterprise Management ® Business Planning and Simulation ® Cross-Application
Planning ® Planning Workbench.
Define a FOX planning function for the relevant planning level.
Define an ad hoc planning package for the planning level.
Create a parameter set for the FOX planning function.
Choose Settings for Planning Services KPI Valuation for Alert Planning Function.
Choose the combination of planning level, ad hoc planning package, planning function, and parameter set,
and give the combination a name.

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 CRM-SEM-SCM Customizing Dependencies - Baseline
CRM Marketing Planner - Trade Promotion Planning
Basic Data Volume & Trade Spends • values of this column have another
SEM in place Layout aggregation level, thus they have to
be read over a function module
List Prie Baseline Uplift Total Revenue

CRM – IMG – Define Planning Profile Groups

PPG: “TPM (standard)“ Planning Profile: “Promotion“ Plan Type: “Vol. & Tr. Spends“

SEM - BPS
BPS0 Planning Services
Planning (Multi) Planning Area Pl. Layout “Promotion“
Planning Level
Profile Planning Package Key Figure Scheme
Manual Planning
“Promotion“ Pl. Layout “Promotion“ List Price
Function Baseline AREA PLEVEL
Uplift
Planning Area
Planning Level
• the baseline is read over the FM
Planning Package UPX_KPI_KF_PLEVEL_READ.
Import parameters: Planning Area
and Planning Level

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 CRM-SEM-SCM Customizing Dependencies - Uplift
CRM Marketing Planner - Trade Promotion Planning
Basic Data Volume & Trade Spends • values of the column are read
SEM in place Layout to be transfered to APO
List Prie Baseline Uplift Total Revenue

CRM – IMG – Define Planning Profile Groups

PPG: “TPM (standard)“ Planning Profile: “Promotion“ Plan Type: “Vol. & Tr. Spends“
Planning Profile: “APO Integration“ Plan Type: “APO“

SEM - BPS
BPS0 • the values of the Uplift column are
(Multi) Planning Area read over another Planning Profile in
Planning Level the background, which also has to be
included in the same Planning Profile
Planning Planning Package Group
Profile Manual Planning
“APO Integr.“ Pl. Layout “Uplift“
Planning (Multi) Planning Area
Planning Level
Profile Planning Package
Manual Planning
“Promotion“ Pl. Layout “Promotion“

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 Testing the APO reading Profile (1)

Transaction: SE37
Fill in the function module “crm_mktpl_kpi_read”
Press the button
Fill in the promotion GUID in the “I_MARKETINGELEMENT” parameter
Fill in “4” for the “APO” Plan type in the “I_PLTYPE” parameter
Press execute.

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It is possible to test if the APO reading profile returns values

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 Testing the APO reading Profile (2)

Press the button behind the “ET_KPI_PLAN_DATA” parameter

Press the button in the “T_KYFVL” Column

The values are shown if the profile is correct

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 Planning Methods for Enhanced Layouts

SEM-BPS planning
function in drop-
down

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 CRM-SEM Customizing Dependencies – Functions
CRM Marketing Planner - Trade Promotion Planning
Basic Data Volume & Trade Spends
Customer ___________
Sales Org ___________ SEM in place Layout
Planning Function
Tactic ___________
Objective ____________
... List Price Uplift Total Vol. Revenue
Planning Profile Group TPM (standard)

CRM – IMG – Define Planning Profile Groups

PPG: “TPM (standard)“ Planning Profile: “Promotion“ Plan Type: “Vol. & Tr. Spends“

SEM - BPS
BPS0 • the planning function with its parameter
(Multi) Planning Area group only has to be included in the
same planning profile.
Planning Level
Planning Package ! NO ADDITIONAL SETTINGS IN
Manual Planning PLANNING SERVICES OR IN CRM !
Pl. Layout “Promotion“
Planning
Planning Function Planning Services
Profile
“Promotion“ Parameter Group

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 Unit Summary

Now you are able to explain and to configure:

Design of SEM-BPS planning environment

Enhanced planning layouts

Usage of the CRM/BW Mapping Table

Integration between CRM and SEM

The integration of the APO Key Figures in the planning process

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