Revenue Intelligence exercises

Updated on 13 Jun 2024
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Revenue Intelligence Bootcamp

Revenue Intelligence exercise files.zip

Revenue Intelligence Overview.pptx

Team up

For all of the Revenue Intelligence Bootcamp exercises, only one user can productively work on the environment at a time. Team up with everyone working on the same environment for these exercises and work through them as a group.

Sales IQ

Sales IQ Science Overview.pptx

Sales IQ Exercises

Data Prep

Sales IQ > Engine Config > Aggregation Parameters
Set Prior_Calendar_Years_to_Aggregate = 3
Sales IQ > Engine Runner > Aggregated Time Periods
Run Prep Data and Update Time Periods
See time periods updated for each action type
Sales IQ > Engine Config > Sales IQ Transactions
Note Customer Currency and Currency Conversion Rate
Sales IQ > Engine Config > Sales IQ Customers
Update Customer Currency calculation:

CASE
    WHEN {Country} = 'United States' THEN 'USD'
    WHEN {Country} = 'Canada' THEN 'CAD'
    WHEN {Country} = 'United Kingdom' THEN 'GBP'
    ELSE 'EUR'
END

Sales IQ > Engine Config > Currency Conversion
Upload new currency conversions from Currency Conversions.csv
Sales IQ > Engine Config > Sales IQ Transactions
Note updated Customer Currency and Currency Conversion Rate
Sales IQ > Engine Runner > Aggregated Time Periods
Drill into analytics summary for TS; see currencies

Seasonality

Sales IQ > Engine Config > Aggregation Parameters
Update the years used for the seasonality analysis
- Seasonality_Year_1 = 2021
- Seasonality_Year_2 = 2022
Sales IQ > Engine Runner > Aggregated Time Periods
Run Run Seasonality
Sales IQ > Engine Config > Seasonality Analysis
Note lack of customer segmentation in analytics
Sales IQ > Engine Config > Sales IQ Customers
Update Seasonal Segment calculation:

{Region}

Rerun Run Seasonality
Note identified seasonal pockets of business
Sales IQ > Engine Config > Seasonality Factors
Sort on Adjustment Factor to find adjusted segments
Sales IQ > Engine Config > Sales IQ Transactions
Sort on Seasonal Adjustment Factor to find adjusted transactions

LS Engine

Sales IQ > Engine Config > Sales IQ Transactions
Show LS Volume Metric calculation
Sales IQ > Engine Config > Engine Parameters
Note Evaluation_Periods and Baseline_Periods
Sales IQ > Engine Runner > Engine Runner
Run Run LS Engine
Sales IQ > Outputs > LS Engine Output
Sales IQ > Engine Config > Product Group Analysis
Toggle to LS
Sales IQ > Engine Config > Sales IQ Products
Update LS Product Group calculation:

CASE
    WHEN {ProductLevel1} = 'Envelopes' THEN {ProductLevel1}
    ELSE {ProductLevel1} + ' | ' + {ProductLevel2} + ' | ' + {ProductLevel3}
END

Sales IQ > Engine Config > Product Group Analysis
Toggle to LS
Sales IQ > Engine Runner > Engine Runner
Run Run LS Engine
Sales IQ > Outputs > LS Engine Output

XS Engine

Sales IQ > Engine Runner > Engine Runner
Run Run XS Engine
Sales IQ > Outputs > XS Engine Output
Sales IQ > Engine Config > Cluster Validation
Note example clusters
Sales IQ > Engine Config > Sales IQ Customers
Update Cluster Segment calculation:

{CustomerType}

Sales IQ > Engine Config > XS Customer Metrics
Update Is Core calculation:

CASE WHEN
({Active_PG_Count} >= 5
AND {Ratio_Top_1} <=.6
AND {Ratio_Top_3} <=.95
AND {Segment_Volume_Percentile} >= 0.75
)
THEN {ISACTIVE}
ELSE 0
END

Refresh worksheet and note change in Core Customers KPI
Sales IQ > Engine Runner > Engine Runner
Run Run XS Engine
Sales IQ > Engine Config > Cluster Validation
Note updated customer segmentation and clusters

TS Engine + Substitution

Sales IQ > Engine Runner > Engine Runner
Run Run TS Engine
Sales IQ > Outputs > TS Engine Output
Sales IQ > Outputs > SUB Output
Sales IQ > Outputs > SUB Product Map
Upload SUB Product Map from Private Label Subs.csv
Sales IQ > Outputs > SUB Output

Campaign Manager

Campaign Manager Exercises I

Create, Run and Publish Campaign DIY

Campaign Manager > Campaign Manager > Campaigns
Insert a row to create a new Campaign with Campaign Id = DIY
Add DIY Campaign Actions for Action Type Id LS and XS
- Action Impact Min = 5,000
- Visibility Period After Closed = 10
Select DIY and run Activate Selected Campaign
Run Run Selected Campaign
Campaign Manager > Campaign Manager > Action Review
Campaign Manager > Campaign Manager > Review Analytics
Note number of Recovery Actions
Note DIY LS Thresholds
Campaign Manager > Action Types > Action Types
Note LS Action Type Threshold Conditions
Sales IQ > Outputs > LS Engine Output
Filter worksheet to match DIY LS Thresholds
Note number of records matching filters
Campaign Manager > Campaign Manager > Action Review
Run Publish Selected Actions
Campaign Manager > Published Actions > Published Campaign Actions

Campaign Manager Exercises II

Campaign Manager Basics.pptx

AKA Substitution Campaign

Campaign Manager > Campaign Manager > Campaigns
Create and Activate a new Campaign AKA with Campaign Action SUB
- Visibility Period After Closed = 10
Create TypeRegion calculated field on Customers worksheet

{CustomerType} + '-' + {Region}

Run Update Customer Field Dropdown
Add AKA Customer Scope on TypeRegion
Update Customer Scope to include OEM-North and OEM-South
Update Campaign Threshold Max_Days_Ago_Last_Sale = 500
Add Campaign Talk Track
Run and publish AKA Campaign

DIY I Product Scoped Campaign

Select DIY and run Clone Selected Campaigns
Select DIY I and run Populate Product Scope
Add DIY I Product Scope on Heavy Weight Paper for XS and LS
Update DIY I Campaign Thresholds
- Min_Percent_Decrease = -0.3
- Min_Ratio_Gap = 0.5
Update Campaign Ranks
- DIY = 1
- DIY I = 2
Run DIY and DIY I Campaigns
Review Analytics
Publish Campaigns