Understanding How KPI Values are Calculated for Promotions, Account Plan, and Customer Business Plan
The aggregation settings in your KPI definitions control how Key Performance Indicators (KPIs) are distributed and aggregated in your promotions, account plan, and customer business plan.
Required Editions
Available in: Lightning Experience Available in: Enterprise and Unlimited Editions where Consumer Goods Cloud is enabled |
Calculating Monthly Values
Aggregating weekly values to months depends on the aggregation time rule and time granularity. To understand how monthly values are calculated for calculated KPIs see this table.
| Aggregation Time Rule | Time Granularity | |
|---|---|---|
| Period | Subperiod | |
| Aggregate |
|
A subperiod is a part of a larger time period, such as a week, month, or quarter. Each subperiod belongs to only one period and doesn't overlap multiple periods within a time level. The subperiod values are first aggregated to form weekly values and then further aggregated to form monthly values using the merge rule of the KPI. |
| Formula | The value is calculated using the specified formula based on the monthly values of the referenced KPIs. This behavior remains even when edits for months and quarters is enabled. | |
To understand the distribution and aggregation processes for editable KPIs and read KPIs see this table.
| When Edits for Months and Quarters are Enabled | When Edits for Months and Quarters are Not Enabled | |
|---|---|---|
| Editable KPIs | Manual inputs are entered at a month, week, or quarter level, the values for KPIs are distributed down to the subperiod level. The merge rule is used to combine these values up to the week, month, and quarter levels. | Manual inputs are distributed down to the level defined by the time granularity of the KPI, and are aggregated using the aggregation time rule. |
| Read KPIs | Values are distributed down to the subperiod level. The merge rule is used to combine these values up to the week, month, and quarter levels. | Values are distributed to the defined time granularity of the KPI, and are aggregated using the aggregation time rule. |
For editable KPIs, the weekly values are aggregated to months.
- The subweek values are summed to calculate the submonth value.
- The submonth values use the merge rule of the KPI to calculate the monthly value.
For read KPIs, aggregating weekly values to months depends on the Monthly Table Name field in the KPI definition.
- If a table name is specified in the Monthly Table Name field, the value is read from the table. In this case, the submonth values are summed to calculate the monthly value.
- If a table name isn’t specified in the Monthly Table Name field of the KPI, the system
aggregates the weekly data available in the table specified in the table name field of the
KPI to determine the monthly values. The subweek values are summed to get the submonth
value. The submonth values are then added to arrive at the monthly values.
When a KPI is written back per month, the value of the entire week is considered, even if a part of the week is included in the promotion or account plan time frame.
Calculating Months with Overlapping Weeks
If a week overlaps two months, the value of the week for the monthly calculation is determined as (value of the week × number of days in a week in a month and in the calculation time frame) / number of days in a week in the calculation time frame.
For example, a promotion runs from January 30 to February 15. The first week of the promotion contains only 5 days: 2 days in January and 3 days in February. If the weekly value is 10,000, here’s how it’s distributed for monthly calculation:
- Contribution of the weekly value for January = (10,000 × 2) / 5 = 4,000
- Contribution of the weekly value for February = (10,000 × 3) / 5 = 6,000
This formula doesn’t apply in these scenarios:
| Exception | Description |
|---|---|
| Calculated or editable calculated KPIs with the time granularity set to subperiod | When the time granularity is set to subperiod, and because subperiods don’t overlap across months, the method of distributing values based on overlapping days doesn’t apply. In this setting, each subperiod is fully contained within a single month. |
| Calculated or editable calculated KPIs with the aggregation time rule set to Formula | If a Key Performance Indicator (KPI) is set to be calculated using a specific formula, and not aggregated from weeks or subperiods. The monthly value is directly calculated using the defined formula, based on the monthly values of referenced KPIs. This behavior does not change even if edits for months and quarters is enabled in the sales organization. |
Calculating Quarterly Values
If the account plan’s Time Blocks filter is set to Quarters the account plan shows the KPI’s quarterly values. In this case, the values from months to quarters are aggregated based on the value and record type set in the KPI definition.
| Value Type | KPI Record Type | ||
|---|---|---|---|
| Read | Calculated | Editable | |
| Volume | The quarterly value is aggregated from the values of the months included in the quarter. | The quarterly value is aggregated from the values of the months included in the quarter. | The quarterly value is aggregated from the values of the months included in the quarter. |
| Price | The value available for the first month of the quarter is used as the quarterly value. | The value is calculated using the specified formula. | The value available for the first month of the quarter is used as the quarterly value. |
| Money | The quarterly value is aggregated from the values of the months included in the quarter. | The quarterly value is aggregated from the values of the months included in the quarter. | The quarterly value is aggregated from the values of the months included in the quarter. |
| Percentage | The value available for the first month of the quarter is used as the quarterly value. | The value is calculated using the specified formula. | The value available for the first month of the quarter is used as the quarterly value. |
| None | The quarterly value is aggregated from the values of the months included in the quarter. | The quarterly value is aggregated from the values of the months included in the quarter. | The quarterly value is aggregated from the values of the months included in the quarter. |
When values are aggregated, the system adds the values of the months included in a quarter to arrive at the quarterly value.
- Examples How Total Value of KPIs are Calculated
Understand how total values are calculated in a promotion summary sheet or account plan. - Examples of Calculating Cumulative Values
You can configure the Account Plan grid to show the cumulative values of a calculated KPI and by turning on the Total Calculation Cumulative setting in the KPI definition. - Example of Aggregating KPI Values
Understand how KPI values are aggregated quarterly.
