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Marketing Planning and Campaign Management


Getting Started Product Proposals Marketing Planning & Campaign Management Personalized Forms Key Figure Planning & Closed Loop Data Flows Campaign Execution – PowerPoint PPT presentation

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Title: Marketing Planning and Campaign Management

Marketing Planning and Campaign Management
Getting Started
Product Proposals
Marketing Planning Campaign Management
Personalized Forms
Key Figure Planning Closed Loop Data Flows
Campaign Execution
Lead Management
Business Partner Segmentation
Contents / Objectives
  • Marketing Plans, Campaigns and Promotions what
    are they?
  • Creating and editing Marketing projects
  • Promotion Planning and Allocation Scenarios
  • MS Project Integration / The Marketing Calendar
  • Content Management
  • Status Management
  • Authority checks

Objectives At the end of this unit, you will be
able to
  • Use the Marketing Workplace to manage Marketing
  • Customize the Marketing planning functionality

Business Scenario
  • IDES would like to make use of the mySAP CRM
    Marketing functionality. You need to learn about
    the Marketing Planner, which will allow you to
    set up and manage Marketing Projects.
  • The IDES Marketing Manager has to perform various
    marketing related tasks in order to set up
    complex Marketing projects multi-level planning,
    planning of key figures, attaching of
    unstructured content, promotion specific
    condition and allocation maintenance are just a
    few examples.
  • SAP AG 2000

Overview of Symbols for Marketing Elements
Marketing plan
Marketing plan element
Campaign element
Target group
Product catalog
Document / URL
Marketing Element Definitions
Marketing Plan (Strategic Planning) Defining
strategic goals Targeted market share, Budget
etc. Top-down allocation to brand, region
etc. Campaign/Promotion (Operative
level) Defining event characteristics Dates,
Objectives, Tactics etc. Defining execution
parameters Products, Prices etc. Defining
intended audience (Customer segmentation) Executio
Call Center
Target Group
Structure of the Marketing Planner
Work Area
Structure Tree
Worklist and Templates
Campaign/Promotion Planning Maintenance
Basic data Standard attributes, Tactics,
objectives, planning profile group,
authorization group Texts Status Key
figures In-place key figure planning Channel Execu
tion channel related parameters Conditions Price
, Rebate etc. Allocations Break down quantities
to product - BP matrix Administration Additional
fields Easily add implementation specific
Campaign/Promotion Planning Status Management
Detail Information Click here for further
information on status and related business
transactions that may be affected by the status
Campaign/Promotion Planning Status Management
  • Move a campaign through a variety of approval
    processes from different departments of the
    company (e.g. corporate marketing, brand
    marketing, sales).
  • Identify procedures for managing a campaign
    through its different phases (planning,
    execution, analysis).
  • 3 system statuses are available (released,
    approved, block) and unlimited user statuses can
    be created. These system and user statuses are
    then assigned to a campaign.

Campaign/Promotion Planning Pricing
  • Pricing condition maintenance is integrated into
    the Marketing Planner
  • Only those products assigned to corresponding
    marketing elements are eligible for promotion
    specific pricing.
  • Validity dates are verified with planned dates of

Condition Type assigned to the Marketing Plan on
the Conditions tab
Allocations Features
Allocations in mySAP CRM 3.0 support the process
of distributing a finite amount of product to a
given number of customers (e.g. retail outlets)
who are members of a target group within a
  • Create Allocation rules to identify how to
    distribute the products among the retail outlets.
  • Modify your allocations manually to reflect the
    latest market information and to adjust it for
  • Decide on penetration levels to ensure your most
    important retailers have the promoted product in
    the right amount available (rank your customers)
    and to ensure your promotion runs within budget.

Allocations Business Scenario and Value
  • An example from the CPG industry
  • A fixed quantity of 1000 kits is available for a
    promotion in which 100 retail stores should
    participate. Allocations will help the promotion
    planner to determine how many kits each store
    should get, based on a variety of defined rules
    (e.g., historical sales per store or business
    partner attribute like store size).
  • The rule based allocation of promotional items
    reduces promotion costs. (Get the right amount of
    offers/kits to the right stores.)
  • MySAP CRM enables the field sales representative
    to re-allocate promotional items to improve the
    effectiveness of promotions.

Allocations Allocation Rule
Store List
Product 2
Product 1
Store List
1 2 3 4 84 85 100
10 50 90 35 56 0 0 0
1 1 1 1 1 0 0
Allocation Rule/Method
Rule 1 (Attribute)
Product 1
Rule 2 (Visibility)
. . .
. . .
. . .
Product 2
. . .
. . .
. . .
Allocations Allocation Rule Definition
Allocation Rule ID Rule1

Allocation Rule/Methods
  • Visibility Method
  • Business partner (BP) profile
  • Attribute
  • Table
  • BP/Product attribute profile
  • Attribute
  • Table
  • Lift percentage
  • Unit of measure
  • Period type
  • Reference Product (Primary Kit)
  • Exit
  • Customer specific allocation method
  • Have access to all parameters of
    Visibility method

Attribute Method Business Partner
Attribute Quantity table Fixed quantity
  • Rounding Limit
  • Minimum/Maximum quantity

Post-Allocation Process
Allocations Allocations Ranking
  • Ranking function
  • Ranking is an OPTIONAL function that allows the
    allocation planner to classify the Allocation
    list by priority.
  • How do we use Ranking?
  • By specifying the sort order of the allocation
  • By using one of the standard splitting methods
  • Budget
  • Penetration
  • By implementing a BADI from the splitting and
    merging too of the segment builder
  • When do we use ranking?
  • Ranking optimizes the allocation. Ranking is used
    after the allocations have been calculated for
    all products for all selected retailers.

Allocations Ranking Example
Store List
Prim. Kit
1 1 1 1 2 2 2
90 56 50 35 10
1 1 1 1 1 1 1
3 8 2 4 1
  • SPLIT Allocation list
  • Using Ranking Methods
  • Budget or
  • Penetration

. . .
. . .
. . .
. . .
2nd best
. . .
. . .
. . .
Allocations Planning of Allocations
Allocations Integration with Mobile Sales
Campaign/Promotion Planning Assignments
  • Segments (Target Groups)
  • Define business partner segments based on
    Profiles, Business partner attributes, key
    figures (BW query)
  • Product catalogues
  • In case you have huge, relatively stable sortment
    of products used for Internet Sales, Product
    Proposals in CIC
  • Products (Offer Kit)
  • Campaign specific pricing
  • Allocation planning
  • Product proposals in CIC
  • Documents
  • Folders
  • Documents (Pictures, texts, charts ...)

Right Mouse click!
Campaign/Promotion Planning Detailed View of
Assigned Products (Offer/Kit)
MS Project Integration - Features
  • The integration with MS Project shows both
    campaigns and entire marketing projects in a
    Gantt view. It is available for the Marketing
    Planner and the Marketing Calendar.
  • Graphic scheduling (maintaining dates)
  • Export/import marketing projects to/from
    Microsoft Project
  • Update marketing elements in mySAP CRM using a
    Microsoft Project file
  • Graphical overview of different marketing
    elements (Marketing Calender)
  • Use Microsoft Project file as template for
    creating a Marketing project

MS Project - Gantt Chart
Using a Gantt chart, you can graphically plan a
project by displaying the individual tasks on a
time axis. These tasks correspond to marketing
elements in mySAP CRM. The project in Microsoft
Project corresponds to the header of a marketing
plan or a campaign in the Marketing Planner. A
task in Microsoft Project can be marked so that
it is displayed with a milestone symbol in the
Gannt chart.
Integration with MS Project - Customizing
Match-up mySAP CRM Marketing Planner fields with
MS Project fields.
Define which fields to be transferred.
Marketing Calendar (1)
  • Use the marketing calender to get a scheduling
    overview of selected marketing projects in mySAP
  • You can display in one single overview all
    campaigns that were run in a certain year for a
    certain product.
  • Data edited in Marketing Calendar
  • Dates constraints
  • Marketing attributes (e.g. campaign type, ... ?
  • Additional attributes (e.g. brand, ... ?
  • Not shown in Marketing Calendar
  • Products
  • Documents
  • Texts

Marketing Calendar (2)
  • Campaign Monitoring/ Calendar
  • Portfolio Overview / Marketing Calendar via MS
  • selection of all campaigns with a specific target
    group, product, campaign type, communication
    medium, etc.

Content Management
  • Content management services are integrated
    throughout mySAP CRM to provide consistent,
    holistic approach to unstructured content.
  • Features such as authorization, versioning and
    multi- language support ensure that users
    worldwide receive accurate, up-to-date
    information within the system.
  • Users can link content to CRM business objects
    ensuring that soft facts related to customers,
    products, orders, opportunities, etc. are
    accessible in the proper context.

Example Enhance Your Campaigns with Better
Product Info
  • Consolidated view of all electronic content
  • Write once use everywhere

Authority Checks
  • The processing of a marketing project is
    protected by an authorization check.
  • With this authorization check, the System
    controls whether a user is allowed to create,
    change, display or delete a marketing project.
  • The results of the authorization check relate to
    the entire marketing project (including,
    therefore, the related marketing plan elements
    or campaign elements).

Authorization - Authorization Groups
  • Now you are able to
  • Describe and set up marketing projects
  • Customize Marketing Plans, Mkt. plan Elements,
    Campaigns and Campaign Elements
  • Set up Promotions by defining allocations and
    campaign specific conditions
  • Use MS project to edit Marketing projects
    graphically (Gantt chart)
  • Attach unstructured content to Marketing projects
  • Understand the concepts of status management and
    authorization checks.