Skip to content

Latest commit

 

History

History
399 lines (262 loc) · 21 KB

810.03_System_Data.md

File metadata and controls

399 lines (262 loc) · 21 KB

(c) 2022 RENware Software Systems

[PDF VERSION](/download{{ request.path }})

  • Version: 0.9.0
  • Last update: 230227

810.03 System Data & Objects

[TOC]

Preliminaries

This document describe the data and data objects used by system.

The system is oriented around sales activity from a business. Therefore the "central" data is imposed by object sales project. This is true from functional perspective, not technical.

"Around" this object resides objects like: client, solution, stakeholders, etc.

Conceptual model

ER Diagrams

Base principal model

erDiagram
    Sales-Project ||--o| ADS : "identify with"

    ADS ||--o| General-Data : "overview"
    ADS ||--o| Evaluation : "qualify"
    ADS ||--o| Revenue : "expected return"
    ADS ||--o| Solution : "proposed"
    ADS ||--o| Organization-Map : "driven by"
    Organization-Map ||--o{ Organization-Map-Details : "positions"
    ADS ||--o| Decision-criteria : "deciding by"
    Decision-criteria ||--o{ Decision-criteria-list : "decision criteria list"
    Decision-criteria-list ||--o{ Decision-criteria-map : "decision criteria map to people"
    ADS ||--o| Relationships : "approach strategy"
    Relationships ||--o{ Relationships-details : "actors"

    Sales-Project {
        code_name SalesProject
    }
    General-Data {
        code_name ads_general_data
    }
    Evaluation {
        code_name ads_evaluation
    }
    Revenue {
        code_name ads_revenue
    }
    Solution {
        code_name ads_solution
    }
    Organization-Map {
        code_name ads_org_map
    }
    Organization-Map-Details {
        code_name ads_org_map_details
    }
    Decision-criteria {
        code_name ads_decision_criteria
    }
    Decision-criteria-list {
        code_name ads_decision_criteria_details_1criterialist
    }
    Decision-criteria-map {
        code_name ads_decision_criteria_details_2maptoperson
    }
    Relationships {
        code_name ads_relationships
    }
    Relationships-details {
        code_name ads_relationships_details
    }
Loading

Extended relationships

erDiagram
    Company ||..O{ General-Data : "is potential client of"
    Organization-Map-Details ||..o{ Relationships-details : "position"
    Relationships-details ||..o{ Decision-criteria-map : "person map to decision criteria"
Loading

Master business objects

These objects represents master data1 objects.

  • core objects:

    • Sales project - keep basic information about a sales project that is intended to be tracked | analyzed | reviewed: a description and the account responsible
    • ADS - represents the Account Data Sheet and it is the "core / centric" of the system2
    • NOTE: Sales project and ADS are not separated objects. In fact they identify one with the other for COSANA purposes - an ADS has "no reason" without a Sales project.

  • Company - represents a potential or existing client for which is intended to open a new account / sales activity - to be flexible this is subject of ADS for the following reasons:

    • a sales project can be subject of no client (a project designed for a group of customers)
    • a sales project must be flexible, at least in its inception phase to adapt to potential many challenges and changes
    • really its not the subject of COSANA (it is expected to have an external CRM for that purposes)

  • Solution - represents a list of owner solutions / products, etc, generally things that are on "selling list" - useful latter for searches, grouping and analysis of sales accounts

  • Users - represents the users used by the system3

  • Roles - represents the roles of system users3

ADS - Account Data Sheet model

The ADS2 object is the core business object and contains (is broken) the following sections and their mappings to analysis:

NOTE: Term ANA-MAP-page... refers the analysis "place" where this information comes from; usually this is found in /100_ANA/ADS_account_data_sheet/ directory.

General data

Contains general information ref to a Sales Project.

  • code-name: ads_general_data

  • analysis reference: ANA-MAP-page1

  • data stored:

    • decisive event that triggered opportunity4 (code-name: _decisive_event)
    • short info about potential competition (code-name: competition)
    • short info about potential potential problems / implications / risks (code-name: potential_problems)
    • short descriptive list of sales team members (just to know about them as they could be partially allocated) (code-name: team_members)
    • shorts info about client (or client company) (code-name: client_company)

  • the record has a calculated attribute (getter) representing its TOTAL score

  • Technical data:

    • object name: ads_general_data
    • relationships: 1 SalesProject to 0,1 ads_general_data

Evaluation

Contains information that define the "perception" of strength and probability of sales in this account project.

  • code-name: ads_evaluation

  • analysis reference: ANA-MAP-page2

  • each evaluation criteria is an ATTRIBUTE of type int, not nullable, defaulted to 0 which is the minimum score for an evaluation criteria

  • each evaluation criteria is a number (int) corresponding to a qualification detailed in analysis - smallest number represent a lowest evaluation

  • the records has a calculated attribute (getter) representing its TOTAL score

  • data stored:

    • remarks - is a free text (100 characters) to comment about evaluation made or let some museful notes (code-name: remarks)
    • opportunity reality - qualify the opportunity if it is "real, has some chances to happen" (equivalent of "AR" from "SMART acronym" used in goals settings)
    • compete ability - qualify the capability to compete for this Sales Project (code-name: compete_capability)
    • win capability - qualify the capability to win / close a contract (code-name: win_capability)
    • win worth - qualify the worth to win a contract (code-name: win_worth)

  • Technical data:

    • object name: ads_evaluation
    • relationships: 1 SalesProject to 0,1 ads_evaluation

Organization map

Organization map - represents involved persons in account and yhe way they are involved, affected, can be "managed" - ANA-MAP-page4. This object enumerates all positions / jobs that are relevant for "in subject" sales project, from its very first stages up yo concluding a contract. Pay attention here, this object DOES NOT ENUMERATE NAMES, BUT JUST POSITIONS / JOBS. Real occupants, names is subject to Relationships approach business domain. The enumeration from this business domain serve to know what are the "places" that need to be addressed in development and execution of the sales "in subject" sales-project.

As implementation, this business domain consist of 2 (two) objects:

  • MASTER OBJECT: code-name ads_org_map which is the main object related to SalesProject object

  • DETAILS OBJECT: code-name ads_org_map_details which contain the many list of information required ad is related to ads_org_map object. Thus, in this sense, the DETAILS OBJECT object must contain the following information / attributes:

    • code - mandatory String(10), is just a business key helping to easily identify the information
    • name - mandatory String(100), largely describe this position as relevant information in sales process
    • decision_make - mandatory Boolean designates a job able to make an officially recognized procurement decision
    • need_to_sign - mandatory Boolean designates a job required to sign required documents in process
    • technical_evaluation - mandatory Boolean designates a job required to make an official technical evaluation of our proposal
    • financial_evaluation - mandatory Boolean designates a job required to make an official financial evaluation of our proposal
    • consultant - mandatory Boolean designates a job required to make evaluation of our proposal, eventually as 3rd party - this is the "kind of influencing decision" by its evaluations, reviews, opinions, etc, not necessarily made as formal process

Regarding MASTER OBJECT, this acts as a bridge from client-side point of view, assuring a maximum transparency ref existence of DETAILS OBJECT. Therefore it contains base standard attributes (ie, PK and audit ones), the foreign key to Sales Project (unique) and an attribute usable for remarks (sa.String(100), nullable=False)) useful to "explain" what was the intention when add or updated the existing information at DETAILS OBJECT.

From the SalesProject perspective / point of view, the second object (ads_org_map_details) should be completely transparent ("does not know itt exists). All operations should be driven / done through ads_org_map object. As technical detail, the ads_org_map object will use JSON encapsulation to present "the many" part of information (ie, part of the list of data, previously enumerated), using properties and json encoding to accomplish this requirement.

  • Technical data:
    • object name: ads_org_map (include object ads_org_map_details)
    • relationships:
      • 1 SalesProject to 0,1 ads_org_map
      • 1 ads_org_map to 0, 1,m ads_org_map_details

Relationships approach

Relationships approach - represents a set of criteria useful in (human) relationships approach

As implementation, this business domain consist of 2 (two) objects:

  • MASTER OBJECT: code-name ads_relationships which is the main object related to SalesProject object
  • DETAILS OBJECT: code-name ads_relationships_details which contain the many list of information required ad is related to ads_relationships object

Regarding MASTER OBJECT, this acts as a bridge from client-side point of view, assuring a maximum transparency ref existence of DETAILS OBJECT. Therefore it contains base standard attributes (ie, PK and audit ones), the foreign key to Sales Project (unique) and an attribute usable for remarks (sa.String(100), nullable=False)) useful to "explain" what was the intention when add or updated the existing information at DETAILS OBJECT.

The DETAILS OBJECT object contains the following information and data stored:

  • name - mandatory indexed String representing the name of that person

  • position - mandatory indexed String(20) representing a position from ADS Organization Map; this string is the code attribute from ads_org_map_details object (ie ads_org_map_details.code); what is useful from this relation is what "qualifiers" are behind ads_org_map_details.code (sign-off required, decision maker, etc, see corresponding section for details)

    REMARK 1: left this attribute null is NOT POSSIBLE, NOR RECOMMENDED meaning that person has practically no role in "sales mind schema" REMARK 2: relationship with ads_org_map_details is not an enforced one not being the object of ADS; latter analysis will make required join, this and related attribute being indexed for better performance

  • change_adaptability - mandatory indexed String(20) representing the adaptability to changes regarding usual (business) practices, instruments, tools, methods, etc - LOV values (code / text, score, color):

    • Innovator (score 20) (color GREEN)
    • Visionary (score 15) (color YELLOW)
    • Pragmatic (score 10) (color ORANGE)
    • Conservative (score 5) (color BURGUNDY)
    • Retrograde (score 0) (color RED)

  • our_status_in_relation - mandatory indexed String(20) representing our status in relationship with that person - LOV values (code / text, score, color):

    • Mentor (score 20) (color GREEN)
    • Supporter (score 15) (color YELLOW)
    • Neutral (score 10) (color ORANGE)
    • NON-Supporter (score 5) (color BURGUNDY)
    • Enemy (score 0) (color RED)

  • contact_status - mandatory indexed String(20) representing the status of contact with that person - LOV values (code, text, score, color):

    • Detailed-Knowledge (score 15) (color GREEN)
    • Multiple-Contacts (score 10) (color YELLOW)
    • Briefly-Contacted (score 5) (color ORANGE)
    • NOT-Contacted (score 0) (color RED)

  • GENERAL NOTES:

    • code and text in LOV has the same value and that's the reason of using dash ('-') for text of more that 1 word
    • Term (ADS) Relationships is frequently used as a shortcut to (ADS) Relationships Approach SIGNIFYING THE SAME THING (being it object, entity, functionality and so on)

  • Technical data:

    • object name: ads_relationships
    • relationships:
      • 1 SalesProject to 0,1 ads_relationships
      • 1 ads_relationships to 0, 1,m ads_relationships_details

Revenue

Revenue - contains information about expected revenue generated by this account project; these information are alo subject to a potential integration with an external CRM system and an external ERP system for contracts evaluations purposes for example.

  • code-name: ads_revenue

  • analysis reference: ANA-MAP-page1

  • attributes:

    • remarks - is a free text (100 characters) to comment about revenue estimation made or let some museful notes (code-name: remarks)
    • max_expected - is a float number representing MAXIMUM revenue expected from a potential contract resulted from "in-subject" sales project - mandatory, default 0 (zero)
    • min_expected - is a float number representing MINIMUM revenue expected from a potential contract resulted from "in-subject" sales project - mandatory, default 0 (zero)
    • allocated_budget - is a float number representing the BUDGET ALLOCATED by client for this project - mandatory, default 0 (zero)
    • customer_min_expectation - is a float number representing MINIMUM value expected by customer for this project - mandatory, default 0 (zero)
    • customer_max_expectation - is a float number representing MAXIMUM value expected by customer for this project - mandatory, default 0 (zero)
    • market_price - is a float number representing market usual price for this kind of projects - mandatory, default 0 (zero)

  • NOTES:

    • any numerical value equals to 0 (zero) means or "that's the truth" or that information is not known (in this case the best value usable is 0 regarding to revenues and budgets)
    • score will be granted based on number of known items and NOT based on their values

  • Technical data:

    • object name: ads_revenue
    • relationships: 1 SalesProject to 0,1 ads_revenue

Solution

Solution - contains a description of potential solutions that can be proposed for sales. Note that description must be simple and short, just enough to find more details in other place - ANA-MAP-page3. Each "solution object" is composed of MASTER OBJECT and DETAILS OBJECT.

MASTER OBJECT (ads_solution) contains the followingattributes**:

  • name - required String(100) with a "internally (in your company)recognizable" name of solution - indexed to allow fas searches

  • description - a free mandatory text (any length) with a comprehensive description of solution - this is a required attribute - Markdown is allowed here

  • remarks - is a free text (100 characters) to make relevant / useful comments about solution (usable for revision meetings for example)

DETAILS OBJECT (ads_solution_details) contains a list of "solution elements" (ie, that characterize the solution). These elements can be: strong / weak and characteristics / advantages / benefits. In this way, this object contains the following attributes:

  • name - String(50), required, indexed - is a name of describing solution element - unique for solution (uniqueness is implemented for ads_solution foreign key, meaning that element will be unique just for respective sales Project and not interfere with other sales projects)

  • strength - mandatory indexed String(20) representing the strength of that element - LOV values (code, text, score, color):

    • Strong (score 10) (color GREEN)
    • Weak (score 0) (color RED)

  • feature_type - mandatory indexed String(20) representing the type of that element - LOV values (code, text, score):

    • Benefit (score 20) (color GREEN)
    • Advantage (score 10) (color ORANGE)
    • Characteristic (score 0) (color RED)

BUSINESS NOTES:

  • element_strength - can vary in time depending of client perception to solution compared to what already exists on market or current practices
  • element_type - can vary in time depending of client real needs regarding that element:
    • A characteristic is something that define solution but is not required and not needed
    • An advantage is something that define solution but is not explicitly required by client but is required for other reasons, usually technical ones like security for example
    • An benefit is something that define solution and is explicitly required by client
  • Technical data:
    • object name: ads_solution
    • relationships:
      • 1 SalesProject to 0,1 ads_solution
      • 1 ads_solution to 0, 1,m ads_solution_details

Decision criteria

Decision criteria - represents decision making criteria set as seen and perceived by reviewer - ANA-MAP-page3. Each "decision criteria object" is composed of three objects:

  • ads_decision_criteria - this is the MASTER OBJECT linked to a Sales Project
  • ads_decision_criteria_details_1criterialist - this is the 1st level of details, DECISION CRITERIA OBJECT which contains the list of all decision criteria
  • ads_decision_criteria_details_2maptoperson - this is the 2nd level of details, PEOPLE MAP TO CRITERIA OBJECT which contains the "positioning" / "perception" of each person versus decision each criteria

Next, the levels will be described individually.

MASTER object

  • code-name: ads_decision_criteria
  • attributes:
    • remarks - is a free text (100 characters) to comment about evaluation made or let some museful notes (code-name: remarks)
  • relationships: me 0,1:1 SalesProject

DECISION CRITERIA object

  • code-name: ads_decision_criteria_details_1criterialist
  • attributes:
    • name - String(50), required, indexed - is a name of decision criteria element - unique for decision criteria set (ie, MASTER OBJECT level)
    • our_status - mandatory indexed String(20) representing the our solution status versus the decision criteria element - LOV values (code, text, score, color):
      • Strong (score 10) (color GREEN)
      • Weak (score 0) (color RED)
  • relationships: me 0,m:1 ads_decision_criteria (MASTER object)

PEOPLE MAP TO CRITERIA object

  • code-name: ads_decision_criteria_details_2maptoperson
  • attributes:
    • client_importance - mandatory indexed String(20) representing the potential customer importance given to the decision criteria element - LOV values (code, text, score, color):
      • Top (score 100) (color RED)
      • Medium (score 50) (color ORANGE)
      • Low (score 25) (color GREEN)
      • Neutral (score 0) (color GRAY)
  • relationships:
    • me 1,m:1 ads_decision_criteria_details_1criterialist (DECISION CRITERIA object)
    • me 0,m:1 ads_relationships_details (Relationships details object)

LOV object

LOV object describes the values of fields: our_status from DECISION CRITERIA OBJECT and client_importance from PEOPLE MAP TO CRITERIA OBJECT

  • code-name: lov_ads_decision_criteria

Helper objects

of system are intended the following objects:

  • Importance Factors - is not a direct business object but with relevant impact. This object establish a formal vocabulary & scale for various importance factors like: good (with scale rank 1), critical (with scale rank 8), and so on. This vocabulary is specific to business where COSANA product is used.

Helper objects are intended to be implemented in future versions. They can exists but might not be used or partially used in current version.

Footnotes

  1. Master data - represents data with low changes rate, with interest at cross organization level and subject of interfacing with other systems ↩

  2. ADS = Account Data Sheet (RO: Fisa contului) ↩ ↩2

  3. URRM - the users and roles might not be implemented or may be disabled in version 1 of system ↩ ↩2

  4. Decisive event - RO: evenimentul determinant ↩