Geo Level Geo Grain Key Audience (Commercial) Subject Domain Perspective

Above Country Affiliate / Region Global + Europe + Affiliate LT Sales Brand

Europe + Affiliate LT Multichannel Brand

Europe LT Team

Country National Affiliate LT Sales Brand

X-F Brand teams

Affiliate LT Multichannel Brand

X-F Brand teams

Marketing

Affiliate LT Team

Below Country Territory Sales + Marketing Sales Brand

Sales Team

Sales + Marketing Multichannel Brand

Sales Team

Account KAM + Sales + Marketing Sales Brand

KAM + Sales + Marketing Multichannel Brand

KAM + Sales Team

Customer KAM + Sales Multichannel Brand & Team

Related Dashboards Key Business Question

Saturn Good Brand and Country sales performance and drivers of sales?

"New Saturn" Good adoption and effectiveness of Multichannel tactics?

? Right teams, right focus, right resources, right allocation?

Affiliate 360 Good Country sales performance and drivers of sales?

Brand 360 Good Brand sales performance and drivers of sales?

Affiliate 360 Good adoption and effectiveness of Multichannel tactics overall?

Brand 360 Good adoption and effectiveness of Multichannel tactics by Brand?

CLI 360 Valuable customer insights through CLI?

Sales Force 360 Right teams, right focus, right resources, right allocation?

Territory 360 Expected Sales development and drivers of sales for the Territory?

Territory 360 Expected Sales development and drivers of sales for the Team?

Territory 360 Expected level and mix of customer engagements for the Territory?

Territory 360 (incl. ACE) Expected level and mix of customer engagements for the Team?

Account 360 Expected Sales development and drivers of sales for the Account?

Account 360 Expected level and mix of customer engagements for the Account?

Account 360 Expected level and mix of customer engagements for the Team?

Customer 360 Overall engagement and available information for a selected customer?
Geo Grain Subject Domain Perspective Supporting Tables
Tier 2
Above Affiliate Sales Brand Same as Country
Country / Region Multichannel Brand Same as Country
Team Same as Country
Country National Sales Brand Diagnostics (Not in T2)

Sales_Amgen
Multichannel Brand F2F_Brand
F2F_CLI_Brand
CLI_Brand
Congress_Brand
Email_Brand
Web_Brand
RI_Brand
Consent_Brand
Team F2F_Team
CLI_Team
F2F_CLI_Team
Below Territory Sales Brand Sales_Territory_Monthly
Country Sales_Customer_Monthly
Sales_Geo_Monthly
Sales_Geo_Weekly
Team Sales_Territory_Monthly
Sales_Customer_Monthly
Multichannel Brand F2F_Territory_Brand
CLI_Territory_Brand
F2F_CLI_Territory_Brand
CLI_Territory_Brand
Congress_Territory_Brand
Email_Territory_Brand
Web_Territory_Brand
RI_Territory_Brand
Consent_Territory_Brand
Team F2F_Territory_Team
CLI_Territory_Team
F2F_CLI_Territory_Team
CLI_Territory_Team
Congress_Territory_Team
Email_Territory_Team
Web_Territory_Team
RI_Territory_Team
Consent_Territory_Team
Account Sales Brand Sales_Territory_Monthly
Sales_Customer_Monthly
Sales_Geo_Monthly
Sales_Geo_Weekly
Team Sales_Territory_Monthly
Sales_Customer_Monthly
Multichannel Brand F2F_Account_Brand
F2F_CLI_Account_Brand
 CLI_Account_Brand
Congress_Account_Brand
Email_Account_Brand
Web_Account_Brand
RI_Account_Brand
Team Consent_Account_Brand
F2F_Account_Team
F2F_CLI_Account_Team
CLI_Account_Team
Congress_Account_Team
Email_Account_Team
Web_Account_Team
RI_Account_Team
Consent_Account_Team
Customer Multichannel Brand & Team F2F_Customer
CLI_Customer
Congress_Customer
Email_Customer
Web_Customer
RI_Customer
Consent_Customer
 Related Being validated
Tier 3 Dashboards
Same as Country Saturn
Same as Country New Saturn Data aggregated at National level (geo and customer perspective) - do not
Same as Country TBD Data aggregated at National level (geo and customer perspective) - do not
TBD: table for PT Affiliate 360
Brand 360
…
MC_National_Brand Affiliate 360 Does NOT contain Team Name, Territory ID, Territory Name, Territory Lev
Brand 360 Data aggregated at National level (geo perspective) but still at Customer le
CLI 360
We need all this at national level for Country and Above Count
Even though National is also a Territory, so same info is availab
But we don't want all the territory data if we only look at count
Also for security purposes

MC_National_Team Sales Force 360 Does contain Team Name but NOT Territory ID, Territory Name, Territory

TBD Data aggregated at National level (geo perspective) but still at Customer le
Sales_Territory Territory 360

Territory 360

MC_Territory_Brand Territory 360 Does contain Team Name, Territory ID, Territory Name, Territory Level

MC_Territory_Team Territory 360 Does contain Team Name, Territory ID, Territory Name, Territory Level

(incl. ACE)

Sales_Account Account 360 Lower priority

Lower priority
Lower priority
Lower priority
Sales_Account Account 360 Lower priority
Lower priority
MC_Account_Brand Account 360 Lower priority
Lower priority
 Lower priority
Lower priority
Lower priority
Lower priority
Lower priority
MC_Account_Team Account 360 Lower priority
Lower priority
Lower priority
Lower priority
Lower priority
Lower priority
Lower priority
Lower priority
Lower priority
MC_Customer Customer 360
 mer perspective) - do not aggregate time
mer perspective) - do not aggregate time

itory Name, Territory Level

ve) but still at Customer level

Country and Above Country level

ory, so same info is availabe in the Territory views
ta if we only look at country / above country level

Territory Name, Territory Level

ve) but still at Customer level

Name, Territory Level

Name, Territory Level

 On Target
with Call

On Target Off Target

w/out Call with Call

Off Target
w/out Call

Target
Brand = H/M/L : one value per Country/Brand, time independent
Team = A/B/C : one value per Country/Team, cycle dependent

KPIs - Brand Perspective KPIs - Team Perspective

Coverage by H/M/L or total On Target
Not covered by H/M/L
Targeted audience by H/M/L
Frequency by H/M/L/Off Target
Frequency distribution (incl. zero frequency)
Effort by H/M/L/Off Target
POA Achieved (cycle progression adjusted and non-adjusted)
Customers at call commitment (cycle progression adjusted and
Call Rate (per field day)
Days in the Field
Days out of the field
Cycle progression (based on field days)
Cycle progression (based on calendar days)
Coverage by A/B/C or total On Target
Not covered by A/B/C (# and %)
Targeted audience by A/B/C
Frequency by A/B/C/Off Target
Frequency distribution (incl. zero frequency)
Effort by A/B/C/Off Target
Time delay to report calls (days)
Underseen / Overseen (# customers) : 4 segments - Saturated, A
Undercalls / Overcalls (# calls) : same 4 segments
Total # of Calls
Total # POA Calls
Total # of Planned Calls
Total # POA Calls vs Plan
 Off Target
w/out Call

adjusted and non-adjusted)

ycle progression adjusted and non-adjusted)

days)
ndar days)
rget

frequency)

ers) : 4 segments - Saturated, At CC, Below CC, Not Covered

ame 4 segments
KPIs - Brand Perspective
Coverage by H/M/L/On (# and %)
Not covered by H/M/L (# and %)
Targeted Audience by H/M/L/On
Frequency by H/M/L/On/Off
Frequency Distribution (incl. zero freq.) by H/M/L/Off/On
Effort by H/M/L/Off Target

KPIs - Team Perspective

Field Days
Non-Field Days
Cycle Progression (based on field days)
Cycle Progression (based on calendar days)
Total # Calls
Total # POA Calls (capped)
Total # POA Calls (uncapped)
Call Commitment
Total # POA Calls vs Plan
POA Achieved (not adjusted)
POA Achieved (adjusted on field days)
POA Achieved (adjusted on calendar days)
Call Rate (based on field days)
Call Rate (based on calendar days)
POA Call Rate (based on field days)
POA Call Rate (based on calendar days)
Coverage by A/B/C/On
Not covered by A/B/C (# and %)
Targeted audience by A/B/C
Frequency by A/B/C/Off Target
Frequency Distribution (incl. zero frequency)
Effort by A/B/C/Off Target
Customers at call commitment (not adjusted)
Customers at call commitment (adjusted on field days)
Customers at call commitment (adjusted on calendar days)
Customers Underseen (not adjusted)
Customers Underseen (adjusted on field days)
Customers Underseen (adjusted on calendar days)
Customers Overseen (not adjusted)
Call Gap for Customers Underseen (not adjusted)
Call Gap for Customers Underseen (adjusted on field days)
Call Gap for Customers Underseen (adjusted on calendar days)
Call Gap for Customers Overseen (not adjusted)
Time delay to report calls (days)
Questions:
Name of KPI in Tableau
Coverage
Not Covered
Targeted Audience
Frequency
Frequency Distribution
Effort

Field Days
Non-Field Days
Cycle Progression (Field Days)
Cycle Progression (Calendar Days)
Calls
POA Calls
POA Calls (uncapped)
Call Commitment
POA Calls vs Plan
POA Achieved
POA Achieved (adjusted on Field Days)
POA Achieved (adjusted on Calendar Days)
Call Rate (Field Days)
Call Rate (Calendar Days)
POA Call Rate (Field Days)
POA Call Rate (Calendar Days)
Coverage
Not Covered
Targeted Audience
Frequency
Frequency Distribution
Effort
Customers at CC
Customers at CC (adjusted on Field Days)
Customers at CC (adjusted on Calendar Days)
Customers Underseen
Customers Underseen (adjusted on Field Days)
Customers Underseen (adjusted on Calendar Days)
Customers Underseen
Calls Underseen
Calls Underseen (adjusted on Field Days)
Calls Underseen (adjusted on Calendar Days)
Calls Overseen
Delay Call Entry
We don't need adjusted Customers Overseen and Calls Overseen

What about defining 4 segments for customers and # calls:

Customers Not Covered
Customers Below CC
Customers At CC
Customers Above CC
Calculation
# customers with at least 1 call detail / total # customers
# customers with 0 call details / total # customers
# customers
# call details / # customers with at least 1 call detail
# customers with 0 call details, # Customers with 1 call detail, etc.
# call details / total # call details

Calculation
field days
non-field days
# field days progressed / total # field days
# calendar days progressed / total # calendar days
# calls
# calls to customers with Team Priority A/B/C <= Call Commitment per customer
# calls to customers with Team Priority A/B/C
# call commitment
# POA Calls vs # call commitment
# POA Calls / (# call commitment)
# POA Calls / (# call commitment * Cycle Progression (Field Days))
# POA Calls / (# call commitment * Cycle Progression (Calendar Days))
# calls / # field days
# calls / # calendar days
# POA calls / # field days
# POA calls / # calendar days
# customers with at least 1 call detail / total # customers
# customers with 0 call details / total # customers
# customers
# call details / # customers with at least 1 call detail
# customers with 0 call details, # Customers with 1 call detail, etc.
# call details / total # call details
# customers with # calls >= Call Commitment / Targeted Audience
# customers with # calls >= ROUNDUP(Call Commitment * Cycle Progression (Field Days),0) / Targeted Audience
# customers with # calls >= ROUNDUP(Call Commitment * Cycle Progression (Calendar Days),0) / Targeted Audience
# customers with # calls < Call Commitment
# customers with # calls < ROUNDUP(Call Commitment * Cycle Progression (Field Days),0)
# customers with # calls < ROUNDUP(Call Commitment * Cycle Progression (Calendar Days),0)
# customers with # calls > Call Commitment
sum(min(# calls - Call Commitment))
sum(min(# calls - ROUNDUP(Call Commitment * Cycle Progression (Field Days),0)))
sum(min(# calls - ROUNDUP(Call Commitment * Cycle Progression (Calendar Days),0)))
sum(max(# calls – Call Commitment,0))
call entry date - call interaction date (days)
and Calls Overseen

s and # calls:
Depends on
Brand | Brand Priority | Time period
Brand | Brand Priority | Time period
Brand | Brand Priority
Brand | Brand Priority | Time period
Brand | Brand Priority | Time period
Brand | Brand Priority | Time period

Depends on
Cycle | Team or Rep
Cycle | Team or Rep
Cycle | Team or Rep
Cycle | Team or Rep
Cycle | Team or Rep | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep
Cycle | Team or Rep
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Cycle | Team or Rep | Team Priority | Customer
Team or Rep | Customer
 F2F_Territory_Brand F2F_National_Brand
country_code 1 country_code
Country_name Country_name
territory_id 2
Territory_name
amgen_professional_id 3 amgen_professional_id
Customer_Name Customer_Name
brand_name 4 brand_name
channel_brand_name 5 channel_brand_name
TA Name TA Name
brand_priority 6 brand_priority
onoff_target_brand 7 onoff_target_brand
Team_Name
team_priority 8 team_priority
interaction_category 10 interaction_category
appointment_type 11 appointment_type
interaction_channel 12 interaction_channel
call_id 13 call_id
call_detail_id 14 call_detail_id
interaction_date 15 interaction_date
amgen_specialty_name 16 amgen_specialty_name
primary_specialty_name 17 primary_specialty_name
secondary_specialty_name 18 secondary_specialty_name
detailing_order 19 detailing_order
detailing_position 20 detailing_position
call_category 21 call_category
contact_type 22 contact_type
customer_type 23 customer_type
data_source 24 data_source
All Fields from Call table All Fields from Call table
Primary Organisation Primary Organisation
Top Organisation Top Organisation
One Key ID One Key ID
TERRITORY_LEVEL

Tables
Call Call
Call_Detail Call_Detail
Professional Professional
Professional Extension Professional Extension
Brand_priority Brand_priority
Team_prority Team_prority
Territory
BU_FIELD_FORCE BU_FIELD_FORCE
CUSTOMER_PROFILE CUSTOMER_PROFILE
Time off Territory Time off Territory
F2F_Territory_Team F2F_National_Team
country_code 1 country_code
Country_name Country_name
territory_id 2
Territory_name
amgen_professional_id 3 amgen_professional_id
Customer_Name Customer_Name
brand_name 4 brand_name
channel_brand_name 5 channel_brand_name
TA Name TA Name
brand_priority 6 brand_priority
onoff_target_Team 7 onoff_target_Team
Team_Name 8 Team_Name
team_priority 9 team_priority
interaction_category 10 interaction_category
appointment_type 11 appointment_type
interaction_channel 12 interaction_channel
call_id 13 call_id
call_detail_id 14 call_detail_id
interaction_date 15 interaction_date
amgen_specialty_name 16 amgen_specialty_name
primary_specialty_name 17 primary_specialty_name
secondary_specialty_name 18 secondary_specialty_name
detailing_order 19 detailing_order
detailing_position 20 detailing_position
call_category 21 call_category
contact_type 22 contact_type
customer_type 23 customer_type
data_source 24 data_source
All Fields from Call table 25 All Fields from Call table
Primary Organisation 26 Primary Organisation
Top Organisation Top Organisation
One Key ID One Key ID
TERRITORY_LEVEL
POA Start Date POA Start Date
POA End Date POA End Date
Team Planning Period Team Planning Period

Call Call
Call_Detail Call_Detail
Professional Professional
Professional Extension Professional Extension
Brand_priority Brand_priority
Team_prority Team_prority
Territory
BU_FIELD_FORCE BU_FIELD_FORCE
CUSTOMER_PROFILE CUSTOMER_PROFILE
Time off Territory Time off Territory
4

6
F2F_CLI_Territory_Brand
All in F2F +
Presentation Name
Is CLI Call
Brand Name for Presentation
Presentation Start dt Time
Presentation end dt Time
F2F_CLI_Brand
All in F2F +
Is CLI Call
Brand Name for Presentation
Presentation Start dt Time
Presentation end dt Time
F2F_CLI_Territory_Team
All in F2F +
Presentation Name
Is CLI Call
Brand Name for Presentation
Presentation Start dt Time
Presentation end dt Time
F2F_CLI_Team
All in F2F +
Is CLI Call
Brand Name for Presentation
Presentation Start dt Time
Presentation end dt Time
F2F_Territory_Brand t2_f2f_brand Action
address_line_1 #N/A Added
amgen_employee_id #N/A Added
city #N/A Added
country_name #N/A Added
Customer_Name #N/A Added
data_source_name #N/A Added
duration_of_call(minutes) #N/A Added
end_date_time #N/A Added
entry_date #N/A Added
group_call_id #N/A Added
interaction_channel_code #N/A Added
interaction_context #N/A Added
interaction_date_time #N/A Added
interaction_type #N/A Added
is_cli_call #N/A Added
is_deleted_call #N/A Added
is_group_call #N/A Added
One Key ID #N/A Added
postal_code #N/A Added
Primary Organisation #N/A Added
start_date_time #N/A Added
TA Name #N/A Added
team_name #N/A Added
TERRITORY_LEVEL #N/A Added
territory_name #N/A Added
Top Organisation #N/A Added
calls_targeted Removed
detailing_order Removed
num_calls Removed
num_engagement Removed
num_interaction Removed
planned_call Removed
reaction_type Removed
registered_call Removed
F2F_Territory_Team t2_f2f_team Action
address_line_1 #N/A Added
amgen_employee_id #N/A Added
call_category #N/A Added
city #N/A Added
contact_type #N/A Added
Country_name #N/A Added
Customer_Name #N/A Added
customer_type #N/A Added
data_source_name #N/A Added
duration_of_call(minutes) #N/A Added
end_date_time #N/A Added
entry_date #N/A Added
group_call_id #N/A Added
interaction_channel_code #N/A Added
interaction_context #N/A Added
interaction_date_time #N/A Added
interaction_type #N/A Added
is_cli_call #N/A Added
is_deleted_call #N/A Added
is_group_call #N/A Added
One Key ID #N/A Added
POA End Date #N/A Added
POA Start Date #N/A Added
postal_code #N/A Added
Primary Organisation #N/A Added
start_date_time #N/A Added
TA Name #N/A Added
Team Planning Period #N/A Added
TERRITORY_LEVEL #N/A Added
Territory_name #N/A Added
Top Organisation #N/A Added
call_commitment Removed
calls_targeted Removed
detailing_order Removed
is_team_priority Removed
num_calls Removed
num_engagement Removed
num_interaction Removed
planned_call Removed
reached Removed
reaction_type Removed
registered_call Removed
unreached Removed
address_line_1
amgen_customer_id
amgen_employee_id
amgen_professional_id
amgen_specialty_name
appointment_type
brand_name
brand_priority
call_category
call_detail_id
call_id
channel_brand_name
city
contact_type
country_code
Country_name
Customer_Name
customer_type
data_source
data_source_name
detailing_position
duration_of_call(minutes)
end_date_time
entry_date
group_call_id
interaction_category
interaction_channel
interaction_channel_code
interaction_context
interaction_date
interaction_date_time
interaction_type
is_cli_call
is_deleted_call
is_group_call
One Key ID
onoff_target_Team
POA End Date
POA Start Date
postal_code
Primary Organisation
primary_specialty_name
secondary_specialty_name
source_call_id
start_date_time
TA Name
Team Planning Period
Team_Name
team_priority
territory_id
TERRITORY_LEVEL
Territory_name
Top Organisation
call_commitment
calls_targeted
channel_impact
detailing_order
is_team_priority
num_calls
num_engagement
num_interaction
planned_call
poa_end_date
poa_start_date
reached
reaction_type
registered_call
unreached