Getting Started Guide - Pipeline Exploration Execution App

Welcome to the Pipeline

Exploration Execution App
Please find in the following a general overview of the App and a guide on how to set it up.
Here's a short briefing on the most important points to consider.

● Knowledge Model App

○ To enable the Pipeline Exploration App, you will also need to install a separate
Opportunity Management Knowledge Model (KM) from the App Store. All
Opportunity Management Apps depend on the business logic from this App to
function
○ The key for the KM is opportunity-centric-km-v0
● Package Dependencies
○ Once the KM App is installed and published, it should be added to the
dependencies section of the other Opportunity Management Apps (e.g., Pipeline
Exploration)
● Variables
○ The Knowledge Model is built using variables in the PQL statements for the
tables, filter objects (gaps and filters), thresholds and often used dates, activities,
and fields. So, your first point when doing adjustments or customizations is
to change the variable once and all related definitions are updated as well.
● Filters
○ To minimize the adjustments needed, the App includes the use of variables so
that it is often enough to change the pql once to update all related definitions. To
do so we have implemented all logic using variables. For example, one filter that
was created and can be leveraged across views is Activity-stage-change.
This allows us to filter exclusively on activities / events where the stage of an
opportunity changes for specific insights related to this subset.
○ All other dependent areas (e.g. Filters for Tasks and Views, KPI definitions, time
series filters) aim to make use of either variables or formulas (kpis) where
possible
● PQL-Based
○ Although you’re using many studio components, everything (all calculations,
Filters, KPIs, Charts, Tables, etc.) is still based on PQL and the process
data model
○ If you get any error messages, you can always narrow down to the respective
pql-statement (be it a selection, KPI or filter statement) and test your code in an
analysis to see if you might have any syntax errors

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High Level Process

1) Configure connection to Salesforce from Celonis
2) Install the Opportunity Management Process connector
a) Select the element in the EMS-Store
b) Reuse your existing connection
c) Update the Data Pool Parameters
d) Export the Data Connections and import them into your data pool
e) Update the pool reference variables in the respective global jobs.
f) Execute the data extraction as a full load (only first time is needed)
g) Execute the full transformations (in the order that the connector provides)
3) Install the Opportunity Management Knowledge Model App from the EMS store
a) Select the element in the EMS-Store
b) Assign your created data model
c) Publish
4) Install the Pipeline Exploration Execution App
a) Select the element in the EMS-Store
b) Assign your created data model
c) Update your Knowledge Model (KM) Variables as required
d) Remove the version line number in your KM extension
e) Update your KM Custom Objects as required
f) Update your KM Record Attributes as required
5) Data validation - Finalize the set up
a) Validate the Business Views

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Steps to complete the setup:

High Level Process 2

1. Data Preparation 4
1.1 Data Model 4

2. OM KM App Installation 6
2.1 App Modularisation 6
2.2 Installation 6
2.3 Configuring the OM KM 7
Data Model Variables 7
Publishing the Opportunity KM App 8

3. Pipeline Exploration App Installation 8

4. Adjust Knowledge Model to fit to your Data Model 11

4.1 KM Variables 11
4.2 KPIs 11
4.3 Custom Objects 12
4.4 Record Attributes 13

5. Views 13
5.1 Validate Views 14
5.2 Resolve Business View Errors 15

6. Customizations 15

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1. Data Preparation
In order to assess the right opportunities, an adequate data model needs to be in place. Please install
the Opportunity Management Connector from the EMS Store. If you already have the connector
installed, please make sure that it is up to date with the required transformations and extractions.

1.1 Data Model

Out-of-the-box, the Pipeline Exploration Execution App’s data model (key:
opportunity-data-model-v3) is structured into 8 tables.

The Case table, Opportunity, is the principal table in which the app is constructed around,
allowing the user to assess individual opportunities and their attributes. The Activity table,
_CEL_OM_ACTIVITIES -- a Celonis generated table, which pulls and transforms fields from raw
SFDC tables -- is joined against the Case table. The Activity table provides the individual
activities and associated timestamps of each opportunity, the foundational pillar for process
mining.

The customer may need additional custom objects (e.g., pre-sales, product, or line items) joined
to the Opportunity table to support specific use cases.

Standard Tables* Recommended Minimum Fields

Opportunity (Case table) 1. Id

2. StageName
3. isClosed
4. isWon

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5. ForecastCategory
6. ForecastCategoryName
7. OwnerId
8. CreatedDate
9. Name
10. Amount
11. Amount_Converted
12. FiscalQuarter
13. FiscalYear
14. Type
15. CloseDate

OpportunityFieldHistory 1. Id
2. OpportunityId
3. CreatedDate
4. Field
5. DataType
6. OldValue
7. NewValue

User 1. Id
2. ManagerId
3. Name
4. UserRoleId (if hierarchies are required)

UserRole 1. Id (if hierarchies are required)

2. ParentRoleId (if hierarchies are required)

Account 1. Id
2. Name
3. OpenOppys

ForecastingItem 1. id
2. ownerId
3. PeriodId
4. ForecastItemCategory
5. ForecastItemName
6. ForecastAmount
7. ForecastingTypeId

ForecastingQuota 1. QuotaOwnerId
2. QuotaAmount

_CEL_OM_ACTIVITIES N/A as transformation auto-generates relevant fields from the

(Activity table) above SFDC tables
*Blue = Salesforce Table; Green = Celonis Transformation

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2. OM KM App Installation

2.1 App Modularisation

The Opportunity Management Apps are developed in a way that they leverage a single
Knowledge Model App, which itself leverages a single Opportunity Management Connector
(Data Model + Jobs). This allows you to download specific Apps of interest and receive updated
versions to those Apps from the EMS store over time.

As more apps are developed for Opportunity Management, they will remain based on the same
Knowledge Model and Data Model. This allows you to simply download the new asset once
available and it should work automatically (assuming you also have the latest version of the KM
App).

See the infographic below:

2.2 Installation
1) To install the Opportunity Management KM, you will need to navigate to the EMS store and
search for ‘Opportunity Management’ and press enter. You should find the App shown below in
the results.

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2) After clicking on the App, you will be directed to the screen below, where you will be able to
click the install button.

3) Upon the immediate installation of the App from the EMS store, you need to choose / create
a Space for the App to be downloaded into. It is recommended to create a new space called
‘Opportunity Management’. If you would like to use a pre-existing space that is also possible.

2.3 Configuring the OM KM

After installing the OM KM App, you need to define the Data Model variable.

Data Model Variables

Please update the data model variable to opportunity-data-model-v3 in your team and ensure
this is referenced inside the knowledge model, which essentially connects the PQL queries from
the KM to the Data Model.

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Publishing the Opportunity KM App

Once the above steps are completed, the Opportunity Management KM can be published. By
publishing the app, you allow for other apps to connect to it, or to ‘depend’ on it. By adding a
package as a dependency, its Views and Knowledge Models can be reused using this extension
mechanism.

This is the technology that allows us to connect the other IM Apps to one central source of truth,
the Opportunity Management KM.

3. Pipeline Exploration App Installation

Now, let’s install the Pipeline Exploration App. By searching ‘Opportunity Management’ in the
EMS store, you will find the Pipeline Exploration App in the results.

After clicking this app, you can click on the blue button to install. Choose the same space as the
one the OM KM is stored in.

Data Model Variable

Assign the same data model variable as used in the OM KM App.

Set Package Dependency to OM KM App

Now that the Pipeline Exploration App is installed, you need to set the dependency to the OM
KM App. This allows for the Pipeline Exploration App to leverage all of the knowledge stored

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inside of the OM KM App, streamlining the maintenance of Opportunity Management business

logic (like kpi formulas, variables and filters) and enabling plug and play to other OM Apps.

1) Navigate to the Dependencies section inside of the App Settings. There you will see the EMS
Store dependency, which shows which version of the Pipeline Exploration App you’re using from
the EMS Store. When new versions are available this is where you can trigger the update.

2) Click on the ‘Add Dependencies’ button

3) Search for the Opportunity Management Knowledge Model package that you installed in step
2.2. Click on the correct package and then click save.

4) Your Pipeline Exploration App is now connected to the OM KM App. This means that the
Knowledge Model inside of the Pipeline Exploration App is now extended by the knowledge
model in the OM KM App. An example schema is shown below.

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5) Now, navigate to ‘Pipeline Exploration Extension’ and switch to the YAML edit mode by
clicking on the </> button in the top right corner

In the YAML edit mode, please delete the version number line, highlighted below:

This is highly important because occasionally the Extension KM does not recognize the Master
KM - altering this line enables recognition of the Master KM. The other important reason is
because as you download new versions of the Master KM, you will have to continuously update
the Extension KM to the correct version number - deleting this line altogether allows you to
bypass this constant update.

6) You should now publish your app at this point. By publishing, you are tying the current version
of your OM App to the version of the OM KM it is based on.

It is good practice to always publish the app right before updating to a new version of the
OM KM or OM App from the store. That way, if errors managed to get into those newer
versions, you can always revert to the previous version, which is dependent on the error free
Apps.

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4. Adjust Knowledge Model to fit to your Data Model

In the Knowledge Model, we use variables for better maintainability and bulk changes.

4.1 KM Variables

Upon installation, the user should examine and adjust the following variables as required for
their needs:

Key Description Default Notes

Value

base-currency The currency you wish to
display in the app for
monetary values (e.g., 150K
USD)
USD If the user wants the inclusion of the
currency sign ($150K USD), the user must
apply a formatting change in the KM for
each individual record attribute and KPI
where this is desired

sales-cycle-display-u Designated unit that your Days

nit sales cycle length is
measure in

4.2 KPIs

Key Description Default Notes

Value

Sales_Cycle_group Designated groups that you Placeholder These groups can be edited in-line in the
have specified for a defined value - KPI section of the KM. Please see the
sales cycle length (e.g., 0 - 9 requires reference syntax below:
update
days) that you wish to
display

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4.3 Custom Objects

Key Description Default Notes

Value

Close_Rate_Display_ Default color coding Placeholder The color coding can be adjusted by adding
Rule displayed for close rate value - or removing ‘customAttributes’ and
percentages. requires adjusting the ‘comparator’, the ‘value’, and
update
the ‘style’ within the customObjects section
of the KM.

Please see the reference syntax below:

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4.4 Record Attributes

Key Description Default Notes

Value

Close_Rate_Display_ Default color coding Placeholder The color coding can be adjusted by adding
Rule displayed for close rate value - or removing ‘customAttributes’ and
percentages. requires adjusting the ‘comparator’, the ‘value’, and
update
the ‘style’ within the customObjects section
of the KM.

Please see the reference syntax below:

Similar to the Variables, the app packages the business logic into Formulas to reuse them in the
different parts of the app, or inside of other KPIs / formulas.

These PQL-statements define how the calculations of KPIs (e.g., close rate, born-to-win ratio,
average order value) and Filter statements (e.g., filter on closed opportunities up today’s date)
on your data, as well as how tasks and the prioritization are conducted.

5. Views
The Pipeline Exploration App contains a single business view (‘Forecast Gap') that houses two profile
views and five skills that are called upon by the user. The app is structured as follows:

● Business View
○ Forecast Gap
■ Primary view to assess your forecast performance, forecast-related execution
gaps, and opportunities by time dimension and manager

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● Profile Views
○ Anomaly Opportunity List
■ Profile view that surfaces opportunities by execution gap type (e.g., close date in
the past). These opportunities can be clicked into to take actions that resolve
these gaps
○ Opportunity Profile View
■ Profile view of an opportunity, with baseline context, task list (where applicable),
and standard actions (e.g., open opportunity in SFDC)
● Skills
○ Open Opportunity in SFDC
■ Skill that allows a user to open an opportunity in their defined Salesforce instance
○ Resolve Opportunity Stage
■ Skill that flags opportunities that are in ‘negotiation’ but not ‘commit’ and allows a
user to update the opportunity or, send an email to the point-of-contact to resolve
this execution gap
○ Address Closing Opportunities
■ Skill that flags opportunities that are closing soon, but not in ‘negotiation’ and
allows a user to update the close date
○ Share Opportunity
■ Skill that allows a user to share the opportunity with another colleague via email
○ Change Forecast Category
■ Skill that allows a user to change the forecast category of an opportunity

5.1 Validate Views

Having set-up the basic definitions in the Knowledge Model, it's time to navigate through the views and
check if everything is working correctly. Thus, you should check for two kind of issues:

1. Errors: Components are not working at all or certain fields in tables, KPIs or attributes don't work
correctly and throw errors
2. Implausibility: Do the numbers that are shown make sense or does the PQL needs to be
adjusted (e.g. KPIs)?

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While the first one is quite obvious, the second one requires careful validation with business and technical
teams.

5.2 Resolve Business View Errors

In case a non-properly working component or content was identified, it's time to solve it. For this, (1) open
the YAML editor and (2) click on the button 'Preview Final View' . Navigate to the component having
issues and check whether the YAML is correct. In most cases, the problem originates from a invalid
Knowledge Model definition. So open the Knowledge Model and adjust the content or overwrite the
definition in the EMS store by adding this ID to your Knowledge Model extension.

Hint 1: In case you struggle with finding the right component, before opening into the yaml editor, toggle
the edit mode and hover over the respective component. Click on edit to see the component definition,
showing only content defined in the extension. Switch to the Code Editor and copy the component id.

6. Customizations
A general rule is that customizations should be avoided, if possible, to enable easier
maintenance and to ensure that the new updates to the App can be installed. Nevertheless,
there are parts of the app that need to be adjusted in order to get it working, especially when the
data model setup is different to the EMS store template. While the Views should still be very
similar, it might be that the Knowledge Model requires some further customization.

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