Exercises

Unit: Marketing Planning and Campaign Management

Topic: Create a marketing project, consisting of a
Marketing plan, Marketing elements and a
Campaign.
At the conclusion of this exercise, you will be able to:
• Create a marketing plan
• Create two marketing plan elements
• Create a campaign and assign it to a marketing plan element

As the marketing manager at IDES INC you have to set up a marketing

plan, which includes a special Promotion.

1-1 The marketing plan, which you have to create, is called C/99XX The two XX being your group
number.
1-1-1 Create the marketing plan C/99XX for this year with the description Marketing Plan IDES
INC XX.
1-1-2 Then you have to maintain the Marketing Plan Details:
1-1-3 Assign the priority status high to the marketing plan whose responsible person is Chris
Nelson (245) on the Basic Data tab.
1-1-4 Enter the Authorization Group Marketing manager.
1-1-5 Enter your planned start and finish dates for the marketing plan: actual month plus 12
months.
1-1-6 Describe the goal of your marketing plan on the Texts tab (be creative!).
1-1-7 Check the current status of the marketing plan.
Status: ___________________
1-1-7 Save your data.

1-2 Add two marketing plan elements to your marketing plan.

1-2-1 Create the marketing plan elements C/99XX-QT1 with the description Quarter 1- XX, and
C/99XX-QT2 with the description Quarter 2-XX.
1-2-2 Both marketing plan elements have to be of high priority and John Miller (233) is the
responsible person.
1-2-3 Enter your planned start and finish dates for both marketing plan elements (actual month
plus 3 months for Quarter 1 and Quarter 2.). Save your data.

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1-3 Add one campaign to the marketing plan element C/99XX-QT1.
1-3-1 Create the Campaign C/99XX-QT1-PRO underneath the marketing plan element C/99XX-
QT1 with the description Promotion Campaign XX.
1.3.2 Maintain the following data on the Basic Data Tab:
Campaign type: Product Promotion
Objectives: Customer Loyalty
Strategy: Special offer
Priority: high
Responsible person: John Miller (233)
Authorization Group: Marketing Manager
1.3.3 As time frame take the next two months.
1.3.4 Describe the goal of your Campaign on the Texts tab (be creative!).
1.3.5 For the campaign element select BP determined as Communication Medium
1.3.6 Assign the product M328 to the campaign C/99XX-QT1-PRO.
1.3.7 Enter a condition for the product.
Condition type: 1200 (Campaign-Spec. price)
Sales Organization: Sales US
Distribution Channel: 10
Division: 00
Product: M328. Enter an amount of your choice.
Note: Depending on your training system only one user may maintain campaign
conditions at a time.
1.3.8 Create a folder Presentation with the description Product Presentation and import any
document you can find on your local PC. (Please be aware that there might not be any
documents, in this case ask your instructor)
1.3.9 Save your data.

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 Unit: Marketing Planning and Campaign Management
Topic: Graphical Planning with MS Project

At the conclusion of this exercise, you will be able to:

• Transfer the Marketing Plan elements from the CRM-System to MS
Project
• Edit the Marketing Plan Elements in MS Project
• Transfer the changed Marketing Plan Elements from
MS Project back to the CRM-System
You have created a Project in CRM and want to transfer it to
MS Project in order to change Marketing Plan Elements and/ or carry out
scheduling. Therefore you call up graphical time scheduling and are then
able to work on the transferred marketing structure online. When you
leave MS Project the changes are automatically updated in the Marketing
Planner.

2-1 You want to transfer a marketing plan element to MS Project in order to carry out scheduling.
2-1-1 Transfer the marketing plan to MS Project.
2-1-2 Move the beginning of the marketing plan element C/99XX-QT2 to the end date of
C/99XX-QT1.
2-1-3 Additionally, change the percentage of completion of the marketing plan element
C/99XX-QT1. Therefore you have to go to the beginning of the blue time axis until a
percentage-sign shows up and drag the black line to the middle of the marketing plan
element.
2-1-4 Transfer the changes back to the CRM-System and save. Check the dates and the
completion rate in percent.

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 Unit: Marketing Planning and Campaign Management
Topic: Marketing Calendar

At the conclusion of this exercise, you will be able to:

• Use the marketing calendar to get a scheduling overview of selected
marketing projects in mySAP CRM.

You have created a marketing project. Now you want to get a scheduling
overview.

3-1 You want to use the marketing calendar.

3-1-1 The first time you start the marketing calendar, you specify the fields you need to select
marketing projects. Choose Campaign type as selection field.
3-1-2 In the marketing calendar selection screen enter the selection criteria Campaign type
”Product Promotion”. Display the marketing calendar in table format and in graphical
format in Microsoft Project.

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 Unit: Marketing Planning and Campaign Management
Topic: Allocation Planning (Optional Exercise)

At the conclusion of this exercise, you will be able to:

• Distribute a finite amount of resources (e.g. products) to a given
number of business partners that are to be addressed within the
promotion.

You want to allocate a fixed amount of products among the members of a

given target group.

4-1 You would like to distribute a finite amount of the product M328.
4-1-1 Assign the target group “High Tech” to the campaign C/9999-QT1-PRO.
4-1-2 Assign the allocation rule Fix10 to the product M328.
4-1-3 Simulate the allocation.
4-1-4 Generate the allocation.
4-1-5 Try to change the generated allocation by pushing the button “change allocation data”.
Here you can see how the products were distributed amongst the members of the target
group.
Hint: If you change the priority from 1 to 2 you will see how the ranking mechanism
creates a second line for “Second Best” customers in the Allocation Result view.
Solutions

Unit: Marketing Planning and Campaign Management

Topic: Create a marketing project, consisting of a
Marketing plan, Marketing elements and a
Campaign.

1-1 The marketing plan, which you have to create, is called C/99XX The two XX being your group
number.
Marketing → MarketingPlanning and Campaign Management → Marketing Planner
1-1-1 Click on the button Create (“Blank Sheet” icon) or Marketing Project in the worklist and
double click on it. Enter the relevant information.
Enter Marketing Plan Details (work area):

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 1-1-2 Basic Data tab > fields Priority and Person respons. Enter the data.
(You can enter the Business Partner Number 245 for the responsible person or search for
Chris Nelson)
1-1-3 Enter the Authorization Group Marketing manager.
1-1-4 Dates > field Planned Start and End. Enter the data of your time frame.
1-1-5 Optional: Texts tab > double click on sheet icon with pencil > enter the goal of your
marketing plan, e.g.: CRM Strategy: One face to the customer, Improved planning and
decision-making, Efficient delivery of products and services, Global market expansion,
Low-cost sales and service through innovative channels.
1-1-6 The current Status of the marketing plan is “created by”.

1-2 Add two marketing plan elements to your marketing plan.

1-2-1 Mark your Marketing Plan > right mouse click and choose Create Marketing plan
element. Enter the name and description for each marketing plan element.
1-2-2 Basic Data tab > fields Priority and Person respons. Enter the relevant data
1-2-3 Dates > fields Planned Start and End. Enter the data of your time frame.
Save your data.

1-3 Add one campaign to the marketing plan element C/99XX-QT1.

1-3-1 Mark the respective Marketing Plan Element > right click and choose create campaign.
Enter the name and description for the campaign.
1-3-2 Basic Data tab > fields Campaign type, Objective, Strategy, Priority, Person respons. and
Authorization Group. Enter the relevant data.
1-3-3 Dates > field Planned Start and End. Enter the data of the time frame. (next two months).
1-3-4 Optional: Texts tab > double click on sheet icon with pencil > enter the objective, strategy
and description of your marketing plan
1-3-5 Channel tab > field Communication Medium: BP determined.
1-3-6 Mark the respective Campaign > right click and choose assign Product. Enter the product
ID M328.
1-3-7 Condition tab > Enter the data.
1-3-8 Mark the respective Campaign > right click and choose Create folder with the name
Presentation and the description Presentation Product Promotion.
Mark the respective folder > right click and choose Craete > Import Document and
choose an appropriate document (be aware that there might be no document on your local
PC).
1-3-9 Save your data.

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 Unit: Marketing Planning and Campaign Management
Topic: Graphical Planning with MS Project

2-1 You want to transfer a marketing plan element to MS Project in order to carry out scheduling.
2-1-1 Mark the Marketing Plan C/99XX > Goto > Graphical time scheduling (or choose the
appropriate button on the toolbar)
2-1-2 Go to the relevant marketing plan element and click the right mouse button > Task
information and set the start date to the 10th of the month.
2-1-3 Go to the beginning of the blue time axis until a percentage-sign shows up and prolong the
black line until the middle of the marketing plan element.
2-1-4 File > Close and return to R/3. Save.

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 Unit: Marketing Planning and Campaign Management
Topic: Marketing Calendar

3-1 You want to use the marketing calendar.

Marketing → Marketing Planning and Campaign Management → Marketing Calendar
3-1-1 Edit the selection field campaign type in the field list and add it to the Field Selection.
3-1-2 Select by attribute: Enter the campaign type product promotion and choose the Button
Graphical marketing calendar and the Button Tabular marketing calendar.

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 Unit: Marketing Planning and Campaign Management
Topic: Allocation Planning (Optional Exercise)

4-1 You would like to distribute a finite amount of the product M328.
4-1-1 Mark the respective Campaign > right click and choose assign Segment. Enter the target
group High Tech and save your data.
4-1-2 Go back to the Campaign Details. Allocation planning tab > Enter the rule Fix10 to the
product M328.
4-1-3 Push the Simulate Allocation button and check the results. Push the blue arrow Return to
allocation planning.
4-1-4 Enter the Generate Allocation button and save your data.
Exercises

Unit: Business Partner Segmentation and Targeting

Topic: Attributes, Profile Templates, Target Group,
Web shop, Profiling via the web, new profile
data in CRM
At the conclusion of this exercise, you will be able to:
• Create attributes
• Assign attributes to an attribute set
• Maintain data sources for the Segment Builder
• Define a profile set in the Segment Builder
• Create a web shop using your attribute set and target group
• Logon to your web shop
• Create a marketing profile for yourself
• View profile data in CRM
• Run Target Group Selection

As the marketing Manager of IDES INC you want to proceed with

selective marketing. You classify your business partners into different
target groups on the basis of certain shared marketing-relevant
attributes, for example the area of usage of your products, the User
Type (expert or Beginner), the preferred contact channel and so on.
You can then tailor your marketing activities to the requirements of
these different groups.

Therefore you first have to create attributes for an attribute set, which

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 you can then assign to your web shop (which will be a copy of the
PC4YOU Web shop which offers a variety IT products).

Creating a target group is a two-fold process that entails:

• Determining the criteria by which business partners are to be
selected
• Selecting the business partners that belong to the relevant
target group

In this exercise you simulate a customer who visits your web shop
and fills out the attribute set (for example Area of usage: Office and
Multimedia; Group of user: Beginner and News: e-mail). The data
can then be viewed in CRM and can be used for further marketing
activities, e.g. an e-mail campaign.

1-1 In order to ‘profile’ a customer, attributes with various values have to be created (XX being your
group number.)
1-1-1 Create the attributes with the name Z_USAGE_AREA_XX (description Area of Usage
XX), Z_USER_GROUP_XX (description User Group XX) and Z_NEWS_XX
(description News XX) with the following values:
Z_USAGE_AREA_XX: Office, Multimedia, Internet
Z_USER_GROUP_XX: Beginner, Advanced, Expert
Z_NEWS_XX: e-mail, telephone

Maintain all attributes with data type Character Format, Number of Characters 30 and for
the attributes Z_USAGE_AREA_XX select Multiple Values and for Z_NEWS_XX and
Z_USER_GROUP_XX Single Value.
For all attributes an entry should be required.

1-2 In the next step you have to assign the attributes to an attribute set.
1-2-1 Create an attribute set with the name and description Z_TACRM1_SET_XX and select the
attributes, which you have created before.
Note: You will later assign your attribute set to a web shop.

1-3 To see the attribute list in the Segment Builder you have to ‘Maintain Data Sources for the
Segment Builder’
1-3-1 Create a data source with

Origin Type: Attribute Set

Name: Z_TACRM1_SET_XX
Description: TACRM1_Source_XX
1-3-2 Create an attribute list that is shown in the Segment Builder with

Description: Z_TACRM1_LIST_XX

Category: Product Proposal

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 Segment Type: Product Proposal

Hint: Press save before assigning your above created data source.
1-3-3 Create filters for each attribute and select all values for every attribute.
Save your data.
1-4 IDES INC has also implemented CRM Internet Sales and you as the marketing manager want to
use this tool in order to put your attribute set into a web shop to get data from the customers.
1-4-1 Create the web shop with the name PC4YOUXX and the description PC4YOU demo shop
XX by copying the PC4YOU_EN with the description PC4YOU - B2C demo shop English
version.
1-4-2 Assign your attribute set (attribute group) Z_TACRM1_SET_XX to your web shop.
Save your data.

1-5 Now you want to test if your created web shop works.
1-5-1 Start the Internet Explorer and use the link
http://iwdf<message sever number>.wdf.sap-ag.de:1081/b2c_fancy/b2c/init.do
and log on.
Note for example the link:
http://igdtz-800.wdf.sap-ag.de:1080/scripts/wgate/isab2c/!
1-5-2 All Web Shops for the B2C Internet Sales scenarios are displayed. Choose your Web Shop
PC4YOUXX with the description PC4YOU demo shop XX.
Logon to the Web Shop with the
e-mail address: TACRM1@hotmail.com
password: jonesXX
1-5-3 Maintain your profile with the following values:
Area of Usage XX: Internet, Multimedia
User Group XX: Advanced
News XX: e-mail
Save your customer profile.

Note:
Your attribute set Z_TACRM1_SET_XX with its characteristics (the description of them
Area of Usage XX, User Group XX and News XX are displayed on this web page as
you have created them.

1-6 Now you want to define your specific target group Z_TG_PRO_XX in the Segment Builder.
1-6-1 Maintain the settings of the Segment Builder, so that the counting of BP’s runs
automatically and that you always see the last processed attribute list when accessing the
Segment Builder.
1-6-2 Search and Find an existing profile group or target group (e.g. PC4_10) and display the
contained Business Partners.

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 How many BPs are in this Target group? _____
1-6-3 Create a new profile set Z_PS_XX for Product Proposals.
Go to your new profile set on the left side of the screen under profile sets, and right mouse
click. Select attributes of profile set and maintain the description.
1-6-4 Click on Attributes and choose your attribute list Z_TACRM1_LIST_XX. Open the entire
tree and select the following attributes by drag & drop into the upper right screen.

Select:
Area of Usage XX: Office

News XX: E-mail

User Group XX: Advanced

Note: When adding attributes to the staging area choose ‘keep’ as the combination
criteria (this choice comes up when you hover above the profile in the staging area)
1-6-5 Define the description Z_PROFILE_XX of the profile using the right mouse click and
choosing ‘profile properties’.
1-6-6 Create the target group by either clicking on the ‘create target group’ button or using the
right mouse click.
Save your data and maintain a description Z_TG_PRO_XX for your target group (right-
mouse click on the Profile).
1-6-7 Add an additional Business Partner (Jane BakerXX) by hand and save your data.
Solutions

Unit: Business Partner Segmentation and Targeting

Topic: Topic: Attributes, Profile Templates, Target
Group, Web shop, Profiling via the web, new
profile data in CRM

1-1 In order to ‘profile’ a customer, attributes with various values have to be created (XX being your
group number.)
1-1-1 To create attributes choose the path Marketing → Segmentation of Business Partners →
Marketing Attributes → Maintain Attributes
Push the Create Attribute-Button and enter the name of the attribute. Then maintain the
description.
As Data type take the Character format and as Number of chars take always 30 as
maximum number of characters.
As more than one value should be selected for the attribute Z_USAGE_AREA_XX check
Multiple value in the Valuation area. For the attribute Z_NEWS_XX and
Z_USER_GROUP_XX check Single value. Additionally check the box Entry required so
that every Business Partner should provide this information.
Under the Values tab type into the column Characteristic value a numbering sequence or
the same text like in the Description column.
Save your data.

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1-2 In the next step you have to assign the attributes to an attribute set.
1-2-1 In order to create an attribute set choose the path Marketing → Segmentation of
Business Partners → Marketing Attributes→ Maintain Attribute Sets
Push the Create-Button and enter the name of the attribute set Z_TACRM1_SET_XX.
Then maintain the description and select the attributes, which you have created before
(Z_USAGE_AREA_XX, Z_NEWS_XX and Z_USER_GROUP_XX).
Save your data.
1.3 Choose: Marketing → Segmentation of Business Partners → Marketing Segments→ Maintain
Data Sources for the Segment Builder
1-3-1 Push the Create Data Source-Button.
Select as
Origin Type: Attribute Set
Name: Z_TACRM1_SET_XX

Press ENTER and save your data.

1-3-2 Push the Create Attribute List-Button and select as
Description: Z_TACRM1_LIST_XX
Category: Product Proposals
Segment Type:Product Proposals

Press ENTER.
Assign your above created data source:
Press the Assign Data Source-Button, select your data source Z_TACRM1_SET_XX and
Continue.
To set filters, mark an attribute and push the Filter-Button. Select all attribute values and
press Enter. Repeat this for each attribute.
Set the flag for all attributes, so that they are shown in the Segment Builder.
Save your data.
1-3-3 In order to set filters, you have to mark an attribute and push the Filter-Button. Select all
attribute values and press Enter. Repeat this for each attribute.
Set the flag for all attributes, so that they are shown in the Segment Builder.
Save your data.

1-4 IDES INC has also implemented CRM Internet Sales and you as the marketing manager want to
use this tool in order to put your profile templates into a web shop to get data from the customers.
1-4-1 Choose the path Internet Sales → Maintain Web Shop
Click on the Button with the pencil and glasses → mark the shop PC4YOU_EN with the
description PC4YOU - B2C demo shop English version → click on the Copy as-Button
→ change the Web Shop to PC4YOUXX with the description
PC4YOU demo shop XX
1-4-2 Go to the Product recommendations area and maintain the field Attribute group
(Z_TACRM1_SET_XX).

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 Enter and save your data.

1-5 Now you want to test if your created web shop works.
1-5-1 Start the Internet Explorer and use the link
http://ig<systemname-client>.wdf.sap-ag.de:1080/scripts/wgate/isab2c/! and click on the
Logon-Button.
1-5-2 Select your Web Shop PC4YOU_XX.
Logon to the Web Shop with the
E-mail address: TACRM1@hotmail.com and
Password: jonesXX
1-5-3 Click on Mein Konto and select My Profile:
Area of Usage XX: Internet, Multimedia
User Group XX: Beginner
News XX: e-mail
Maintain the appropriate data and click on the Save customer profile-Button.

1-6 Go to Marketing → Business Partner Segmentation → Marketing Segments → Segment Builder.

1-6-1 Select from the Menu Path: Extras → Settings, mark the Count ‘Hits’ automatically button
and maintain under attribute list area the last opened attribute list.
1-6-2 Click the Find-button in the left area and execute the Advanced search to look for the
target group PC4_10. Select a target group by double click and go to the staging area.
Right click on the target group and choose Open Target Group. You should see the
Business Partners that belong to the target group in the detail area now.
1-6-3 Create a new profile set for product proposals by pressing the Create new profile set-
button and selecting product proposals. Right mouse click on the profile set description in
the components area and choose profile set properties. Change the description to
Z_PS_XX.
1-6-4 Select in Attributes in the components area and search for your attribute list
(Z_TACRM1_LIST_XX). Drag & drop the attributes (Office, E-mail, Advanced) to the
staging area and keep them in one profile set.
1-6-5 Right mouse click on the profile and select ‘profile properties’. Maintain
Z_PROFILE_XX as description.
Don’t forget to save your data.
1-6-6 Create the target group by either clicking on the ‘create target group’ button or using the
right mouse click and save your data. Maintain the description Z_TG_PRO_XX in the
properties.
1-6-7 Display the business partners that belong to the target group as described in 1-6-2 and add
Jane BakerXX (Number) with the green plus in the detail area.
Save your data.
Exercises

14
 Unit: Product Proposal
Topic: Product Association Rule

At the conclusion of this exercise, you will be able to:

• Create a product Association Rule (Cross-Selling Rule, Up-
and Down-Selling Rule)

In CRM Marketing, cross-selling is a generic term for a function

by which, for a given product or combination of products,
additional, more expensive or in some cases cheaper products are
proposed.
Cross-selling functionality is used in both internet sales (Web
Shop) and telesales where it is designed to increase turnover by
generating additional sales.

As a Marketing Manager you should now create the following Product Association Rules for your target
group Z_TG_PRO_XX.

1-1 Cross Selling Rule

1-1-1 Create a Cross Selling Rule with description Z_Cross_Sell_XX for your above mentioned
target group. For the leading product HT-1001 (Notebook Basic 17), you specify that the
additional (dependent) product HT-1051 (Deskjet Mobile) is to be suggested for purchase
to your Target Group.
Check, activate and save your newly created rule. (If you save before activation, the rule
is saved as inactive.)

1-2 Up-Selling Rule

Create an Up-Selling Rule Z_Up_Sell_XX for your target group. For the product HT-1001
(Notebook Basic 17), you can specify that the more expensive product HT-1010 (Notebook
Professional 15.) or the even more expensive product HT-1000 (Notebook Basic 15) is to be
proposed in its place. The most expensive product should be offered first. -> The number you
enter in the Ranking Column reflects the value of the product. Which of the products is to be
suggested first depends on your entry in the Ranking Column.
Check, activate and save your newly created rule. (If you save before activation, the rule is saved
as inactive.)

1-3 Method Schema

1-3-1 Have a look in the Method Schema in Customizing:
IMG-Path: Customer Relationship Management → Marketing → Product Proposal →
Create Method Schema
Which Product Proposals are supported by Method Schema 000006 work?

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___________________
___________________
___________________
___________________
Note: You will check the effect of your Product Association Rules after the next exercise.

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 Unit: Product Proposals
Topic: Permanent Top-N List

At the conclusion of this exercise, you will be able to:

• Create a permanent Top-N List
• Assign a permanent Top-N List to a Target group

Unlike a list generated from the BW, products contained in a

permanent Top-N List do not fluctuate because they are not based
on sales figures that change over time.
These products can be permanently proposed whether or not a
business partner is assigned to a particular target group or whether
sales figures exist for the products in question.
Maintaining a permanent Top-N List enables you to promote
products that may not necessarily be best sellers: they may for
example be new to the market or you may want to discount them
for stock clearance purposes.

1-1 First you have to create a permanent Top-N List.

1-1-1 Create the permanent Top-N-List Z_Top_N_List_XX (same description) which contains
the following products:
Hint: use the same ID & Description for the item.

Product ID Product description

HT-1000 Notebook Basic 15
HT-1021 Easy Hand V
HT-1032 Beam Screen

Choose Sorting Sequence ‘Products in alphabetical order’

1-1-2 Also, assign your target group (Z_TG_PRO_XX). The Top N List should be valid from
today’s date to the end of next month.
1-1-3 Assign the web shop PC4YOUXX to your Top N-List.

1-2 (Optional)
Check the effect of your Product Association Rules in your Web Shop PC4YOUXX. Enter your
shop, log on and buy e.g. one Notebook Basic 15 (HT-1000).
Solutions

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 Unit: Product Proposals
Topic: Product Association Rule

1-1 Choose Marketing -> Product Proposals -> Cross-Selling -> Maintain Product Association Rules
1-1-1 Push the Create-Cross-Selling-Rule-Button, select your target group Z_TG_PRO_XX
and enter as description for your Cross-Selling-Rule Cross_Sell_XX. Then enter the
appropriate data for the leading and dependent product.
Push the Check- Button.
Push the Activate Button.
Save your data.

1-2 Choose Marketing -> Product Proposals -> Cross-Selling -> Maintain Product Association Rules
1-2-1 Push the Create Up-Selling/Down-Selling Rule Button, select your Target Group
Z_TG_PRO_XX and Cross_Sell_XX as description.
Under Dependent products enter the products for which the association rule is to apply
and define the ranking in which sequence the products are suggested.

Product Product description Ranking

HT-1001 Notebook Basic 17 1
HT-1010 Notebook Professional 15. 3
HT-1000 Notebook Basic 15 2

1-2-2 Push the Check- Button.

Push the Activate Button.
Save your data.
Tip: If you want to search for your newly created rules, you first have to leave the
transaction.

1-3 Choose IMG-Path: Customer Relationship Management → Marketing → Product Proposal →

Create Method Schema
Select the Method Schema 000006 and double click on structures. Now you see the determination
of the Method Schema.
• Cross-Selling
• Up-Selling
• Accessories
• Doubles Delete

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 Unit: Product Proposals
Topic: Permanent Top-N List

1-1 You want to create a permanent Top-N-List.

In order to create a permanent Top-N-List you have to choose the path Marketing → Product
Proposals → Top n Products → Maintain Top n Products
Click on the Create-Button and enter into the fields ID/Description the ID of your permanent Top
N-List Z_TOP_N_LIST_XX and a description Z_Top N List XX. The status has to be set on
‘active’ and you can select the sorting sequence for business partners and products in alphabetical
order.
Maintain also the ID and description on Item Level. Enter your target group Z_TG_PRO_XX on
the Business Partner Tab as Marketing Segment. Then go to the Product Tab and enter the three
products HT-1000, HT-1021 and HT-1032. To insert new rows use the add row-button with the
green plus.
Maintain the time period for which the Top N List should be valid from today’s date to the end of
next month.
In order to see your permanent Top-N List in your web shop PC4YOUXX you can assign your
web shop to the Top-N List on item level. Save your data.
Optional
Start the Internet Explorer and use the link http://ig<systemname-client>.wdf.sap-
ag.de:1080/scripts/wgate/isab2c/! and click on the Logon-Button.
Browse in the catalog (Computers → Notebooks → Add HT-1000 to the shopping basket →
Order)
Exercises

Unit: Personalized Forms

Topic: Create a new e-mail form

At the conclusion of this exercise, you will be able to:

• Create a personalized e-mail form for use in an e-mail
campaign

You have set up the marketing plan and the related campaigns.
Now you want to set up a marketing e-mail for the e-mail
campaign.

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1-1 Using the personalized e-mail functionality, create a new “marketing mail”.
1-1-1 Using Z_TACRM1_MAIL_EN as the source mail create a new target mail called
Z_TACRM1_MAIL_XX (XX being your group number).

1-2 Create a new personalized subject line

1-2-1 Create a subject line with right mouse click on ‘first page’.
1-2-2 Enter a Subject line ID and description (e.g. Subject_Line)
1-2-3 Maintain the subject line, so that the first and last name of the business partner are shown.
(Use the BP attributes!)

1-3 Create a new personalized text block

1-3-1 Copy the existing “to_men” text block
1-3-2 Alter the copied text block so that the new block will be received by women (Use
Conditions). Make sure that you alter the Salutation to – i.e. “Dear Mrs.”….
1-3-3 In the text block “unspecified” use the first name from the business partner

1-4 Personalization
1-4-1 Update the URL link in the standard text block so you can track whether or not the
recipient accessed the website.

1-5 Preview Mail Form

1-5-1 After you have made all your modifications use the Preview Functionality to verify your
Mail Form.
1-5-2 Save your Mail Form.

20
 Solutions

Unit: Personalized Forms

Topic: Create a new e-mail form

1-1 To create a marketing e-mail go to Marketing  Personalized Mail  Maintain Mail Form
1-1-1 Search in the locator for mail form Z_TACRM1_MAIL_EN. Mark this mail and click on
the copy button. In the “create mail form” enter your mail form name
(Z_TACRM1_MAIL_XX).

1-2 Maintain a subject line with the business partners’ first and last names.
1-2-1 In the e-mail form, right mouse click on ‘first page’ and choose Create → Subject Line
1-2-2 In the fields Text and Description change the name to “Subject_line”.
1-2-3 In the text block insert ‘Promotion for’. Now expand the folder “Business Partners” in the
window on the bottom left. Scroll down to and mark the field “First name” holding down
the mouse button, drag this field name into the text block and repeat this with the field
“Last name”.
1-3 In the locator on the form tab, right mouse click on the text block “to_men” and choose copy
1-3-1 Right mouse click again and choose paste. You should see a new text block that is called
“%TEXT1”.
1-3-2 In the fields Text and Description change the name to “to_women” and enter a
description. Change the salutation to “Mrs.”. Click on the tab “Conditions” and change the
condition “male” to “female”. Don’t forget to save your work.
1-3-3 Double click on the text block “unspecified” you should see in the tab “general attributes”
on the right hand side the word “dear” in the text box. Expand the folder “Business
Partners” in the window on the bottom left. Scroll down to and mark the field “First
name” holding down the mouse button, drag this field name into the text block behind the
word “dear”. Check the conditions tab to make sure that this text block will be shown only
to those BP’s with unspecified genders.

1-4 Double click on the text block “MAINTEXT”

1-4-1 At the end of the URL (the blue underlined text in the text block) add the two characters
“++”. Make sure that is directly on the end and that there are no spaces. Once again save
your work!

1-5 Preview Mail Form

1-5-1 Press the button Mail Preview (F7) in order to preview the Mail Form. Make sure that
all your changes have been adopted.
Save
Exercises

21
 Unit: Campaign & Promotion Execution
Topic: Executing Campaigns and Promotion via the
Interaction channels

At the conclusion of this exercise, you will be able to:

• Complete a Campaign/Promotion in order to execute it via one
of the Interaction channels.
• Execute a campaign using the Customer’s preferred
communication channel

You have set up the marketing project including campaigns and

promotions, created a target group and the personalized forms to
be send via email. Now you would like to execute the
campaign/promotion using the customer’s preferred
communication channel.

1-1 In the marketing Planner make sure that you have made all necessary assignments to execute your
campaigntio/promon.
1-1-1 Assign your Target Group Z_TG_PRO_XX and your personalized form
Z_TACRM1_Mail_XX to the campaign/promotion. Also, make sure that the
communication channel BP Determined is selected as communication medium.
1-1-2 Assign Chris Nelson as the Sender of the E-Mail.
1-1-3 Assign the script Call Center EN

1-2 Release and execute your campaign/promotion.

1-2-1 Release your campaign C/99XX-QT1-PRO
Note: You also need to release the above Mkt. Plan.
1-2-2 Execute your campaign C/99XX-QT1-PRO for your Target Group Z_TG_PRO_XX
1-2-3 Schedule the job to be immediately executed and with high priority

1-3 Verify the results of the execution via the Email channel first.
1-3-1 Optional: In the CRM System you can check if your mails have been successfully sent out
via the transaction /nsost.
1-3-2 Verify that the execution via the Email channel worked correctly by logging on to
www.hotmail.com (User: TACRM1, Password: mysapcrm)
1-3-3 Call up the Email with you personal subject line ...Tom JonesXX... and verify that the
email reflects your personalization settings made earlier in the Personalized Forms
exercise.
1-3-4 Execute the hyperlink to the Internet Sales Site and make sure that you are greeted with a
personal welcome message (e.g. Welcome Mr. Jones)

22
 1-3-5 Verify that the Access to Internet Sales has been recorded in the CRM system. Go to the
Display Mailing list transaction on the CRM Server in order to view how many times the
recipient has accessed the Internet Sales Site (make sure to Display detail list).

1-4 Verify the results of the execution via the Interaction Center channel.
1-4-1 Verify that the execution via the Interaction Center worked correctly by identifying and
assigning the generated call list to an agent in the Interaction center. Assign your call list
(identifiable by campaign description) to Contact Center Agent (Denver).
1-4-2 Log on to the Interaction Center and go to the Campaign tab. Double-click on the Call list
and verify that your Business Partner who preferred to be contacted by phone is part of the
call list.
1-4-3 Double-click on a call list item and simulate the execution of the call. Follow the
defaulting script in choosing to create a Sales Order immediately.
1-4-4 Make sure that the campaign specific condition has come through.
1-4-5 Save the order and mark the call list item completed.

1-5 Display the customizing settings for BP preferred communication channel determination.
1-5-1 Go to “Define Communication channel” in the IMG
1-5-2 Which two communication channels does the system try if it cannot determine the
customer’s preferred communication channel?
1-5-3 Which transaction types are used for the execution of BP determined communication
channels?
Solutions

Unit: Campaign & Promotion Execution

Topic: Executing Campaigns and Promotion via the
Interaction channels

1-1 Marketing → Marketing Planning and Campaign Management → Marketing Planner

Open your marketing plan (C/99XX).
1-1-1 Right-mouse click the campaign C/99XX-QT1_PRO Assign → Segment. Use F4-help to
search for your target group Z_TG_PRO_XX. Assign your e-mail form
Z_TACRM1_MAIL_XX on the channels tab and check if the Communication medium is
BP determined.
1-1-2 Assign Chris Nelson as the sender of the E-mail in the E-mail address field.
1-1-3 Assign the script Callcenter EN to the Script field on the channels tab.
Save your data.

1-2 Release and execute your marketing plan and campaign.

1-2-1 Release your marketing plan C/99XX and campaign C/99XX-QT1-PRO: Click on Edit →
Release

23
 1-2-2 Execute your campaign C/99XX-QT1-PRO: Highlight your assigned target group
Z_TG_PRO_XX and click Extras → Target Group to Channel.
1-2-3 Schedule the job to be immediately executed and with high priority.

1-3 Verify the results of the execution via the Email channel first.
1-3-1 Optional: In the CRM System you can check if your mails have been successfully sent out
via the transaction /nsost.
1-3-2 Verify that the execution via the Email channel worked correctly by logging on to
www.hotmail.com (User: TACRM1, Password: mysapcrm)
1-3-3 Call up the Email with you personal subject line …Tom JonesXX and verify that the
email reflects your personalization settings made earlier in the Personalized Forms
exercise.
1-3-4 Execute the hyperlink to the Internet Sales Site and make sure that you are greeted with a
personal welcome message (e.g. Welcome Mr. Jones)
1-3-5 Verify that the Access to Internet Sales has been recorded in the CRM system. Go to the
Display Mailing list transaction on the CRM Server in order to view how many times the
recipient has accessed the Internet Sales Site (make sure to Display detail list). Choose
Marketing → Personalized Mails → Display Mailing Lists
Flag Display Detail List and execute the report.

1-4 Verify the results of the execution via the Interaction Center channel.
1-4-1 Choose Customer Interaction Center → Administration → Call Lists → Assign Call
List
Assign your call list (identifiable by campaign description) to Position XYZ.
1-4-2 Log on to the Interaction Center and go to the Campaign tab. Double-click on the Call list
and verify that your Business Partner who preferred to be contacted by phone is part of the
call list.
1-4-3 Double-click on a call list item and simulate the execution of the call. Follow the
defaulting script in choosing to create a Sales Order immediately.
1-4-4 Make sure that the campaign specific condition has come through.
1-4-5 Save the order and mark the call list item completed.

2-4 Check the results

2-4-1 Enter the transaction /nsost → mark all Send operations → press the Execute Button.
Then you will see the status of your mails.
2-4-2 Open a web browser and go to www.hotmail.com, log in as TACRM1 and password
mysapcrm.
2-4-3 In the inbox, look for your e-mail. Open the e-mail and click on the link: note that the
personalized text blocks appear according to the gender of the recipient, etc.

2-5 Monitor the results

2-5-1 Choose the path Marketing → Personalized E-mail → Display Mailing List. Enter your
campaign C/99XX-EXE-CA1. Click on the check box Display detail list and then click on

24
 the icon.
Find your e-mail campaign as represented by a folder with the name of your campaign
C/99XX-EXE-CA1. Open this folder and you will see the list of business partners from
your campaign. In the column No. access. the number should be equal to that of the
number of times you accessed the web page from your URL for that specific Business
Partner.
2-5-2 Open the e-mail again and click on the link again.
Re-do step 2-5-1. The number of accesses for that business partner should have increased
by one.

25
 Unit: Campaign Execution
Topic: Create Call List and assign Contact Center
Agent(s)

3-1 You as a Marketing Manager want to create a Call List for your Call Campaign C/99XX-EXE-
CE1 via the Marketing Planner.
3-1-1 Mark your Campaign Element C/99XX-EXE-CE1 and check the tabs Basic Data,
Channels and Dates.
For the assignment of the target group TACRM1Call to your Call Campaign C/99XX-
EXE-CE1 mark your Call Campaign → click on the right mouse and choose assign target
group. Then, click on the scroll down button → Enter TACRM1Call as target group →
Enter → save the changes.
3-1-2 Mark the campaign on the left side → click on the target group overview-icon →
highlight the target group TACRM1Call on the right site → Extras → Target group to
channel….
3-1-3 Go to the frame General job details and choose A-high priority for job class. Additionally
choose immediate for start date.
Push the save-button schedule job.

3-2 Now you want to select the call list and assign a contact center agent to it.
3-2-1 Take the path Contact Center → Administration → Call Lists → Call List Distribution
Choose your campaign from the list by typing in the name of your campaign Campaign
IDES INC XX as search term.
Double click on it.
3-2-2 Click on the button Create Assignment and choose the organizational Unit XX Telesales.
Push the button Enter and go back.
3-2-3 Take the path Contact Center → Customer Interaction Center → maintain your
telephone settings → save → check the box Do not display this query again → Enter →
click on the tab Campaign and finally double click on your call list.
Now you will see your target group, which has been assigned, to your call list with green
lights. That means the business partners hasn’t been called yet.
Exercises

Unit: CRM Marketing & Campaign Management

Topic: Lead Management

26
 At the conclusion of this exercise, you will be able to:
• Generate Leads
• Create a new survey and assign it to the transaction type
LEAD
• Qualify Leads by using the survey
• Transfer your leads to the sales team by via workflow
• As a part of the Lead Management process you first need to
generate Lead information about your business partners or
prospects. Usually we distinguish between inbound and
outbound scenarios. In this example case we emanate from an
inbound scenario and generate leads without campaign
reference only by using a target group.
• Based on a new survey you can assign it to the relevant
transaction type for Lead Qualification. As a result you are
now able to qualify Leads by using this evaluation form.

• After Lead generation, Leads may be qualified in different

levels (e.g. hot, warm, cold) and transferred from marketing
to sales as new opportunities for further follow-up.

1-1 You as a Lead Manager want to generate new leads without a campaign reference just by using a
relevant target group. Use the menu path below Marketing > Leads > Create transactions
without campaign reference.
1-1-1 Generate business transaction for lead generation with the following information:
Description: Lead_Generation_IDESXX
Business transaction category: Generate Lead
Target group: Z_TG_PRO_XX
Transaction type: LEAD
Employee responsible: CRM-XX
After entering the relevant data execute the transaction and schedule the batch Job.
1-1-2 To ensure that you’ve generated your leads properly, display them by using the lead
locator. Use the menu path below Marketing > Leads > Maintain Leads.
Enter the following search criteria:
Find: Lead
By: General
Select Employee responsible: CRM-XX
Start the search.

2-1 In order to exercise the creation of a survey for lead qualification create a new survey
LEAD_SURVEY_IDES_XX in Customising and define qualification levels. We will however
not use this survey, due to time constraints. We will check the survey assignment to the
standard transaction type LEAD and use the standard survey to do lead qualification.

27
 2-1-1 First you need to create a new survey LEAD_SURVEY_IDES_XX in Customizing
containing the following questions:
Which products are you interested in? Rating factor: 1
Notebooks Rating factor: 1
PCs Rating factor: 1
Handhelds Rating factor: 1
How many employees do you have in your company? Rating factor: 1
< 50 employees Rating factor: 1
50 – 100 employees Rating factor: 1
101 – 250 employees Rating factor: 1
251 – 500 employees Rating factor: 1
> 500 employees Rating factor: 1
How many units do you plan to buy? Rating factor: 2
< 10 units Rating factor: 1
10 – 25 units Rating factor: 2
26 - 50 units Rating factor: 3
51 – 100 units Rating factor: 4
> 100 units Rating factor: 5
In which timeframe are you planning to buy these products? RF: 2
< 3 month Rating factor: 4
3 – 6 month Rating factor: 3
6 – 9 month Rating factor: 2
this year Rating factor: 1
Finally name the push buttons.
2-1-2 Set up scoring range for the qualification level: cold, warm, and hot for the questionnaire
LEAD_SURVEY_IDES_XX created above and assign minimum percentage to each
qualification level.
Cold: 20 minimum percentage
Warm: 40 minimum percentage
Hot: 60 minimum percentage
Note: For the remainder of the exercise we will use the standard Survey. If, however you
would like to use your own survey please copy a new transaction type LEADXX from the
standard and maintain the copy controls (as learned in week 1).
2-1-3 Check the assignment of the standard survey to the lead transaction type LEAD.
Questionnaire:____________________.

3-1 Qualify leads by using the survey. Use the menu path Marketing > Leads > Maintain Leads.
3-1-1 Create a new lead by using the business transaction LEAD
Enter the following data:
Overview data tab:
Description: Leads_IDES _XX
Sales Prospect: choose any existing business partner (e.g. 471)
Employee responsible: CRM-XX (should default from Partner determ.)
Date: choose a start and end date of your choice.
Group: Internet Lead

28
 Origin: Internet
Priority: high
Organisational data tab: Choose Group D1 ( US Group Denver D1 ) as
relevant organisation.
Text Tab: enter any text (be creative!)
Product tab: enter M328 as relevant product
Quantity: 1
Sales Unit: pc
Item Category: LEAD
Evaluation Tab: choose the following answers:
Which Products are you interested in?
Notebooks, PCs, Handheld
How many employees do you have in your company?
101-250 employees
How many units do you plan to buy?
>100 Units
In which timeframe are you planning to buy these products?
< 3 month
Save your entries in the evaluation tab.
Check the qualification level in the overview tab.
Qualification Level:_____________.
3-1-2 Check whether your qualified lead was automatically transferred to your workflow inbox
and choose Create and Display Opportunity to transform your lead into an opportunity.
Finally check the Opportunity entries.
Solutions

Unit: CRM Marketing & Campaign Management

Topic: Lead Management

1-1 You as a Lead Manager want to generate new leads without a campaign reference by using a
relevant target group. Use the menu path below Marketing > Leads > Create transactions
without campaign reference or use transaction CRMD_MKT_PROC.
1-1-1 First enter the description of the business transaction Lead_Generation_IDES_XX (XX
being your group number) and enter the business transaction category Generate Lead. 
Enter.
Now you have to select the right business partners or prospects consolidated in
the target group Z_TG_PRO_XX. You can search for the target group with
F4-Help.
Choose transaction type LEAD and enter the responsible employee CRM-XX.
You can also search for the responsible employee via F4-Help. Enter
Finally click on the -Button to start the transaction.

29
 Now you start the job wizard. As Job class select high priority and as start
date Immediate, then push the -Button.
To make sure that your batch job was scheduled successfully you then look
after the corresponding message in the message field.
1-1-2 After you’ve generated leads properly, your can display them by using the lead locator.
Use the menu path Marketing > Leads > Maintain Leads.
After you started the transaction to maintain leads you see the lead locator on
the left side. Enter the relevant data as search criteria in the fields below and
start the search by pushing on the -Button.
Afterwards you can see the leads you generated in the step before.

2-1 In order to exercise the creation of a survey for lead qualification create a new survey
LEAD_SURVEY_IDES_XX in Customising and define qualification levels. We will however
not use this survey, due to time constraints. We will check the survey assignment to the
standard transaction type LEAD and use the standard survey to do lead qualification.
2-1-1 First you need to create a new survey LEAD_SURVEY_IDES_XX in Customizing
containing the relevant data.
SAP Reference IMG  SAP Implementation Guide  Customer
Relationship Management  Transactions  Settings for Leads 
Questionnaires for Leads  Define Questionnaires.

Click on the -Button to create a new survey. In the pop-up that

appears afterwards, name the questionnaire LEAD_SURVEY_IDES_XX. Enter.
Confirm the following pop-up with Enter.
In the editor-screen, double-click on the -Button to enter Lead Questionnaire Group
XX as title for the survey. Confirm with Enter.
Double-click the next title on the Editor screen to maintain texts and attributes. Define
a text for your survey ( be cretive). Confirm with Enter.
Afterwards open the structure tree to create your predefined questions. Attributes for
question:
Question Text: Which products are you interested in?
Rating Factor: 1

To create your answers double-click on and select Checkbox Group as answer

category in the ‘Attributes for Answer’-Tab. Confirm with Enter.
In the structure tree below you can maintain your answer texts and ratings. Double-click
on and define your first answer Notebooks as text and 1 as rating factor.
To add more than one answer, click on the –Button with a right mouse click,
choose ‘Insert Answer Options’ and create a new answer.
To add more than one question click on the Button with a right mouse click and create
your question.

30
 For the second question choose Listbox with single selection as answer category in the
‘Attributes for Answer’-Tab for the -Button.
For the third question choose Listbox with single selection as answer category in the
‘Attributes for Answer’-Tab for the -Button.
For the fourth question choose Listbox with single selection as answer category in the
‘Attributes for Answer’-Tab for the -Button.
Finally name the push buttons.
Save your data.
In the preview screen on the right side, you can observe all your entries.
2-1-2 Set up scoring range for the qualification level: cold, warm, and hot for the questionnaire
LEAD_SURVEY_IDES_XX created above.
SAP Reference IMG  SAP Implementation Guide  Customer Relationship
Management  Transactions  Settings for Leads  Questionnaires for Leads 
Assign qualification levels to the questionnaires.
Mark the Lead Questionnaire LEAD_SURVEY_IDES_XX created before.
Click on and define Qualification Level cold, warm and hot via the
-Button.
Finally assign minimum percentage to each qualification level:
Cold: 20
Warm: 40
Hot: 60
Save your data.
2-1-3 Check the assignment of the standard survey to the lead transaction type LEAD.
SAP Reference IMG  SAP Implementation Guide  Customer Relationship
Management  Transactions  Settings for Leads  Questionnaires for Leads 
Assign a questionnaire to a transaction type.
Mark the Lead Transaction type LEAD.
Click on and mark the transaction
category Lead. Afterwards click on .
In the General-Tab you can see the Questionnaire:
LEAD QUESTIONNAIRE SL.

2-2 Qualify leads by using the survey. Use the menu path Marketing > Leads > Maintain Leads.
2-2-1 Create a new lead by using the business transaction LEAD.

Click on the -Create_Transaction-Button to choose the relevant transaction type.

Enter all required data in the fields.
Finally save all data.

31
 Qualification level: hot
2-2-2 Check whether your qualified lead was automatically transferred to your workflow inbox
and choose Create and Display Opportunity to transform your lead into an opportunity.
Finally check the Opportunity entries.
Go to the SAP Menu and open your SAP Business Workplace. Or click directly to the -
Button.
Open your inbox and check your workflow entries.
Double-click on the relevant workitem that contains your lead information.

Choose to transform your lead into an opportunity.

After executing this workitem, click on to refresh your workflow entries.

Check that the new entry in your inbox contains the information that your opportunity was
successfully created.

Double-click on to enter the opportunity maintenance and check whether your lead
information correspond to the opportunity entries.
Exercises Data
Descriptions of the symbols in the exercises and solutions
Exercises
Solutions

Objectives

Business scenario

Tips & Tricks

Warnings or notes

Data in the exercises

Data Description Data ID in the IDES System
Descriptions: Materials:
Desktop PC for IPC3.0 TSPC_PC_##
Desktop Case - Standard TSPC_DT_ST_##
Desktop Case - SlimLine TSPC_DT_SLIM_##
Desktop Case - Designer TSPC_DT_DESIGN_##
Standard keyboard SPC_KEYBOARD_SP
Spanish
Standard Keyboard SPC_KEYBOARD_FR
French
Standard Keyboard SPC_KEYBOARD_EN
English
Standard Keyboard SPC_KEYBOARD_DE

32
German
Monitor 17 inch TSPC_MONITOR_17_##
Monitor 21 Inch TSPC_MONITOR_21_##
Monitor 17 inch LCD TSPC_MONITOR_7L_##
Data Data in IDES System
Class Node (200)
Desktop PC Keyboard SPC_KEYBOARD_NODE
Class Node
Characteristics
Keyboard for Desktop PC SPC_KEYBOARD

Variant Class (300)

Desktop PC class TSPC_PC_##
Characteristics
Country / Desktop PC TSPC_COUNTRY_##
Case type for Desktop PC TSPC_DESKTOP_##
Case Color TSPC_COLOR_##
Monitor TSPC_MONITOR_##
Keyboard for Desktop PC TSPC_KEYBOARD_##
Services TSPC_SERVICES_##

33
Exercises

Unit 2: Business Application Scenarios using IPC

Topic: Self-Service User

At the conclusion of these exercises you will be:

• Familiar with product configuration using IPC in an internet b2c
scenario.

As a Self-Service User go into the Web Shop created specifically for this class, the shop is ZSHOP_TSPC.
Select product TSPC_PC_## from the catalog and configure it. If the ZSHOP_TSPC is not available then
use the 4Living site or any other assigned by your instructor. In either of these scenarios the IPC will be
invoked. Upon completion of the configuration, add it to your shopping basket, submit it, select payment by
invoice, and record the sales order generated by the system. These steps are outlined below.

2-1 Start the web browser Internet Explorer® and go to the specified URL, which will be given by
the instructor.

2-2 Select the Web Shop ZSHOP or another specified alternative.

2-3 Select configurable product TSPC_PC_## or another specified alternative.

2-4 Click the button “Configure” to configure the selected product.

2-5 Assign values to the characteristics. All statuses must be green to indicate the product
configuration is complete and consistent.

2-6 Add the configured product to the shopping basket.

2-7 Maintain your personal data. Click the button “Yes” at the question “Are you a first time
customer?” and enter the necessary data and password.

Name: ________________________________

Email-address: ________________________________

Password: ________________________________
Etc.

2-8 Submit the order and record the order number _______________.
Exercises

34
 Unit: Sales Configuration Engine (SCE)
Topic: Master data of the Configuration Model

At the conclusion of these exercises you will be able to:

• Check, modify, and use a data model for a configurable product in an
R/3 System
• Check whether the R/3 model is IPC/SCE ready.
NOTE: In the following exercises data is represented and maintained
uniquely for each participant team. For example, the main product in this
course is a configurable personal computer assigned material number
TSPC_PC_##. The symbols ## represent a team or group number, which
range from 01 through 20. The team or group number that you are to use
for this course will be assigned by your instructor.

As a Sales Engineer you are responsible for the configuration model and understand how it operates within
the R/3 environment. It must also be IPC/SCE ready.

3-1 Start the Product Structure Browser (CC04) so you can access product relevant data centrally.
You see various tab strips in the initial screen of the Product Structure Browser. Select the tab
strip for Material. Enter the material TSPC_PC_## and press enter. You will see the relevant data
(e.g. classification, BOMs) for this material.
3-1-1 Double-click on the material TSPC_PC_## at the highest level of the browser structure.
Navigate to the material master data. Examine the Basic Data 2 for the material master. Is
the material configurable?
3-1-2 Now you can navigate back from the material master to the browser. Examine the
classification data of the material by expanding the triangle symbol. Is the material
allocated to a class of the class type 300 (variant class)? What is the name of the class?
Double-click on this variant class and then navigate to the master data for the class. Look
at the master data for the class and then display the characteristics.
3-1-3 In the browser you see the characteristics assigned to this variant class. Write down the
names of the characteristics. Double-click on a characteristic and then use the Value tab to
display the characteristics’ values. Complete the following table:

35
Characteristic Name Description Values plus any Entry
default settings Required
(Y/N)

3-2 Return to the main browser screen. In the browser you see all relevant bills of material for the
configurable personal computer, TSPC_PC_##. Expand the bill of material for TSPC_PC_## in
plant 3200, with usage 1 in the product structure browser.
3-2-1 How many items exist in the BOM? Why are several cases and monitors available even
though only one case and one monitor are required to build the PC?
3-2-2 Double-click on the BOM TSPC_PC_## / 3200 / 1 and then navigate to the master data
for the BOM. Review a number of the dependencies that are allocated to the BOM items
(cases, monitors). What effects are caused by these dependencies?
3-2-3 Return to the BOM item screen. A class node exists in the BOM. Double-click on this
class node and you will get more information about it. What is the name of the class?
What class type does the class have? What objects are allocated to the class? (To see
what objects are allocated, select the class type field and then use Environment -> Objects
to class.) Double-click on each classified material, and you will get the classification
data. What is the value assigned to the characteristic “Keyboard” for each material?
What are the advantages of having a class node in the BOM instead of individual
materials?

36
3-3 Now exit the Product Structure Browser and go into the menu for Variant Configuration. Display
the configuration profile (CU43) for TSPC_PC_##.
3-3-1 How many profiles exist?
Which class type is entered?
What is the profile status?
3-3-2 Examine the class assignment from within the profile. You should see all of the
characteristics used to describe TSPC_PC_##.
3-3-3 Go to the detail data of the profile and select the tab Config. Initial Screen.
What is the setting for the BOM explosion?
Is a process specified?
What is the BOM application?
3-3-4 Are dependencies allocated to the configuration profile? Review one of the dependencies
and determine if you can understand what is to be accomplished.

3-4 The configuration model for the PC has already been set up in the R/3 system. You want to
determine whether the model is IPC/SCE ready.
3-4-1 Display the BOM in the R/3 System (CS03) and check the super BOM for TSPC_PC_##
in plant 3200, usage 1.
Do text items or document items exist in the BOM?
Are all items identified by two unique parameters, i.e. object number (material number,
class name) and item number?
3-4-2 In R/3 check whether any procedures are allocated to characteristics or characteristic
values in the configuration model for the PC.

37
 Unit: Modeling Configurable Products
Topic: Changing the Model

At the conclusion of these exercises you will be able to:

• Change the configurable model in R/3 and reflect those changes in the
corresponding IPC system
• Ensuring a class node compatibility with the IPC

A class node, TSPC_KEYBOARD_NODE, exists in the super BOM of

the PC. In the R/3 System value assignments of relevant characteristics
are passed from the header material to the class node without
dependencies. This is not the case with IPC/SCE. This node-use
restriction can however be removed by maintaining a constraint.

3-5 You are now to modify the BOM for you PC, TSPC_PC_##.

First create a new trading good called TSPC_MONITOR_21L_##. Copy from

TSPC_MONITOR_17L_##. You will need to use the mechanical engineering industry sector,
plant 3200, sales organization 3020, distribution channel 30, and the following views: Basic Data,
Sales Organization and Plant, MRP, ACCOUNTING, and COSTING. Change only the
description (Monitor 21 inch LCD) and the standard price ($640) during the definition/copy.

3-6 Add the new component to your BOM, using item category L and a quantity of 1.

3-7 Add a new value (004) to the characteristic TSPC_MONITOR_## to represent the new
component. Use description: Monitor 21 inch LCD.

3-8 Write a local object dependency that will select the TSPC_MONITOR_21L_## when the value of
004 is assigned to the characteristic TSPC_MONITOR_##.

3-9 Use the simulation transaction (CU50) to check your dependency results. Once you have
assigned the value 004 to the monitor characteristic, use the Result icon to display the BOM
explosion, if requested, specify application PP01.

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 Unit: Sale Configuration Engine (SCE)
Topic: Creating a Knowledge Base and Runtime Version

At the conclusion of these exercises you will be able to:

• Create and change a knowledge base object and its runtime version in
the R/3 System

After you have set up and tested the configurable PC in the R/3 System
you want to create a knowledge base for the PC and a runtime version so
that your product is known to the IPC.

3-10 Create a knowledge basis object (CU31) for your configurable PC, TSPC_PC_##.
Knowledge Base Object: KB_TSPC_PC_##
Language Key: EN (English)
Description: KB for TSPC_PC_##
Status: 1 (Active)
Group:

3-11 Create a profile for your knowledge base object. Click on the Profiles button.
Enter a name for the profile: KB_PROFILE_##
Description: Profile for KB_TSPC_PC_##
Click on the Header icon and enter the following:
Material: TSPC_PC_##
Class type: 300
Save your data.

3-12 Create a runtime version (CU34) for your knowledge base object.
Enter the name of the knowledge base object created above, KB_TSPC_PC_##, followed by the
following data:
Version: 1.0, press enter and on the resulting Basic Data screenenter the following data:
Valid from: Today’s date (defaults)
Status: 1 (Released)
Language Key: EN (English, usually the Logon Language)
BOM Application: PP01

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 In the Classic Dependencies section read the “help” (F1) for the field marked “Incl. Actions
(converted to procedures)”.
Now you are ready to generate the runtime version. To do this simply click the “Generate and
save” icon. During the generation, messages will appear at the bottom of the screen.

3-13 Activate the IPC via CITRIX.

Note:
At this point it is suggested that all students observe the demonstration given by the instructor
illustrating how to logon to CITRIX and identify via the IPC Administrator, the databases used
for this class. Once this is completed and the database has been activated, go into the IPC using
the Desktop UI to bring up an active IPC session.
Once in the active session, you may want to experiment with retrieving your configurable product
TSPC_PC_## and going though a configuration.
Exercises

Unit 4: Sales Pricing Engine (SPE)

Topic: Pricing

At the conclusion of these exercises you will be able to:

• Define the prices for the configurable product and its options
• Write object dependencies to perform pricing
• Identify the differences between the pricing objects in R/3 and IPC
• Use the pricing analysis feature of the IPC
After the configuration model of the configurable PC has been checked
you should check the pricing in both R/3 and the IPC.
In our modeling activity, you review the basic price and value-dependent
surcharges related to the configurable item.

4-1 Create a sales order in R/3 for your configurable product and review its associated pricing results.
Create a sales order (VA01):
Order Type: OR (Standard Order) and press enter to access the overview screen
Sold-to Party: 3333
Purchase Order No.: PO-##
Material: TSPC_PC_##
Order Quantity: 1 and press enter
In the resulting window, select Sales Area: 3020 / 30 / 00
At this point you should see the Characteristic Value Assignment screen for your configurable
product. Make your selections but choose the value for the 17 inch monitor. When you have
assigned all of the values, press the Next Screen icon. You should now be back in the Overview

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 screen, select the line item and click on the Item Conditions icon at the bottom of the screen.
Record the following condition type values:
PR00: __________ (Price)
VA00: __________ (TSPC_MONITOR_17)
On this same screen, click on the Analysis button at the bottom of the screen. Record the name of
the pricing procedure. _________________
Exit from the sales order. DO NOT SAVE THE SALES ORDER!

4-2 Use the IPC to configure and price TSPC_PC_## using exactly the same selections you choose in
the previous activity. Determine the price for the TSPC_PC_## in the IPC. The pricing result
should be the same as the price in R/3.

4-3 The objective of this exercise is to create a price for a new item, that item the
TSPC_MONITOR_21L##. The material was defined in the R/3 system in a previous exericise
but no price was established.
Use the IPC and create a new document. Configure TSPC_PC_## again and choose the monitor
TSPC_MONITOR_21L_##. Activate the pricing analysis feature in the IPC and determine the
pricing procedure in effect for the IPC. What is the pricing procedure? ____________ When
reviewing the analysis you should note that there is no price for the TSPC_MONITOR_21L_##.
The remaining exercises will take you through the steps to create a price for this item.

4-4 Access the R/3 system and create a variant price (VK11). Enter Condition Type VA00 and press
enter. Enter the following data:
Sales Organization: 3020
Distribution Channel: 30
Material: TSPC_PC_##
Variant: TSPC_MONITOR_21L_##
Rate: $410
Save the condition record.

4-5 Create a procedure object dependency (CU01) that will price the new monitor. In this procedure
you will need to use reference characteristic SURCHARGE2, which has already been defined for
table SDCOM, field VKOND.
Dependency Name: TSPC_MONITOR_21LCD_SURCHARGE_##
Description: Monitor Surcharge
Dependency Type: Procedure
Syntax: $SELF.SURCHARGE2 = ‘TSPC_MONITOR_21L_##’ IF TSPC_MONITOR_## =
‘004’
Make sure to run the syntax checker on the dependency.
Save the dependency and change the status to 1 (Released) and save again.
Assign the dependency to the characteristic TSPC_MONITOR_##.
Test your dependency by creating a sales order for your material.

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 Create a sales order (VA01):
Order Type: OR (Standard Order) and press enter to access the overview screen
Sold-to Party: 3333
Purchase Order No.: PO-##
Material: TSPC_PC_##
Order Quantity: 1 and press enter
In the resulting window, select Sales Area: 3020 / 30 / 00
At this point you should see the Characteristic Value Assignment screen for your configurable
product. Make your selections but choose the value for the 21 inch LCD monitor. When you
have assigned all of the values, press the Next Screen icon. You should now be back in the
Overview screen, select the line item and click on the Item Conditions icon at the bottom of the
screen. Record the following condition type values:
PR00: __________ (Price)
VA00: __________ (TSPC_MONITOR_21L_##)
You should have the PR00 showing a price of $900 and the monitor price of $410.
Exit from the sales order. DO NOT SAVE THE SALES ORDER!

4-6 To reflect the price change made in R/3, you must now update your runtime version to make it
available to the IPC.
Update your runtime version (CU35) and enter the following:
Knowledge-Base Object: KB_TSPC_PC_##
Version: 1.0 and press enter and in the resulting Basic Data screen all the fields should default
automatically. Press the Generate and Save icon.

4-7 Test the pricing change in the IPC by configuring material TSPC_PC_## and choosing the 21
inch LCD monitor. Did you get the same pricing results as in R/3? Refer to step 4-5 to see the
values in R/3. The answer should be “NO”. What is the reason? Refer to the powerpoint IPC
Restrictions on Dependencies (1) in Unit 3.

4-8 Correct the pricing inconsistency by re-assigning your pricing object dependency to the profile
instead of the characteristic. To accomplish this, delete the object dependency from the
characteristic by using the change characteristic transaction (CT04). Then re-assign the object
dependency to the configuration profile. To accomplish this, change the configuration profile
(CU42) for your material TSPC_PC_## and re-assign the existing object dependency you created
in step 4-5 to the profile.

4-9 You can now check again the pricing for the 21 inch LCD monitor in R/3 and the IPC. This time
the price will be consistent in both systems.

4-10 Review Question: Consider the Internet Sales Scenario where R/3 is the ERP system. If the
monitor’s price changes from one value to another, what must be done to reflect this change in the
IPC?
A. Create a new Knowledge Base

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 B. Create a new Runtime Version
C. Update the existing Runtime Version
D. None of the Above
Answer: The price is updated by the Middleware automatically. The answer is “d”.

4-11 Test the review question above by going into the R/3 system and changing the PR00 value
(VK12) for your product TSPC_PC_## from its current value to $800. Once the change is
completed, go into the IPC and access your material and look at its base price. The price should
now be $800. This change was automatically handled via the Middleware that connects the R/3
system to the CRM system, where the IPC database resides.

4-12 (Optional)
Assume you are now going to sell a new non-configurable product, a mouse. You can create the
new trading good material (MM01) for the new product TSPC_MOUSE_## by copying from the
existing product TSPC_MONITOR_17_## and changing only the description. Remember to use
industry sector M, plant 3200, sales organization 3020, and distribution channel 30. To get this
new product into your database do you need to create a new KB? The answer is “NO”, it will be
handled automatically via the Middleware. You may test this by using the IPC’s swing UI to
determine if your product is now accessible by the IPC.
Exercises

Unit : IPC IMPLEMENTATION

Topic: IPC Administrator

At the conclusion of these exercises you will be able to:

• Use IPC Administrator Wizard
• Define the IPC database connection
• Execute the IPC Desktop UI
In this unit the emphasis is on the implementation aspects of the IPC.
The current system environment uses a CITRIX solution.
Setting up a database connection by using the IPC Administrator Wizard

5-1 If not already logged into the CITRIX virtual terminal do so now. From the initial window for
CITRIX follow: Start > Programs > SAP Internet Pricing and Configurator > Administrator
Progress through the screens in the sequence displayed starting with START and use the “Next”
button to move forward.

5-2 SERVER, review the screen content to answer the following:

What is the server port number? ________
What time is specified for the number of seconds for the session timeout? _______

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5-3 Create a new database connection in the administrator. Click on the “Add” button and in the
resulting window enter the following data:
Note: This is an example of what will be entered, your actual settings will be provided by your
instructor.
Select: CRM System (Defaults)
Alias: DTZ
Deselect Load Balance
SID: DTZ
Application Server: iwdf9087
System Number: 00
User: TACRM1
Password: ACAD
Client: 800
Click on the “OK” button

5-4 Select your new database entry in the top window and click on the “Log In” button.
Note: There will be no positive confirmation of the Log In, but the “Next” button will now be
activated. Proceed to the “Pricing Engine Parameters” by clicking on the “Next” button.
Review the Pricing Engine Parameters settings:
Where are the Product User Exits located? ____________________________
Which external tax package(s) are supported? __________________________
Select the “Pricing” tab.
Where are the Customer User Exits located? ___________________________

5-5 Proceed to the “Document Parameters” by clicking on the “Next” button.

Enter the following data:
DIS_CHANNEL 30
SALES_ORG 3020
SOLD_TO_PARTY 3333
Press enter and save. Close the window. This completes the parameter and attribute settings that
the IPC will use.

5-6 Activate the IPC Desktop UI: Start > Programs > SAP Internet Pricing and Configurator >
Desktop UI
In the resulting Mode Selector window click on the “Connect Locally” button. You should now
have the Sales Pricing and Configurator window displayed.

5-7 This activity will verify that your product exists in the IPC database.
From the Sales Pricing and Configurator screen select “User Session” and click on the “Create
New Sales Document” icon. In the resulting window you may change your default settings if
desired; otherwise click on the “OK” button.

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 A document identifier number will be displayed. Select this document and click on the “New
Sales Item” icon. In the resulting Product Master Data window, enter your product ID number,
i.e. TSPC_PC_##, and then click on the “Select” button.
Click on your product line and then click on the “Properties” button. Review the data on your
item and then close the Properties window.
Click on your product line and then click on the “OK” button. In the resulting window enter the
appropriate data to configure and price your product. The result of performing this step is to
verify that your product is now existing in the IPC/CRM database and is known to the IPC
configurator and pricing engines.

5-8 Answer the following questions:

What software component of CRM does the downloading of data? ___________
If the configuration model is changed in some fashion, i.e. a new characteristic is added or a new
value is added to a characteristic or a price change is needed, do you need to:
A. Create a new Knowledge Base
B. Create a new Runtime Version
C. Update the existing Runtime Version
Exercises

Unit 6: IPC Integration in CRM Internet Sales

Topic: Integration of CRM

At the conclusion of these exercises you will be :

• Observe the integration of CRM and R/3
• Identify a Web shop and Product Catalogue
• Configure a product on the Web using the IPC in a B2C scenario
A Web shop and catalogue exist
Access to a CRM system available
Access to an R/3 system available

The Sales Engineer has set up the product configuration model. The data has been downloaded into the CRM
database. The web desinger has designed the B2C UI. The Self-Service user surfs the catalogue and
configures the PC product on the web using the IPC. Integration shows the web-created order exits in both
CRM and R/3.

6-1 The first objective of this activity is to create a catalog called ZSHOP_TSPC_##. In the CRM
system follow: Master Data > Product Catalog > Maintain Product Catalog.
Create a new entry called ZSHOP_TSPC_## and enter the following settings:
Product Catalog: ZSHOP_TSPC_##

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 Catalog Type: Manual product assignment
Press the “Create” button
Header
Description: ZSHOP CATALOG ##
English
Basic Data
Valid from: Today
Valid to: One month from today
Variants
Catalog Variant: ZSHOP_VAR_##
Language: English
Description: English Variant
Currency: USD
Sales Organization: O 50000611
Distrib. Channel: 30
Division: 00
Pricing Procedure: RVCXUS
Unit of Meas.type: Base unit of measure
Save your entries.
You must now add an area to your catalog.
Select the catalog name in the overview tree.
Click on the “Create Area” button and select subarea.
Enter ZSHOP_AREA_## and a description of AREA ##.
Now manually add the product(s) to your area:
Double click the catalog subarea and enter your products, TSPC_PC_## and TSPC_MOUSE_##
if you created the optional mouse.
At this point the catalog is created but must be activated and replicated.
Activate all levels of your product catalog (items, catalog area, variant, and the catalog header).
Save your catalog!

6-2 This activity is to create a web shop called ZSHOP_TSPC_##. In the CRM system follow:
Internet Sales > Maintain Web Shop
Create a new entry called ZSHOP_## and enter the following settings:
Web Shop: ZSHOP_##
Usage: B2C Internet Sales
Catalog: ZSHOP_TSPC_##
Variant: ZSHOP_VAR_##

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 Trans. Type: ZIS (Internet Sales)
Sales Office: O 50000611
Country Gp: USA
Contact Pr: 00000015

6-3 Replicate your product catalog content. In the CRM system follow: Master Data → Product
Catalog → Initial Replication. Specify the following parameters for replication:
Product Catalog
Variant
Search Server Relation (VERITY or DRFUZZY)
Publishing Computer ID <server ID> select via F4
Click on the “Execute” icon.

6-4 Start the web browser and go to the specified URL and select your web shop.

6-5 Within your web shop browse your catalog and select your product(s).
Configure and price your product(s) in the web site.
Submit your order and record the generated order number. ___________________

6-6 Access the CRM system and display your order.

6-7 Access the R/3 system and display your order.

6-8 (Optional) Add a picture/image to your PC via the CRM system, material master screen.

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