Power BI 的机会分析示例:教程Opportunity Analysis sample for Power BI: Take a tour

机会跟踪示例 包含一个仪表板(和关联的报表),介绍了具有以下 2 种销售渠道的软件公司: 直接销售合作伙伴销售The Opportunity Tracking Sample contains a dashboard (and associated report) for a software company that has 2 sales channels: direct and partner. 销售经理创建此仪表板以按照区域、成交额和渠道来跟踪商机和收入。The Sales Manager created this dashboard to track opportunities and revenue by region, deal size, and channel.

销售经理依赖于 2 个收入度量值:The Sales Manager relies on 2 measures of revenue:

  • 收入 – 这是销售人员对他认为的未来收入的估计值。Revenue – this is a salesperson’s estimate of what he believes the revenue will be.
  • 系数收入 – 该收入按“收入 X 概率百分比”计算,普遍认为这是对实际销售收入更为准确的预测指标。Factored Revenue – this is calculated as Revenue X Probability% and is generally accepted as being a more-accurate predictor of actual sales revenue. 概率由交易的当前销售阶段所决定。Probability is determined by the deal’s current Sales Stage.
    • 潜在客户 – 10%Lead – 10%
    • 授予资格 – 20%Qualify – 20%
    • 解决方案 – 40%Solution – 40%
    • 提议 – 60%Proposal – 60%
    • 达成 – 80%Finalize – 80%

此示例是一系列教程的一部分,该系列教程阐明如何将 Power BI 与面向业务的数据、报表及仪表板搭配使用。This sample is part of a series that illustrates how you can use Power BI with business-oriented data, reports and dashboards. 这些来自 obviEnce (www.obvience.com) 的真实数据都已进行匿名处理。This is real data from obviEnce (www.obvience.com) that has been anonymized.

备注

还可以仅下载本示例的数据集(Excel 工作簿)You can also download just the dataset (Excel workbook) for this sample. 该工作簿包含你可以查看和修改的 Power View 工作表。The workbook contains Power View sheets that you can view and modify. 若要查看原始数据,请选择“Power Pivot”>“管理”。To see the raw data, select Power Pivot > Manage.

仪表板告诉我们什么?What is our dashboard telling us?

我们的销售经理已创建了一个仪表板,用于跟踪对她而言至关重要的这些指标。Our Sales Manager has created a dashboard to track those metrics most important to her. 当她看到感兴趣的内容时,她可以选择磁贴以进一步研究该数据。When she sees something interesting, she can select a tile to dig into the data.

  1. 公司收入为 20 亿美元,系数收入为 46100 万美元。Company revenue is $2 billion and factored revenue is $461 million.
  2. 机会计数和收入遵循熟悉的漏斗模式,总计在每个后一阶段递减。Opportunity count and revenue follow a familiar funnel pattern, with totals decreasing each subsequent stage.
  3. 大多数机会都在东部区域。Most of our opportunities are in the East region.
  4. 大型机会比中小型机会获得的收入更多。The large opportunities generate more revenue than the medium or small opportunities.
  5. 合作伙伴大型交易能产生更多收入:平均 800 万美元对比直接销售的 600 万美元。Partner large deals generate more revenue: $8M on average versus $6M for direst sales.

由于无论交易被划分为大型、中型还是小型,达成交易所做的工作都是一样的,因此公司应深入挖掘数据,以更多地了解大型机会。Since the effort to land a deal is the same whether the deal is classified as large, medium, or small; our company should dig into the data to learn more about large opportunities.

选择合作伙伴驱动的机会计数和销售阶段磁贴以打开报表的第 1 页。Select the Opportunity Count by Partner Driven and Sales Stage tile to open page 1 of the report.

浏览报表中的各页Explore the pages in the report

报表的第 1 页标题为“机会计数概述”。Page 1 of our report is titled “Opportunity Count Overview.”

  • 就机会计数而言,东部是我们最大的区域。East is our biggest region in terms of opportunity counts.
  • 在饼图上,每次选择一个区域以筛选页面。On the pie chart, select each region one at a time to filter the page. 对于每个区域,合作伙伴都在寻找显著更多的大型机会。For each region, partners are pursuing significantly more large opportunities.
  • “合作伙伴驱动的机会计数和机会大小”柱形图清楚表明,大部分大型机会都是合作伙伴驱动的,而大部分中小型机会则不是。The Opportunity Count by Partner Driven and Opportunity Size column chart clearly shows that most of the large opportunities are partner-driven and more of the small and medium opportunities are not partner-driven.
  • 选择左下方条形图中的每个销售阶段,查看区域计数中的差异。请注意,就计数而言,虽然东部是我们最大的区域,但“解决方案”、“提议”和“达成”阶段这所有 3 个区域的计数也不相上下。Select each Sales Stage in the bar chart in the bottom left to see the difference in regional count and notice that even though East is our biggest region in terms of counts, in the Solution, Proposal and Finalize stages all 3 regions have comparable counts. 这意味着我们在中部和西部的成交百分比更高。This means we close a higher percent of deals in Central and West.

报表的第 2 页标题为“收入概述”。Page 2 of our report is titled “Revenue Overview.”

此页使用收入方面而非计数来研究相似数据。This page takes a similar look at the data but using a revenue perspective instead of count.

  • 东部是我们最大的区域,这不仅体现在机会计数方面,而且还体现在收入方面。East is our biggest region not only in opportunity count but in revenue also.
  • 按合作伙伴驱动筛选(选择图例右上方的)显示的收入是 15 亿美元和 29400 万美元。Filtering by Partner driven (select Yes in the legend in the top right) reveals revenue of $1.5B and $294M. 将此与非合作伙伴驱动的 6440 亿美元和 16600 万美元收入进行对比。Compare this to $644B and $166M for non-partner driven revenue.
  • 如果机会是合作伙伴驱动的,那么针对大客户的平均收入(800 万)比非合作伙伴驱动的收入(600 万)更高。Average revenue for large accounts is larger (8M) if the opportunity is partner driven as compared to 6M for non-partner driven business.
  • 对于合作伙伴驱动的业务,大型机会的平均收入几乎是中型机会(400 万)的两倍。For partner driven business, average revenue for large opportunities is almost double that of medium sized opportunities (4M).
  • 但合作伙伴驱动的和非合作伙伴驱动的小型和中型这两种业务的平均收入却大致相当。Average revenue for small and medium businesses is comparable for both partner driven and non-partner driven business.

很明显,合作伙伴在销售给顾客这方面表现得更好。Clearly our partners are doing a better job selling to customers. 这样就很容易理解漏斗图中通过合作伙伴的交易更多了。It might make sense to funnel more deals through our partners.

报表第 3 页标题为“区域阶段计数”。Page 3 of our report is titled "Region Stage Counts"

此页研究相似数据,但是是按区域和阶段细分说明的。This page looks at similar data but breaks it down by region and stage.

  • 按东部筛选(选择饼图中的东部)显示的是,东部机会在合作伙伴驱动和非合作伙伴驱动之间几乎相等。Filtering by East (select East in the pie chart) reveals that the opportunities in the east are split almost equal between partner driven and non-partner driven.
  • 大型机会在中部区域最常见,小型机会在东部区域最常见,而中型机会在西部区域最常见。Large opportunities are most common in the central region, small opportunities are most common in the east region, and medium opportunities are most common in the west region.

报表的第 4 页标题为“即将到来的机会”。Page 4 of our report is titled “Upcoming Opportunities”

同样,我们也会采用相似的数据,但这一次是从日期/时间的角度来研究。Again, we’re looking at similar factors, but this time from a date/time perspective.

我们的 CFO 使用此页来管理工作负荷。Our CFO uses this page to manage workload. 通过查看按销售阶段和月份划分的收入机会,她可以进行适当规划。By looking at the revenue opportunities by sales stage and month, she can plan appropriately.

  • “达成”阶段的平均收入最高。Average revenue for the Finalize stage is the highest. 达成这些交易是第一优先。Closing these deals is a top priority.
  • 按月份筛选(通过选择左扇区中的月份名称)显示的是,在“达成”阶段,1 月的大型交易比例较高,系数收入为 7500 万美元。Filtering by month (by selecting the month name in the left slicer) shows that January has a high proportion of large deals in the Finalize stage with factored revenue of $75M. 另一方面,在“解决方案”和“提议”阶段,2 月大部分都是中型交易。February, on the other hand, has mostly medium deals in Solution and Proposal stage.
  • 一般来说,系数收入额会基于销售阶段、机会数和交易大小而波动。In general, the factored revenue numbers fluctuate based on sales stage, number of opportunities, and deal size. 针对这些方面添加筛选器(使用右侧的筛选器窗格),进一步研究这些数据。Add filters (using the filter pane on the right) for these factors to discover further insights.

这是一个安全的试验环境。This is a safe environment to play in. 你可以始终选择不保存所做的更改。You can always choose not to save your changes. 但是,如果保存更改,则可以始终转到获取数据来获取本示例的新副本。But if you do save them, you can always go to Get Data for a new copy of this sample.

后续步骤:连接到你的数据Next steps: Connect to your data

本教程讨论了 Power BI 仪表板、问答和报表如何能够帮助深入了解机会跟踪数据。We hope this tour has shown how Power BI dashboards, Q&A, and reports can provide insights into opportunity tracking data. 现在轮到你了 - 连接到你自己的数据。Now it’s your turn — connect to your own data. 借助 Power BI,你可以连接到各种数据源。With Power BI you can connect to a wide variety of data sources. 了解 Power BI 入门的详细信息。Learn more about getting started with Power BI.

下载示例Download samples