Power BI 的商機分析範例:導覽Opportunity Analysis sample for Power BI: Take a tour

商機分析範例概觀Overview of the Opportunity Analysis sample

[商機分析範例] 包含一個儀表板及相關聯的報表,以分析一家具有 2 個銷售通路 (「直接」和「合作夥伴」) 的軟體公司。The Opportunity Analysis Sample contains a dashboard (and associated report) for a software company that has 2 sales channels: direct and partner. 此儀表板由銷售經理所建立,以區域、交易量及通路來追蹤商機與營收。The Sales Manager created this dashboard to track opportunities and revenue by region, deal size, and channel.

銷售經理依賴兩項營收量值:The Sales Manager relies on two measures of revenue:

  • 營收 – 此為業務人員對於營收的預估。Revenue – this is a salesperson’s estimate of what he believes the revenue will be.
  • 要素營收 – 其以營收 x 機率 % 進行計算,且一般認為其可更精確地預測實際銷售營收。Factored Revenue – this is calculated as Revenue X Probability% and is generally accepted as being a more-accurate predictor of actual sales revenue. 機率由交易目前的銷售階段 決定.Probability is determined by the deal’s current Sales Stage.

    • 潛在客戶 – 10%Lead – 10%
    • 評定 – 20%Qualify – 20%
    • 解決方案 – 40%Solution – 40%
    • 提案 – 60%Proposal – 60%
    • 定案 – 80%Finalize – 80%

此範例是系列中的一部分,該系列說明您可如何使用 Power BI 的商業導向資料、報表及儀表板。This sample is part of a series that illustrates how you can use Power BI with business-oriented data, reports and dashboards. 此為來自 obviEnce 的匿名真實資料 (www.obvience.com)This is real data from obviEnce (www.obvience.com) that has been anonymized.

先決條件Prerequisites

您必須先將範例下載為內容套件、.pbix 檔案或 Excel 活頁簿,才能使用範例。Before you can use the sample, you must first download it as a content pack, .pbix file, or Excel workbook.

取得此範例的內容套件Get the content pack for this sample

  1. 開啟 Power BI 服務 (app.powerbi.com) 並登入。Open the Power BI service (app.powerbi.com) and log in.
  2. 在左下角選取 [取得資料]。In the bottom left corner select Get data.

  3. 在顯示的 [取得資料] 頁面上,選取 [範例]。On the Get Data page that appears, select the Samples icon.

  4. 選取 [商機分析範例],然後選擇 [連線]。Select the Opportunity Analysis Sample, then choose Connect.

    取得資料

  5. Power BI 會匯入內容套件,並將新的儀表板、報表及資料集新增到您目前的工作區。Power BI imports the content pack and adds a new dashboard, report, and dataset to your current workspace. 新的內容會以黃色星號標示。The new content is marked with a yellow asterisk.

    Aterisk

取得此範例的 .pbix 檔案Get the .pbix file for this sample

或者,您可以下載此範例為 .pbix 檔案,其設計目的是要用於 Power BI Desktop。Alternatively, you can download the sample as a .pbix file, which is designed for use with Power BI Desktop.

取得此範例的 Excel 活頁簿Get the Excel workbook for this sample

您也可以只下載此範例的資料集 (Excel 活頁簿)You can also download just the dataset (Excel workbook) for this sample. 活頁簿包含的 Power View 工作表可供您檢視及修改。The workbook contains Power View sheets that you can view and modify. 若要查看未經處理的資料,請選取 [Power Pivot] > [管理]。To see the raw data select Power Pivot > Manage.

儀表板告訴我們什麼?What is our dashboard telling us?

我們的銷售經理建立儀表板來追蹤她認為最重要的度量。Our Sales Manager has created a dashboard to track those metrics most important to her. 當她看到值得關注的項目時,她可以選取圖格深入探究資料。When she sees something interesting, she can select a tile to dig into the data.

  1. 公司營收 $20 億而要素營收為 $4.61 億。Company revenue is $2 billion and factored revenue is $461 million.
  2. 商機計數和營收會依照類似的漏斗圖模式:每個後續階段總計遞減。Opportunity count and revenue follow a familiar funnel pattern, with totals decreasing each subsequent stage.
  3. 我們的商機大多位於東部地區。Most of our opportunities are in the East region.
  4. 大商機會比中小型商機產生更多收益。The large opportunities generate more revenue than the medium or small opportunities.
  5. 合作夥伴的大交易比直接銷售產生更多的收益;平均分別為 $8 百萬與 $6 百萬。Partner large deals generate more revenue: $8M on average versus $6M for direst sales.

不論交易歸屬於大型、中型或小型,為了成交都必須付出一樣的心力,因此公司應該深入探討資料以更了解大商機。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.

選取 [由合作夥伴和銷售階段帶動的商機計數] 圖格以開啟報表的第 1 頁。Select the Opportunity Count by Partner Driven and Sales Stage tile to open page 1 of the report.

瀏覽報表的頁面Explore the pages in the report

我們報表第 1 頁的標題為「商機計數概觀」。Page 1 of our report is titled “Opportunity Count Overview.”

  • 東部是我們商機計數最大的地區。East is our biggest region in terms of opportunity counts.
  • 在圓形圖上,逐一選取每個地區以篩選頁面。On the pie chart, select each region one at a time to filter the page. 在每個地區中,合作夥伴都會更積極追求大商機。For each region, partners are pursuing significantly more large opportunities.
  • [由合作夥伴和商機大小帶來的商機計數] 直條圖清楚顯示,大部分的大型商機都是合作夥伴帶動,而更多中小型商機並不是由合作夥伴帶動。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.
  • 在左下方的橫條圖中選取每個 [銷售階段],查看地區計數的差異,並注意即使東部是我們計數最大的地區,[解決方案]、[提案] 和 [定案] 階段中所有 3 個地區都有為數相當的計數。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. 這表示我們在中部和西部有更高的成交率。This means we close a higher percent of deals in Central and West.

我們報表第 2 頁的標題為「營收概觀」。Page 2 of our report is titled “Revenue Overview.”

本頁會採取類似的資料檢視方式,但改由營收的角度而不是計數的角度來看。This page takes a similar look at the data but using a revenue perspective instead of count.

  • 東部不只是商機最大的地區,也是營收最高的地區。East is our biggest region not only in opportunity count but in revenue also.
  • 在篩選由合作夥伴帶動的營收時 (選取右上角圖例中的 [是] ),會顯示 $15 億和 $2.94 億的營收。Filtering by Partner driven (select Yes in the legend in the top right) reveals revenue of $1.5B and $294M. 將這些數據與由非合作夥伴帶動的營收 ($6440 億和 $1.66 億) 進行比較。Compare this to $644B and $166M for non-partner driven revenue.
  • 相較於非合作夥伴帶動的銷售平均營收 6 百萬,若商機是由合作夥伴帶動,則大型帳戶平均營收較高 (8 百萬)。Average revenue for large accounts is larger (8M) if the opportunity is partner driven as compared to 6M for non-partner driven business.
  • 若是由合作夥伴帶動的銷售,大商機的平均營收幾乎是中型商機的兩倍 (4 百萬)。For partner driven business, average revenue for large opportunities is almost double that of medium sized opportunities (4M).
  • 而不論是合作夥伴帶動的銷售及非合作夥伴帶動的銷售,其中小型銷售的平均營收為數相當。Average revenue for small and medium businesses is comparable for both partner driven and non-partner driven business.

顯然我們的合作夥伴在向客戶銷售時表現得更好。Clearly our partners are doing a better job selling to customers. 因此,將更多交易分配給我們的合作夥伴應該是合理的。It might make sense to funnel more deals through our partners.

我們報表第 3 頁的標題為「地區階段計數」。Page 3 of our report is titled "Region Stage Counts"

本頁會採取類似的資料檢視方式,但依地區和階段細分。This page looks at similar data but breaks it down by region and stage.

  • 在篩選東部時 (選取圓形圖中的 [東部] ),顯示東部由合作夥伴帶動及非合作夥伴帶動的商機分配相當平均。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.
  • 大商機最常出現在中部地區,小型商機最常出現在東部地區,而中型商機則最常出現在西部地區。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.

我們報表第 4 頁的標題為「即將出現的商機」。Page 4 of our report is titled “Upcoming Opportunities”

同樣地,我們會檢視類似的要素,但這次會從日期/時間的角度來看。Again, we’re looking at similar factors, but this time from a date/time perspective.

我們 CFO 使用此頁面來管理工作量。Our CFO uses this page to manage workload. 藉由查看依銷售階段和月份區分的營收商機,她可以進行適當的規劃。By looking at the revenue opportunities by sales stage and month, she can plan appropriately.

  • [定案] 階段的平均營收最高。Average revenue for the Finalize stage is the highest. 因此成交是第一要務。Closing these deals is a top priority.
  • 在依月篩選 (選取左邊交叉分析篩選器的月份名稱) 時,會顯示一月的 [定案] 階段有較多大型交易,要素營收為 $7500 萬。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. 反之,二月的 [解決方案] 和 [提案] 階段中大多數是中型交易。February, on the other hand, has mostly medium deals in Solution and Proposal stage.
  • 一般而言,要素營收數字會因銷售階段、商機數與交易大小而變動。In general, the factored revenue numbers fluctuate based on sales stage, number of opportunities, and deal size. 針對這些要素加入篩選 (使用右邊的 [篩選] 窗格) 以探索更深入的資訊。Add filters (using the filter pane on the right) for these factors to discover further insights.

這是安全的作業環境。This is a safe environment to play in. 您一律可以選擇不儲存變更。You can always choose not to save your changes. 但如果儲存了變更,您也可以隨時移至 [取得資料] ,重新複製此範例。But if you do save them, you can always go to Get Data for a new copy of this sample.

下一步:連接到您的資料Next steps: Connect to your data

我們希望本教學已示範 Power BI 儀表板、問與答和報表如何讓您深入了解商機追蹤的資料。We hope this tour has shown how Power BI dashboards, Q&A, and reports can provide insights into opportunity tracking data. 現在輪到您了 — 連接到您自己的資料。Now it’s your turn — connect to your own data. 您可以透過 Power BI 連接到各式各樣的資料來源。With Power BI you can connect to a wide variety of data sources. 深入了解開始使用 Power BI.Learn more about getting started with Power BI.

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