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Overview on Marketing Planning and Campaign Management
Overview on TFM and TCM
Target Groups
Trade Promotion Management (TPM)
Overview of CRM TPM
Integration with CRM, R/3, APO & BI
CRM TPM Configuration
Master data set up for TPM scenario
Basic Settings
Trade Promotion Detail Settings
Trade Spend Maintenance
Standard Condition Generation
Condition Technique
Condition Maintenance Group
ERP TPM Configuration
Condition Technique
Pricing for Discounts
Campaign Determination
Rebate Agreements
CRM & BI TPM Integration
Planning Profile group integration with BPS Layouts
Key Figure Planning Baseline / Uplift
TPM Reports integration with BI system
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Standard Reports/FM's/BAPI's in CRM TPM:

DB tables associated

CGPL_PROJECT Project Master containing TPM general details

CRM_JEST Object status table
CRM_MKTPL_ATTR Attribute table containing TPM attribute data
CRMD_MKTPL_COSTA Contains Trade Spend values for TPM
CRMD_MKTPLTP_PCG Details of Product Category associated with TPM
CRMD_MKTPLTP_PGR Details of Product Group associated with TPM
CRMD_MKTPL_PROD Assignment of Product in Marketing Planning TPM

Function Modules associated

MKT_ELEMENT_READ To read details of Trade Promotion like general data

MKT_ELEMENT_STATUS_READ To read TPM user and system status
BAPI_MKTPL_PROD_ASSIGN_READ To get products assigned to TPM
CRM_MKTTG_TG_READ To get accounts in a Target Group
BUPA_HIERARCHY_BW_READ List of accounts in a customer hierarchy
CONVERSION_EXIT_CGPLP_INPUT Conversion of External Project ID to Project
CONVERSION_EXIT_CGPLP_OUTPUT Conversion of Project GUID to External
Project ID
CRM_MAP_SALES_ORG Convert SAP CRM Sales org to ERP sales Org

Class associated

CL_CRM_MKTPL_APPL_BASE - Marketing Projects API for External Usage. Can be

used to extract details of TPM using API.

Enhancement Spot: CRMTPL


What is Fund base Accrual and Event Base Accrual ?

1) What is fund base accrual ? ( SAP CRM TPM Integrated)

2) What is the Event Base accrual ?
3) What is the factor which firms consider before deciding which type of accrual to go for.
Ans: please refer to the onine help:
Marketing Funds Management - Campaign Management - SAP Library
fund based accruals: for fund based accruals the fund usages are created for a fund - the
reference object for the accrual calculation is the fund itself

reference based accruals: for reference based accruals the fund usage is created for the
trade promotion - the reference object for the accrual run is the marketing project that
uses the fund but not the fund itself

The setting needs to be done in the accrual method customizing in the CRM system using the
following IMG path;
SAP Customizing Implementation Guide > Customer Relationship Management > Funds
Management > Accruals > Define Accrual Methods
You will find some additional information using the F1 help of the 'fund based accruals' field
If you want to perform an accrual calculation using the fund usage for this fund once it is
released, select this checkbox. The accrual profiles that use the associated accrual calculation
methods with this checkbox selected are then available at the fund type level to identify how the
fund amount will be accrued.
If you want to accrue amounts using a fund usage from another object (for example, trade
promotion management or market development funds), do not select this checkbox.

TPM: off invoice& status:finished

I'm working on a button, which changes promotion's status from released to finished.
The point is, when promotion is finished (status), buy date changes automatically as
today's date. It works for all spend categories, but it has a problem with off-invoice.
There is an error message about it. It says, can't chance the promotion's status
because of off-invoice. Do you have any idea about it?
Ans: is this issue coming when manually changing the status to 'finished' as well? Can you

manually change the end date to today's date - will this change the discount dates?
If this all is not working, please check if the following note is implemented in your system:
1644003 - Cannot change End Date of a released Off-Invoice Promotion
This note solved similar issues. If the issue is related to the button usage only this may be related
to the way the status is set.
Difference Between Campaign Management and TPM:
1)Campaign Management, Here Market do the Mass camapaign in the specific sales area
regarding theire Products and Brands (Aware ness of new Products or rebuilding the Brand
image ) by spending some Budget.

2) In Trade Promotion, Market makes the Trade agreement ( To sell the Particular Products )
with the Particular BP ( Like Distributor/Whole saler ) by giving the Trade promotional
discounts, if he sells will get the TPM discount with in the planned period .
Basically Campaign is using Mass advertise and TPM is to be targetting to the Particular BP to
sell theire prodcuts by offering promotional discount.
Trade Promotion Management is an activity which is done with the help of your channel
partners. The check here is "trade", which means distributors, retailers, wholesellers, re-sellers
etc. The purpose remain the same like to increase customer base or sale revenues but here the
incentives are given to your channel partner.
For ex; Commision to the wholesaler/distributor for selling 100 cartons for a particaular month.

SAP Trade Promotion Management

As the need to serve the consumers with the best-in-class-products at the most costeffective price points becomes highly competitive, the trade promotions are often the
most effective formats in building brand awareness, nurturing customer loyalty and
improving sales in todays globally networked organizations with complex distribution
channels especially in retail and consumer packaged goods industry.
The IT processes and systems supporting trade promotions are the backbone and are
the integral components, however cant exist in isolation. With the SAP Trade
Promotion Management, companies can streamline their trade promotions by
establishing systems with completely integrated value chain processes. The integrated
processes and systems are those that connect business units, bind together different
functions and departments to create a unified ecosystem.
The following illustrates (See Figure 1) a connected SAP Trade Promotion Management
ecosystem. The central component SAP TPM provides key capabilities to plan, create,
optimize and execute complex trade promotions and all the relevant integral
components shown around support with vital yet indispensable functions in order to
create a sustainable process flow.

To illustrate how, the-sum-is-greater-than-the-parts, here is a distinctive business

scenario designed along the time lines of a characteristic trade promotion. It
essentially summarizes the life-cycle of a trade promotion right from planning to
execution to analysis (See Figure 2).

Trade funds are planned at the headquarter level and are then allotted to
business units to spend on trade promotions. The integration of Funds
Management with the SAP TPM strengthens the functionality. The key account

Managers, product managers and the brand managers at these individual

business units can then create funds plan and link to various trade
promotional activities.
The funds can be grouped and planned for accounts, products, trade spends,
target group, combination of trade spend and product included in the trade
promotion. When planning a specific trade promotion, the managers use the
funds to budget for the planning expenses. It allows respective line managers to
manage administration, distribution, and consumption of funds.
With the central component SAP TPM, a trade promotion can be planned for a
specific time period with the objectives to increase sales, launch a new product,
create brand awareness, and market share. The trade promotions are integrated
with trade deals and agreements. The deals and agreements in SAP TPM are
used as a basis for creating trade promotions they serve as reference points
and guidelines. The trade deals and agreements comprise information such as
accounts, products, dates and trade spends.
The trade promotions encompass information such as intended key account,
planning basis, objective, funds plan, and status. In addition to this, all the
relevant promotion details like dates, products, planning, and casuals are
delivered within the overview of the trade promotion for easy access. If the
business scenario requires to work with large number of trade promotions with
common attributes, templates provides an effective way to manage and can be
used as a basis for trade promotions.
SAP TPM has the capability to optimize the trade promotions to increase its
effectiveness by predicting and simulating the trade promotions for the best
possible scenarios. Trade promotions are mapped to SEM-BPS key figures in
trade promotion planning layouts. It enables the key account managers to
assess optimal combinations of price and merchandising decisions for
subsequent detailed promotion planning.
Here one can define different parameters such as the optimization goal and the
assessment time as well as tactics and price range. The system will then create
all possible combinations of tactics, price points and timing. Based on the
combinations presented by the system, we can choose the scenario(s) we would
like to realize.
Integration of SAP APO with TPM can be very effective in demand planning to
ensure that adequate availability of the products during promotional periods.
In an integrated scenario, pricing condition and rebates are maintained in SAP
ECC and are then downloaded to SAP TPM for further processing. The trade
promotions subsequent processes like billing, logistics and claims settlement
can be handled in SAP ECC. It provides a definitive platform for financial
integration for SAP TPM.
SAP BW/BPS is altogether integrated with SAP TPM and provides the most
effective and comprehensive analytics solution for the trade promotions. Pre
and post trade promotion analytics provide truly delightful insights one can
count on. With this information we can effectively plan, design and launch
successive trade promotions.

The time line representation of the trade promotion connects every functional unit
with the close integration of business processes along the way till successful
realization of it through the system.
With the increased pace of change, its never been more important to understand how
to make these transformations succeed. A system is as good as the integrity of its
value chain processes. SAP Trade Promotion Management provides real insights to
plan, create, execute and analyse trade promotions with the capabilities to optimize
the promotions by predicting and simulating the best possible scenarios.
For consumer packaged goods companies, trade promotions hold strategic as well as
tactic significance and solutions like these SAP Trade Promotion Management are
phenomenally effective and such well-built systems can make a long-lasting impact in
managing trade promotions with the meaningful contributions to the sales along with
additional defined objectives.

Configuring SAP CRM TFM (Trade Fund Management)

Trade Funds Management enables planning, tracking, accruing and controlling of
Trade funds. All trade funds are processed through fund Management via linking
between the TFs (Trade funds) and TPs(Trade promotions/Trade activities). Funds are
used to control trade spends at different level of customer, product and spend type.
This helps manufactures to manage distribution and consumption of Funds.
Funds Management is tightly integrated with other modules like

TFM- Set up Funds plans and Funds


TPM- Create TPs with valid fund plans


ERP Integration- Processing of orders against TPs


FI posting Accrual run and accrual integration back to TP through Check book


Claims Integration All types of claim process

Funds Plan:- Its a framework for the funds setup and defines Validity period,
currency and other attributes that all funds have in common. You can create Funds
Plan as shown below through web UI.

Configurations:SPRO->CRM-> Funds Management->Funds Plans and Funds ->Define Funds plan


Assign Fund types as below:-

Define Fund Transaction type as below.

Fund:- A fund is an object that allocates budgets for a specific customer-product-sales

org(Expense type combination)
A fund is identified by: Funds Plan, Fund Type and Attributes (Account, product,
individual hierarchies and territory).

Budget: It represents an initial fund amount which can use or consumer by TPs.
Budget Distribution is done via Budget posting, budget update or budget transfer.
You can update the budget as using the transaction type: Budget update

Budget Posting is done with status Approved. Otherwise it wont appear in the

Similarly you can do Budget Transfer to exchange budget between funds.

Generally these funds are created on Business partner/ Business partner hierarchy /
Product / Product Hierarchy which can be consumed in the relevant TPs. This will be
determined by fund attributes which are assigned to Fund type in the configurations.
For example: Fund type- Off Invoice, Fund attributes are Account and product

Finally you can link Fund plan to Trade promotion.


I would like to share my knowledge on condition generation in Trade Promotion Management in
SAP CRM. Trade Promotions are discounts that are given to retailers, distributors by CPG
companies for merchandising support.
Trade Promotions are run to increase the sales, launch a new product, and penetrate new markets.
In order to increase the revenue, manufactures rely on providing discounts on products by which
they tend to increase their sales as such their revenues. When the customer places order based on
these promotions the discounts provided for the customer needs to be picked in the sales orders

In CPG industries normally the back end system is SAP ECC. As such the master data like
Customer, Product, and Pricing etc. gets downloaded from ECC to CRM. Since trade promotions
are created in CRM, some important customization settings are required to use the condition type
from ECC to create discount condition records for those condition types in SAP CRM. For this,
the condition maintenance of those condition types needs to be moved from the ECC system to
CRM system.
Conditions Generated In TPM
Four different usage based conditions can be generated in SAP CRM on releasing the trade
promotion. These are

Campaign Determination (CD)

Pricing (PR)
Free Goods (FG).

The conditions generated can be viewed under the Discounts tab of trade promotion.

Campaign determination conditions are generated for determining these promotions in the sales
orders that will be created for the particular customer. Based on the CD conditions, a
promotional discount is consumed in the sales order for the particular customer. In order for a
promotional discount to be determined in a Sales order, the sales order needs to be created within
the promotional dates for the customer/product combination used in the promotion creation.

Moving Condition Maintenance to SAP CRM

In normal scenarios we do not create conditions for condition type that are downloaded from
ECC in CRM (System will not allow the conditions to be created). Condition records for all
condition types & tables created in R/3 are maintained in R/3 itself. But in TPM scenario, we
need to generate the conditions for the above condition types in CRM while releasing a
Promotion. As such we need to move the maintenance of the condition types & tables to SAP
A. This customization setting is done in SAP ECC under, SPROIntegration with Other
SAP Components Customer Relationship Management Basic Functions Data
Exchange Conditions in Customizing for SAP R/3. Or directly maintain in table




Logical system
CH2CLNT600 (e.g.)
CH2CLNT600 (e.g.)

Once these condition types & Condition tables are maintained in this table, they are downloaded
using adaptor object DNL_CUST_CNDALL.
Conditions cannot be generated in ECC for these condition types even if they were defined in
SAP ECC as their maintenance has been moved to SAP CRM.

replicate TPM as per status

I want to replicate a Trade Promotion to ERP for a particular user status 'x'. As per standard, it
gets replicated on status 'released'.
I understand that I have to configure this in status profile of the Promotion for that particlar user
status entry.
Ans: You can easily do it going into the status profile of the trade promotion, double clicking on
the user status 'x' and setting the 'Transfer to ERP' Business Transaction.
TPM-WBS integration for ECC Accruals and Claims Management

we are implementing a TPM scenario where at promotion releasing we generate rebate

agreements in ECC. Accruals are done in ECC and downloaded to CRM. Then in Claims
Management we settle claim with integration with SD billing, so that billing document to pay
customer is generated in SD.
Do we need to activate the integration between TPM and WBS (Project System) in order for the
scenario to work?
Ans: If you are using "Purchasing scenario" in TPM you have to have WBS integration with PS.
If not then, WBS is not mandatory...I think it would be good if you go through the below
mention thread on the same topic which will give you a fair bit of idea and then I am sure you
can take it from there.
Marketing -> TPM -> Agreements -> User status profile
My requirement is - Create user status profile and assign it to Agreements and not to use system status
profile. (CRM 7.0 Ehp 1) I created user status profile through, SPRO->CRM->Marketing->Marketing
Planning and Campaign Management->Basic data->General Settings->Define status profile for user
status. I am not finding option to assign user status profile to agreements through customizing (SPRO). I
tried with the following path 'SPRO->CRM->Marketing->Marketing Planning and Campaign
Management->Basic data->Define Types/Objectives/Tactics' and noticed no option for Agreements.
Ans: As per my requirement, I didn't find config option to assign user status profile to

agreements. I achieved this by adding some custom code in BADI and below are the details,
Field: STSMA = user status profile name

Email not triggered in Campaign execution

Executed below steps:

- Create Target Group having 3 number of BPs
- All BPs have correct data like Email address etc.
- Create Mail form and insert URL for Questionare Survey
- Execute Campaign with communication medium Email , Mentioned Mail Form ID.
- Campaign executed successfully.
Now when i do check in Job , it always display error message " Mail can not be sent to recipient
, Invalid Mail ID"
I checked all configuration steps for SCOT settings and they are well in place.
All BPs in target group having correct mail id as well.
Ans: 1. Has the default domain been maintained? you can check that in SCOT -> Settings ->
Default Domain. or a shortcut key = ctrlshiftF9
2. Check in transaction SICF, for the service name SAPConnect is the logon data correct? double
click on the service name and go to tab Logon Data
Also, Are you using an email id, below the field Form for Email? If yes, please check if that is a
valid Id and also, please try to give some other email id there.

Campaign Determination In Sales Document

1. Introduction
Campaign determination is one of the striking functionality in SAP CRM Marketing. There are
some commonly used functionality in Marketing such as Campaign Automation, Loyalty
Management, Trade Promotion Management, Campaign Planning Profile and several others.
Campaign determination is unveiled topic in K-Shop and so I choose it.
Campaign determination is the process for determining campaign/trade promotions in sales
document e.g. Quotations and Sales order. Campaigns/Trade Promotions are executed for
promoting products with special price or discount for limited time frame and for specific
group of customers. When the sales order is created for this customer campaign/trade
Promotion gets determined automatically with conditions specified in it. Marketing projects
get determined at item level while creating or when sales document is changed. Campaign
specific price is calculated for the product. Campaign determination is controlled using
condition technique. In the SAP Business Information Warehouse effectiveness of campaign
can be evaluated by calculating number of sales orders placed against certain campaign.
There are following limitations for this functionality:

Campaigns/trade promotions cannot be assigned to an order item manually.

Campaign determination takes place in quotation and sales order only.
Campaign determination takes place at item level.
In WEB UI navigation to campaign/trade promotion within a sales document is not

2. Prerequisite

Before we switch to campaign determination below configuration settings should be

available in system to run it successfully.

Connection with back end ECC system via middleware

Middleware setting for replication of transaction data, business partner, product and
condition master data

Define transaction type, item category, pricing procedure, partner det. Procedure,
organization det. Procedure

Basic Campaigns configuration such as define campaign type, tactics, objectives

Segmentation settings for creating target group such as segmentation basis,

segmentation usage, attribute set etc.

Business role and authorization assignments.

3. Configuration Steps
3.1 ECC > Integration with Other mySAP.com Components >Customer Relationship
Management > Basic Functions > Campaign Determination > Maintain Access

3.2 ECC > Integration with Other mySAP.com Components > Customer Relationship
Management >
Basic Functions > Campaign Determination > Maintain Condition Types

3.3 ECC > Integration with Other mySAP.com Components > Customer Relationship
Management > Basic Functions > Campaign Determination > Maintain
Determination Procedure

3.4 ECC

> Integration with Other mySAP.com Components >Customer Relationship

Management > Basic Functions > Campaign Determination > Activate Campaign
3.5 Assign campaign det. Procedure here to combination of sales org, distribution
channel, division, doc pricing procedure and customer pricing procedure.

3.6 Add above defined discount type in pricing procedure defined for document type.
3.7 Download all above condition data in CRM. All these setting can be viewed under
CRM> Basic Functions>Campaign Determination

3.8 CRM Master Data Conditions and Condition Technique Condition Technique: Basics
Create Maintenance Group

3.9 Create target group as per requirement. For more details please refer published
artifacts on segmentation.
3.10 Create a campaign and add TG under Segment assignment block.
3.11 Add product for with campaign is being run. After enterting all other details
the campaign and release it.


3.12 Under discount assignment block, assign discount conditions to product.

3.13 Create quotation for one of customer in TG and make sure you enter same product
which is added in campaign.

3.14 Go to Product detail screen. Campaign got determined and campaign disount also

3.15 Go to price details tab and check price calculation.

3.16 Replicate this sales doc in ECC and check table VBKD for campaign assignment to
sales doc.

ASAP Methodology:
The road map is composed of five well-known consecutive phases:
Phase 1 Project Preparation
Phase 2 Business Blueprint
Phase 3 Realization
Phase 4 Final Preparation
Phase 5 Go-Live and support
In today's post we will discuss the first phase.
Phase 1 : Project Preparation
Phase 1 initiates with a retrieval of information and resources. It is an important time to assemble
necessary components for the implementation. Some important milestones that need to be
for phase 1 include
Obtaining senior-level management/stakeholder support
identifying clear project objectives
architecting an efficient decision-making process
creating an environment suitable for change and re-engineering
building a qualified and capable project team.
Senior level management support:
One of the most important milestones with phase 1 of ASAP is the full agreement and
cooperation of the
important company decision-makers - key stakeholders and others. Their backing and support is
crucial for a
successful implementation.

Clear project objectives:

be concise in defining what your objectives and expectations are for this venture. Vague or
unclear notions of
what you hope to obtain with SAP will handicap the implementation process. Also make sure
that your
expectations are reasonable considering your company's resources. It is essential to have clearly
ideas, goals and project plans devised before moving forward.
An efficient decision making process:
One obstacle that often stalls implementation is a poorly constructed decision-making process.
embarking on this venture, individuals need to be clearly identified. Decide now who is
responsible for
different decisions along the way. From day one, the implementation decision makers and
project leaders
from each area must be aware of the onus placed on them to return good decisions quickly.
Environment suitable for change and re engineering:
Your team must be willing to accept that, along with new SAP software, things are going to
change, the
business will change, and information technology enabling the business will change as well. By
implementing SAP, you will essentially redesign your current practices to model more efficient
or predefined
best business practices as espoused by SAP. Resistance to this change will impede the progress
of your
Building a qualified project team:
Probably the most important milestone early in assembling a project team for the
implementation. If you are

implementing the materials management and plant maintenance modules, you need to include
people from
both of these departments. The team should also represent management as well as non
management or
"functional" personnel. Sometimes management is less aware of the day-to-day functions of an
including how implementing SAP will tactically influence those function

ASAP- Second Phase- Business Blueprint

SAP has defined a business blueprint phase to help extract pertinent information about your
company that is
necessary for implementation. These blueprints are in the form of questionnaires that are
designed to probe
for information that uncovers how your company does business. As such, they also serve to
document the
implementation. Each business blueprint document essentially outlines your future business
processes and
business requirements. The kinds of questions asked are germane to the particular business
function, as
seen in the following sample questions:
1) What information do you capture on a purchase order?
2) What information is required to complete a purchase order?
Accelerated SAP question and answer database:
The question and answer database (QADB) is a simple although aging tool designed to facilitate
the creation
and maintenance of your business blueprint. This database stores the questions and the answers
serves as the heart of your blue print. Customers are provided with a customer input template for

application that collects the data. The question and answer format is standard across applications
facilitate easier use by the project team.

Issues database:
Another tool used in the blueprinting phase is the issues database. This database stores any open
and pending issues that relate to the implementation. Centrally storing this information assists in
and then managing issues to resolution, so that important matters do not fall through the cracks.
You can
then track the issues in database, assign them to team members, and update the database

ASAP Phase- 3 - Realization:

With the completion of the business in phase 2, "functional" experts are now ready to begin
configuring SAP.
The Realization phase is broken in to two parts.
1) Your SAP consulting team helps you configure your baseline system, called the baseline
2) Your implementation project team fine-tunes that system to meet all your business and
requirements as part of the fine tuning configuration.

The initial configuration completed during the base line configuration is based on the
information that you

provided in your blueprint document. The remaining approximately 20% of your configuration
that was not
tackled during the baseline configuration is completed during the fine tuning configuration. Fine
usually deals with the exceptions that are not covered in baseline configuration. This final bit of
represents the work necessary to fit your special needs.

Configuration Testing:
With the help of your SAP consulting team, you segregate your business processes into cycles of
business flows. The cycles serve as independent units that enable you to test specific parts of the
process. You can also work through configuring the SAP implementation guide (IMG). A tool
used to assist
you in configuring your SAP system in a step-by-step manner.

Knowledge Transfer:
As the configuration phase comes to a close, it becomes necessary for the Project team to be selfsufficient
in their knowledge of the configuration of your SAP system. Knowledge transfer to the
configuration team
tasked with system maintenance (that is, maintenance of the business processes after Go-live)
needs to be
completed at this time.

In addition, the end users tasked with actually using the system for day-to-day business purposes
must be

ASAP Methodology - Phase 4 - Final Preparation:

As phase 3 merges into phase 4, you should find yourselves not only in the midst of SAP
training, but also in the midst of rigorous functional and stress testing. Phase 4 also
concentrates on the fine tuning of your configuration before Go-live and more importantly, the
migration of data from your old system or systems to SAP.
Workload testing (including peak volume, daily load, and other forms of stress testing), and
integration or functional testing are conducted to ensure the accuracy of your data and the
stability of your SAP system. Because you should have begun testing back in phase 2, you do
not have too far to go until Go-live. Now is an important time to perform preventative
maintenance checks to ensure optimal performance at your SAP system.
At the conclusion of phase 4, take time to plan and document a Go-live strategy. Preparation for
Go-live means preparing for your end-users questions as they start actively working on the new
SAP system.

ASAP - Phase 5 - Go-live and Support:

The Go-live milestone is itself is easy to achieve; a smooth and uneventful Go-live is another
matter altogether. Preparation is the key, including attention to what-if scenarios related not only
to the individual business processes deployed but also to the functioning of technology

underpinning these business processes and preparation for ongoing support, including
maintenance contracts and documented processes and procedures are essential