Case Study

Power BI Sales Forecasting Dashboard & ERP Data Integration

Accurate revenue forecasting requires a unified view of the sales pipeline, but a leading machinery provider found their financial targets, forecasted budgets, and actual order receipts trapped in disconnected systems. Traditional forecasting methods simply tallied up projected sales without accounting for the actual probability of a deal closing. Furthermore, when projects were lost, the data vanished without offering strategic insights into why. Seeking to transform their scattered metrics into a reliable single source of truth, they partnered with Artesian Software Technologies to build a centralized, intelligent analytics platform.

We developed a powerful SQL database that automatically extracts massive volumes of regional sales data from their WeClapp ERP via custom Web APIs and web scraping. Leveraging Power BI, DAX, and M Query, we engineered a risk-adjusted forecasting model that multiplies projected sales by their real close probabilities. The result is a dynamic matrix dashboard featuring deep cross-filtering and automated deviation tracking, granting leadership complete, real-time visibility into their machinery pipeline.

Visualisation

Power BI

Database

SQL

Business Logic

DAX

Data Transformation

M Query

ERP Source

WeClapp ERP

Data Extraction

Web Scraping & Web API

The Challenge

  • Siloed ERP Sales Data: Financial targets, forecasted budgets, and actual order receipts were locked in disparate systems, obscuring the complete business picture.

  • Inaccurate Revenue Forecasting: Traditional projections ignored deal close probabilities, rendering overarching revenue forecasts highly unreliable and overly optimistic.

  • Blind Spots in Lost Deals: Sales teams lacked centralized tracking for canceled projects, missing crucial opportunities to learn from competitive losses.

  • Static Reporting Constraints: Users could not independently filter performance metrics by region, sales representative, or specific machinery type.

  • Manual ERP Data Extraction: Pulling raw data manually from the WeClapp ERP was intensely labor-driven, slow, and prone to human error.

Our Solution

  • SQL Data Warehousing & API Ingestion: Engineered a centralized SQL data warehouse utilizing custom Web APIs and scraping scripts to automate massive WeClapp ERP data extraction.

  • DAX Risk-Adjusted Modeling: Authored advanced DAX and SQL logic to calculate risk-adjusted revenue by multiplying projected deals by their historical close probabilities.

  • Automated Matrix Reporting: Developed dynamic Power BI matrix visuals to programmatically calculate and display target versus actual revenue deviations.

  • Interactive Cross-Filtering: Deployed M Query and dimension slicers to enable instantaneous dashboard segmentation by year, region, sales rep, and machine type.

  • Root-Cause Loss Analytics: Developed specialized semantic models to display lost projects by exact causes, like pricing or scheduling delays.

Business Impact

  • Up to 40% Higher Forecasting Accuracy: Executive teams now rely on probability-adjusted forecasting, drastically improving the reliability of corporate financial planning and reducing forecast errors by 40%.

  • Actionable Deal Loss Insights: Categorizing lost projects empowers the sales team to pivot strategies based on concrete competitive data rather than guesswork.

  • 100% Elimination of Data Discrepancies: Consolidating targets, budgets, and actuals into one view eliminated all reporting discrepancies and silos across corporate departments.

  • Instant Target Deviations: Automated matrix calculations instantly highlight exactly where regional results exceed or fall short of financial targets.

  • 20+ Hours Saved Weekly on Reporting: Regional managers and executives now pull custom, granular insights in seconds, saving over 20 hours per week previously spent generating manual IT reports.

Client Testimonial

Our old forecasting method was basically just guesswork. We were adding up potential sales without factoring in the reality of whether a deal would actually close, which made our revenue projections way too optimistic. Artesian came in and completely fixed our pipeline. They built a dashboard that adjusts our revenue targets based on historical win rates, giving us a forecast we can actually trust. Plus, finally having a clear view of exactly why we are losing certain machinery deals has completely changed how our sales team strategizes. — Chief Financial Officer, Heavy Machinery Supplier

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