data-dwh-dbt-project/models/intermediate/kpis/int_kpis__lifecycle_daily_deal.sql

/*
This model provides Month-To-Date (MTD) deal lifecycle based on booking metrics.
Assumes a host will have a deal being filled.

*/
{{ config(materialized="table", unique_key=["date", "id_deal"]) }}
with
    int_core__bookings as (select * from {{ ref("int_core__bookings") }}),
    int_core__user_host as (select * from {{ ref("int_core__user_host") }}),
    int_kpis__dimension_dates as (select * from {{ ref("int_kpis__dimension_dates") }}),
    int_hubspot__deal as (select * from {{ ref("int_hubspot__deal") }}),

    hubspot_deal_offboardings as (
        -- At the moment it's not possible to account for deal reactivation within
        -- hubspot, meaning, once a deal has a cancellation date we'll be considering
        -- it as churned. However, a deal can be reactivated and if so, the
        -- cancellation date might be set up to null, thus loosing the previous
        -- history of offboarding and affecting backwards history. Lastly,
        -- cancellation date not being null is preferred vs. the hubspot deal stage
        -- since an actual churned deal might be in a process of reactivation,
        -- discussing with our colleagues from sales / am teams. In this discussion
        -- period, the stage could be different than cancelled, but still not
        -- reactivated.
        select id_deal, cancellation_date_utc
        from int_hubspot__deal
        where cancellation_date_utc is not null
    ),
    booked_days_per_deal as (
        select
            icuh.id_deal,
            icb.created_date_utc as created_date_utc,
            lag(icb.created_date_utc, 1) over (
                partition by icuh.id_deal order by icb.created_date_utc asc
            ) as previous_booked_date
        from int_core__bookings icb
        inner join int_core__user_host icuh on icb.id_user_host = icuh.id_user_host
        inner join int_hubspot__deal hd on icuh.id_deal = hd.id_deal
        where icuh.id_deal is not null
        group by icuh.id_deal, icb.created_date_utc
    ),
    deals as (
        select
            coalesce(hd.id_deal, h.id_deal) as id_deal,
            min(coalesce(hd.live_date_utc, h.created_date_utc)) as created_date_utc
        from intermediate.int_hubspot__deal hd
        full outer join
            intermediate.int_core__user_host h
            on hd.id_deal = h.id_deal
            and h.id_deal is not null
        where hd.id_deal is not null
        group by 1
    ),
    deal_historic_booking_dates as (
        select
            d.date,
            h.id_deal,
            min(h.created_date_utc) as creation_date_utc,
            min(b.created_date_utc) as first_time_booked_date_utc,
            max(b.created_date_utc) as last_time_booked_date_utc,
            max(b.previous_booked_date) as second_to_last_time_booked_date_utc
        from int_kpis__dimension_dates d
        inner join deals h on d.date >= h.created_date_utc
        left join
            booked_days_per_deal b
            on h.id_deal = b.id_deal
            and d.date >= b.created_date_utc
        where h.id_deal is not null
        group by d.date, h.id_deal
    ),
    deal_historic_features as (
        select
            hhbf.date,
            hhbf.id_deal,
            hhbf.creation_date_utc,
            hhbf.first_time_booked_date_utc,
            hhbf.last_time_booked_date_utc,
            hhbf.second_to_last_time_booked_date_utc,
            hdo.cancellation_date_utc,
            case
                when hhbf.date >= hdo.cancellation_date_utc then true else false
            end as deal_has_been_offboarded,
            case
                when
                    date_trunc('month', hdo.cancellation_date_utc)
                    = date_trunc('month', hhbf.date)
                then true
                else false
            end as deal_was_offboarded_this_month,
            case
                when hhbf.first_time_booked_date_utc is not null then true else false
            end as deal_has_at_least_one_booking,
            case
                when
                    date_trunc('month', hhbf.creation_date_utc)
                    = date_trunc('month', hhbf.date)
                then true
                else false
            end as deal_was_created_this_month,
            case
                when
                    date_trunc('month', hhbf.first_time_booked_date_utc)
                    = date_trunc('month', hhbf.last_time_booked_date_utc)
                then true
                else false
            end as deal_has_first_booking,
            case
                when
                    date_trunc('month', hhbf.last_time_booked_date_utc)
                    = date_trunc('month', hhbf.date)
                then true
                else false
            end as has_been_booked_within_current_month,
            case
                when
                    date_trunc('month', hhbf.last_time_booked_date_utc)
                    + interval '6 months'
                    > date_trunc('month', hhbf.date)
                then true
                else false
            end as has_been_booked_within_last_6_months,
            case
                when
                    date_trunc('month', hhbf.last_time_booked_date_utc)
                    + interval '12 months'
                    > date_trunc('month', hhbf.date)
                then true
                else false
            end as has_been_booked_within_last_12_months,
            case
                when
                    date_trunc('month', hhbf.last_time_booked_date_utc)
                    + interval '12 months'
                    = date_trunc('month', hhbf.date)
                then true
                else false
            end as last_booking_was_12_months_ago,
            case
                when
                    date_trunc('month', hhbf.second_to_last_time_booked_date_utc)
                    + interval '12 months'
                    < date_trunc('month', hhbf.last_time_booked_date_utc)
                then true
                else false
            end as had_previous_booking_more_than_12_months_before_the_last
        from deal_historic_booking_dates hhbf
        left join hubspot_deal_offboardings hdo on hhbf.id_deal = hdo.id_deal

    )
select
    date,
    id_deal,
    creation_date_utc,
    first_time_booked_date_utc,
    last_time_booked_date_utc,
    second_to_last_time_booked_date_utc,
    cancellation_date_utc,
    case
        -- 01-New: The deal has been created this month.
        -- Additionally, the deal has not been offboarded in hubspot.
        when deal_was_created_this_month and not deal_has_been_offboarded
        then '01-New'
        -- 02-Never Booked: The deal has been created before this month and has not
        -- had any booking. Additionally, the deal has not been offboarded in hubspot.
        when
            not deal_has_at_least_one_booking
            and not deal_was_created_this_month
            and not deal_has_been_offboarded
        then '02-Never Booked'
        -- 04-Active: The deal has had at least 1 booking in its history and it's
        -- been less than 12 months since the last booking and has not been offboarded
        -- in hubspot and is not reactivated and is not FTB
        when
            deal_has_at_least_one_booking
            and not deal_was_created_this_month
            and has_been_booked_within_last_12_months
            and not deal_has_been_offboarded
            -- not reactivated
            and not (
                had_previous_booking_more_than_12_months_before_the_last
                and has_been_booked_within_current_month
            )
        then '04-Active'
        -- 05-Churning: The deal has been offboarded this month. Alternatively, The
        -- deal has been booked at least once and it's been 12 months since the last
        -- booking
        when
            (
                deal_has_at_least_one_booking
                and last_booking_was_12_months_ago
                and not deal_has_been_offboarded
            )
            or deal_was_offboarded_this_month
        then '05-Churning'
        -- 06-Inactive: The deal has been offboarded in the past but not this month.
        -- Alternatively, the deal is not offboarded and the deal has been booked at
        -- least once and it's been more than 12 months since the last booking. 
        when
            (
                deal_has_at_least_one_booking
                and not has_been_booked_within_last_12_months
                and not last_booking_was_12_months_ago
                and not deal_has_been_offboarded
            )
            or (deal_has_been_offboarded and not deal_was_offboarded_this_month)
        then '06-Inactive'
        -- 07-Reactivated: The deal is not offboarded but was churned/inactive, and
        -- now has had a new booking this month
        when
            had_previous_booking_more_than_12_months_before_the_last
            and has_been_booked_within_current_month
            and not deal_has_been_offboarded
        then '07-Reactivated'
        else null
    end as deal_lifecycle_state,
    has_been_booked_within_current_month,
    has_been_booked_within_last_6_months,
    has_been_booked_within_last_12_months,
    deal_has_been_offboarded as has_been_offboarded

from deal_historic_features