Merged PR 3221: Adapted lifecycle logic for deals to include offboardings
# Description Adapts deals lifecycle logic by including offboardings from hubspot. It mostly increases the number of churning and inactive states in decrement of active state. I also updated documentation and added an accepted values test. When deploying and refreshing prod, figures in main kpis will be impacted # Checklist - [X] The edited models and dependants run properly with production data. - [X] The edited models are sufficiently documented. - [X] The edited models contain PK tests, and I've ran and passed them. - [NA] I have checked for DRY opportunities with other models and docs. - [NA] I've picked the right materialization for the affected models. # Other - [ ] Check if a full-refresh is required after this PR is merged. Related work items: #22689
This commit is contained in:
Oriol Roqué Paniagua
parent
3faf03c139
commit
d475285461
2 changed files with 111 additions and 29 deletions
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@ -8,7 +8,23 @@ with
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int_core__bookings as (select * from {{ ref("int_core__bookings") }}),
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int_core__unified_user as (select * from {{ ref("int_core__unified_user") }}),
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int_dates_mtd as (select * from {{ ref("int_dates_mtd") }}),
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int_hubspot__deal as (select * from {{ ref("int_hubspot__deal") }}),
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hubspot_deal_offboardings as (
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-- At the moment it's not possible to account for deal reactivation within
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-- hubspot, meaning, once a deal has a cancellation date we'll be considering
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-- it as churned. However, a deal can be reactivated and if so, the
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-- cancellation date might be set up to null, thus loosing the previous
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-- history of offboarding and affecting backwards history. Lastly,
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-- cancellation date not being null is preferred vs. the hubspot deal stage
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-- since an actual churned deal might be in a process of reactivation,
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-- discussing with our colleagues from sales / am teams. In this discussion
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-- period, the stage could be different than cancelled, but still not
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-- reactivated.
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select id_deal, cancellation_date_utc
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from int_hubspot__deal
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where cancellation_date_utc is not null
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),
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booked_days_per_host as (
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select
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id_user_host,
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@ -36,7 +52,7 @@ with
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where h.id_deal is not null
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group by d.date, h.id_deal
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),
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deal_historic_booking_features as (
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deal_historic_features as (
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select
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hhbf.date,
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hhbf.id_deal,
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@ -44,6 +60,17 @@ with
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hhbf.first_time_booked_date_utc,
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hhbf.last_time_booked_date_utc,
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hhbf.second_to_last_time_booked_date_utc,
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hdo.cancellation_date_utc,
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case
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when hhbf.date >= hdo.cancellation_date_utc then true else false
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end as deal_has_been_offboarded,
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case
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when
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date_trunc('month', hdo.cancellation_date_utc)
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= date_trunc('month', hhbf.date)
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then true
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else false
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end as deal_was_offboarded_this_month,
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case
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when hhbf.first_time_booked_date_utc is not null then true else false
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end as deal_has_at_least_one_booking,
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@ -101,6 +128,8 @@ with
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else false
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end as had_previous_booking_more_than_12_months_before_the_last
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from deal_historic_booking_dates hhbf
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left join hubspot_deal_offboardings hdo on hhbf.id_deal = hdo.id_deal
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)
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select
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date,
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@ -109,24 +138,37 @@ select
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first_time_booked_date_utc,
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last_time_booked_date_utc,
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second_to_last_time_booked_date_utc,
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cancellation_date_utc,
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case
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-- 01-New: The deal has been created this month and has not had any booking
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when not deal_has_at_least_one_booking and deal_was_created_this_month
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-- 01-New: The deal has been created this month and has not had any booking.
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-- Additionally, the deal has not been offboarded in hubspot.
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when
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not deal_has_at_least_one_booking
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and deal_was_created_this_month
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and not deal_has_been_offboarded
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then '01-New'
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-- 02-Never Booked: The deal has been created before this month and has not
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-- had any booking
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when not deal_has_at_least_one_booking and not deal_was_created_this_month
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-- had any booking. Additionally, the deal has not been offboarded in hubspot.
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when
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not deal_has_at_least_one_booking
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and not deal_was_created_this_month
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and not deal_has_been_offboarded
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then '02-Never Booked'
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-- 03-First Time Booked: The deal has been booked for the first time and it
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-- has been created this month
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when deal_has_first_booking and has_been_booked_within_current_month
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-- has been created this month. Additionally, the deal has not been offboarded
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-- in hubspot.
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when
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deal_has_first_booking
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and has_been_booked_within_current_month
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and not deal_has_been_offboarded
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then '03-First Time Booked'
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-- 04-Active: The deal has had at least 1 booking in its history and it's
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-- been less than 12 months since the last booking
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-- and is not reactivated and is not FTB
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-- been less than 12 months since the last booking and has not been offboarded
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-- in hubspot and is not reactivated and is not FTB
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when
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deal_has_at_least_one_booking
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and has_been_booked_within_last_12_months
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and not deal_has_been_offboarded
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-- not reactivated
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and not (
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had_previous_booking_more_than_12_months_before_the_last
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@ -135,26 +177,41 @@ select
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-- not FTB
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and not (deal_has_first_booking and has_been_booked_within_current_month)
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then '04-Active'
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-- 05-Churning: The deal has been booked at least once and it's been 12
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-- months since the last booking
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when deal_has_at_least_one_booking and last_booking_was_12_months_ago
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then '05-Churning'
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-- 06-Inactive: The deal has been booked at least once and it's been more
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-- than 12 months since the last booking
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-- 05-Churning: The deal has been offboarded this month. Alternatively, The
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-- deal has been booked at least once and it's been 12 months since the last
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-- booking
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when
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deal_has_at_least_one_booking
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and not has_been_booked_within_last_12_months
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and not last_booking_was_12_months_ago
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(
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deal_has_at_least_one_booking
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and last_booking_was_12_months_ago
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and not deal_has_been_offboarded
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)
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or deal_was_offboarded_this_month
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then '05-Churning'
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-- 06-Inactive: The deal has been offboarded in the past but not this month.
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-- Alternatively, the deal is not offboarded and the deal has been booked at
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-- least once and it's been more than 12 months since the last booking.
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when
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(
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deal_has_at_least_one_booking
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and not has_been_booked_within_last_12_months
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and not last_booking_was_12_months_ago
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and not deal_has_been_offboarded
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)
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or (deal_has_been_offboarded and not deal_was_offboarded_this_month)
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then '06-Inactive'
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-- 07-Reactivated: The deal was churned/inactive but has had a new booking
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-- this month
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-- 07-Reactivated: The deal is not offboarded but was churned/inactive, and
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-- now has had a new booking this month
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when
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had_previous_booking_more_than_12_months_before_the_last
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and has_been_booked_within_current_month
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and not deal_has_been_offboarded
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then '07-Reactivated'
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else null
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end as deal_lifecycle_state,
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has_been_booked_within_current_month,
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has_been_booked_within_last_6_months,
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has_been_booked_within_last_12_months
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from deal_historic_booking_features
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has_been_booked_within_last_12_months,
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deal_has_been_offboarded as has_been_offboarded
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from deal_historic_features
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