251 lines
10 KiB
SQL
251 lines
10 KiB
SQL
/*
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This model provides Month-To-Date (MTD) deal lifecycle based on booking metrics.
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Assumes a host will have a deal being filled.
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*/
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{{ config(materialized="table", unique_key=["date", "id_deal"]) }}
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with
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int_core__bookings as (select * from {{ ref("int_core__bookings") }}),
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int_core__user_host as (select * from {{ ref("int_core__user_host") }}),
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int_kpis__dimension_dates as (select * from {{ ref("int_kpis__dimension_dates") }}),
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int_kpis__dimension_deals as (select * from {{ ref("int_kpis__dimension_deals") }}),
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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, hubspot_deal_cancellation_date_utc as cancellation_date_utc
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from int_kpis__dimension_deals
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where hubspot_deal_cancellation_date_utc is not null
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),
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booked_days_per_deal as (
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select
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icuh.id_deal,
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icb.created_date_utc as created_date_utc,
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lag(icb.created_date_utc, 1) over (
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partition by icuh.id_deal order by icb.created_date_utc asc
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) as previous_booked_date
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from int_core__bookings icb
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inner join int_core__user_host icuh on icb.id_user_host = icuh.id_user_host
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-- Ensure only Platform deals are considered (exclude API deals)
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inner join
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int_kpis__dimension_deals ikdd
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on icuh.id_deal = ikdd.id_deal
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and ikdd.client_type = 'PLATFORM'
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where icuh.id_deal is not null
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group by icuh.id_deal, icb.created_date_utc
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),
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deals as (
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select
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ikdd.id_deal,
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ikdd.client_type,
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ikdd.is_deal_in_hubspot,
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ikdd.effective_deal_start_date_utc as created_date_utc
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from int_kpis__dimension_deals ikdd
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),
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deal_historic_booking_dates as (
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select
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d.date,
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ikdd.id_deal,
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ikdd.is_deal_in_hubspot,
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min(ikdd.client_type) as client_type,
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min(ikdd.created_date_utc) as creation_date_utc,
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min(b.created_date_utc) as first_time_booked_date_utc,
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max(b.created_date_utc) as last_time_booked_date_utc,
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max(b.previous_booked_date) as second_to_last_time_booked_date_utc
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from int_kpis__dimension_dates d
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inner join deals ikdd on d.date >= ikdd.created_date_utc
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left join
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booked_days_per_deal b
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on ikdd.id_deal = b.id_deal
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and d.date >= b.created_date_utc
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group by d.date, ikdd.id_deal, ikdd.is_deal_in_hubspot
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),
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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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hhbf.is_deal_in_hubspot,
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hhbf.creation_date_utc,
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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 when hhbf.client_type = 'API' then true else false end as is_api_deal,
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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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case
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when
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date_trunc('month', hhbf.creation_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_created_this_month,
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case
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when
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date_trunc('month', hhbf.first_time_booked_date_utc)
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= date_trunc('month', hhbf.last_time_booked_date_utc)
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then true
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else false
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end as deal_has_first_booking,
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case
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when
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date_trunc('month', hhbf.last_time_booked_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 has_been_booked_within_current_month,
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case
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when
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date_trunc('month', hhbf.last_time_booked_date_utc)
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+ interval '6 months'
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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 has_been_booked_within_last_6_months,
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case
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when
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date_trunc('month', hhbf.last_time_booked_date_utc)
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+ interval '12 months'
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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 has_been_booked_within_last_12_months,
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case
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when
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date_trunc('month', hhbf.last_time_booked_date_utc)
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+ interval '12 months'
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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 last_booking_was_12_months_ago,
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case
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when
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date_trunc('month', hhbf.second_to_last_time_booked_date_utc)
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+ interval '12 months'
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< date_trunc('month', hhbf.last_time_booked_date_utc)
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then true
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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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id_deal,
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creation_date_utc,
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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.
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-- Additionally, the deal has not been offboarded in hubspot.
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when
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deal_was_created_this_month
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and not deal_has_been_offboarded
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and is_deal_in_hubspot
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then '01-New'
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-- 02-Never Booked: The deal is not API, has been created before this month
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-- and has not had any booking. Additionally, the deal has not been offboarded
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-- 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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and not is_api_deal
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and is_deal_in_hubspot
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then '02-Never Booked'
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-- 04-Active:
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-- The deal is API, is not New and has not been offboarded
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-- The deal is not API and 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 and has not been offboarded
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when
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-- API deals --
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is_api_deal
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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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and is_deal_in_hubspot
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-- Platform deals --
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or (
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not is_api_deal
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and deal_has_at_least_one_booking
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and not deal_was_created_this_month
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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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and has_been_booked_within_current_month
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)
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and is_deal_in_hubspot
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)
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then '04-Active'
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-- 05-Churning: The deal has been offboarded this month.
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-- Alternatively, The
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-- deal has been booked at least once and it's been 12 months since
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-- the last
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-- 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 last_booking_was_12_months_ago
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and not deal_has_been_offboarded
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and not is_api_deal
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)
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or deal_was_offboarded_this_month
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and is_deal_in_hubspot
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then '05-Churning'
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-- 06-Inactive: The deal has been offboarded in the past but not this
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-- month.
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-- Alternatively, the deal is not offboarded and the deal has been
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-- 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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and not is_api_deal
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)
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or (deal_has_been_offboarded and not deal_was_offboarded_this_month)
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and is_deal_in_hubspot
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then '06-Inactive'
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-- 07-Reactivated: The deal is not offboarded but was
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-- 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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and not is_api_deal
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and is_deal_in_hubspot
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then '07-Reactivated'
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else '99-Not in HubSpot'
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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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deal_has_been_offboarded as has_been_offboarded
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from deal_historic_features
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