d475285461
# 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
217 lines
9 KiB
SQL
217 lines
9 KiB
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__unified_user as (select * from {{ ref("int_core__unified_user") }}),
|
|
int_dates_mtd as (select * from {{ ref("int_dates_mtd") }}),
|
|
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_host as (
|
|
select
|
|
id_user_host,
|
|
created_date_utc,
|
|
lag(created_date_utc, 1) over (
|
|
partition by id_user_host order by created_date_utc asc
|
|
) as previous_booked_date
|
|
from int_core__bookings
|
|
group by id_user_host, created_date_utc
|
|
),
|
|
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_dates_mtd d
|
|
inner join int_core__unified_user h on d.date >= h.created_date_utc
|
|
left join
|
|
booked_days_per_host b
|
|
on h.id_user = b.id_user_host
|
|
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 and has not had any booking.
|
|
-- Additionally, the deal has not been offboarded in hubspot.
|
|
when
|
|
not deal_has_at_least_one_booking
|
|
and 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'
|
|
-- 03-First Time Booked: The deal has been booked for the first time and it
|
|
-- has been created this month. Additionally, the deal has not been offboarded
|
|
-- in hubspot.
|
|
when
|
|
deal_has_first_booking
|
|
and has_been_booked_within_current_month
|
|
and not deal_has_been_offboarded
|
|
then '03-First Time 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 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
|
|
)
|
|
-- not FTB
|
|
and not (deal_has_first_booking 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
|