Customer Margin Decomposition Waterfall Chart illustrating Customer Margin Decomposition in % of Gross Revenue or Value in EUR % of Gross Revenue or Cost and Margin Decomposition dimensions: Gross Revenue, Invoice Discounts, Surcharges, Accrued Discounts, COGs, Direct Costs, Pocket Margin (X-axis) The filters set in the filter bar Additional buttons in quadrant allow displaying revenue by currency value or gross % Customer Discount Breakdown Stacked Column chart illustrating Customer Discount Breakdown (Invoice Discounts or Accrued Discounts) in % of Gross Revenue or Value in EUR % of Revenue (Y-axis) and Discounts of selected customer compared to parent-customer segment (X-axis) The filters set in the filter bar and radio buttons apply. Additional filter bar allows display of results by Invoice Discount or Accrued Discount. Additional radio buttons in quadrant allow displaying revenue by gross % Profit and Loss % Point Difference Benchmark Customer versus parent-customer segment % point difference displayed as Scorecard or Column Chart Scorecard Column 1: KPI Scorecard Column 2: Values Scorecard Column 3: % Revenue Scorecard Column 4: Segment % Revenue Scorecard Column 5: % difference Column Y-axis: % point difference Column X-axis: KPI The filters set in the filter bar Additional radio buttons allow user to view data in table or chart format. Customer Margin and Revenue Trends Line illustrating Gross Revenue / Pocket Margin / Discount % by Week or Month Revenue (EUR) (Y-axis) and the last 12 weeks or months (X-axis) The filters set in the filter bar apply. Additional radio buttons in quadrant allow displaying data by the last 12 weeks or months. Customer 360 The Customer 360 dashboard analysis is a dashboard providing a 360 view of a customer’s key performance. It enables sales managers, sales representatives and other users to answer the following questions: Which products should I recommend to my customer and what level of revenue and margin should I aim for? What is the year to date revenue growth% compared to last year? What is the projected revenue performance compared to last year? What is my customer’s revenue and pocket margin and what discounting have we been offering recently? How satisfied and engaged is my customer? What is the lifetime value of my customer? What are my most recent interactions with my customer?
90+ Revenue History by Division Display of revenue history by product division for the selected customer Product Division Revenue and Margin History Display of pocket margin and revenue for the selected customer Pocket Margin Revenue Discount % History (Discount % Revenue) Display of discount history for the selected customer Discount % (Y-axis) and Months (X-axis) Opportunities Display of the number of opportunities in status Open, Lost, Won Number of Opportunities (Y-axis) and Quarter Latest 10 Events Display of latest 10 events for the selected customer Column 1: Event Column 2: Identifier Column 3: in Euro Column 4: Date Sell Recommendations Display of cross-selling recommendations for the selected customer Column 1: Product Column 2: Expected Revenue Column 3: Buying Probability Open Transactions Display of selected Customer Transactions Open Opportunities (previous 365 days) Open (previous 365 days) Open Sales Contracts Recent Orders (previous 60 days) Open Orders (previous 365 days) Open Quotations (previous 365 days) Open Activities (previous 365 days)
factor is determined by purchasing behavior of similar customers. Churn Probability The probability that the relationship with the customer will cease to continue. This factor is determined by the churn rates of the other customers in the same market segment. ERP Relationship Analysis – Sales Cost of Goods Sold Cost of Goods Sold is the direct costs of the production or purchase of the goods ERP Margin Decomposition Margin Decomposition, Customer Margin Decomposition Cost of Goods Sold (%) Cost of Goods Sold expressed as percentage of revenue ERP Margin Decomposition, Customer Margin Decomposition Customer Lifetime The customer lifetime (CLV) represents the estimated value of a customer during the whole business relationship time in a specific market segment ERP Relationship Analysis – Sales, Stratification Customer Spend See Revenue Direct Costs Any costs that can be directly attributable to customer and product other than CoGS ERP Margin Decomposition Margin Decomposition, Customer Margin Decomposition Direct Costs (%) Direct expressed as percentage of revenue ERP Margin Decomposition, Customer Margin Decomposition Discounts (%) Discounts expressed as percentage of the revenue ERP Margin Decomposition, Customer Margin Decomposition, Customer 360 Duration Time since the first billing document was created for the Customer ERP Relationship Analysis – Expected Margin The margin of the gap in system currency ERP White Space Analysis Expected Volume The value of Expected Sales Volume during a period CRM Relationship Analysis – Presales Gross Margin Gross Margin is Invoice Revenue minus Cost of Goods Sold. However, the costs included in this definition can be configured by the customer. ERP Relationship Analysis – Scorecard, Margin Decomposition