Dashboard Watcher Use Case 1: Churn Risk (Actionable Insights)
- Jan Panoušek
On this page you can find three example use cases – in each of them you create a Watcher from a dashboard that will detect revenue-related issues.
Sales Insight: Period over Period Dashboard
In this use case, a Sales Rep who is responsible for Class A customers wants to be alerted when there is a high churn risk, i.e., that there are customers generating low revenue over a defined period of time.
The Watcher will create an Action for the Sales Rep showing decreasing revenue trend from a certain SI Dashboard portlet.
Configuration
Go to Dashboards and select the SI Period-over-Period Dashboard.
Click Create > Create Watcher.
The Data Scope step of your new Watcher will open.
Data Scope
The inputs show Revenue represented by the Invoice Price on a data set from the last 24 months (e.g., from 2021-M01 to 2023-M12) and comparing the last 12 months with 12 months in the previous period (e.g., 2022-M04 -> 2021-M04). If the difference is higher than 0, it is a positive increase in Revenue. If it is 0, it is stale. If it is below 0, it means a negative Revenue trend. Data is filtered on a specific Customer Group which this user Sales Rep is specifically responsible for.
In the Data Filter section, make the following settings:
MeasureType = Single Column
IntervalSize = Month
UserCurrency = EUR
CustomerGroup = A (Customer Class)
FinalInterval = Latest Whole Interval
MeasureColumn = InvoicePrice
DisplayIntervals = 24
TrailingDistance = 12
InputChangeDetectionCache = RatioType = changedTo = Price Realization %
changedFrom = Custom
IntervalSize = changedTo = Month
changedFrom = Month
FinalInterval = changedTo = Latest Whole Interval
changedFrom = Latest Whole Interval
Click Continue.
Detection Rules
Click Add Rule and select:
Change from Prior period to Actual as the column,
less than or equal to as the condition,
0 as value.
Set the scheduler to start from today and run the Watcher once a month.
When there is a negative change detected, it means the previous period generated a higher revenue than the current period. That is an indicator of a decreasing trend.
Action Definition
Create one Action for one assignee when at least one row matching the Detection Rules is detected.
Click Add Action.
In the Summary field, type Investigate Churn Risk.
In Description type A risk of churn has been detected.
In Due Date select Same day next month.
In Assign to select Sales Rep.
As Dashboard select CustomerInsights_GlobalView.
Click Apply.
Summary
Review the results and submit the Watcher for approval.
Sales Insight: Revenue per Region – WAP Deviation
In this use case, a Sales Manager responsible for sales in Europe wants to be alerted when there is a high difference between prices of products sold in different countries. Low prices in a specific Country could mean a sub-optimal pricing strategy which can have negative impact on overall profit.
An Action will be created for Sales Manager showing a country where there is a deviation from the weighted average.
Data Scope
In the Data Filter section, make the following settings:
KPI = Deviation from weighted average price
Currency = EUR
Product(s) = Food (Business Unit)
General Filter = "PricingDate" between "3 months ago" and "Today"
Display world map = false
Continent = Europe
Click Continue.
Detection Rules
Click Add Rule and select:
Series 1 as the column,
less than as the condition,
0 as value.
Set the scheduler to start from today and run the Watcher once a month.
Any value above 0 means there is a price diference in another Country. Countries with higher deviation than a certain threshold or above 0 can become suspect of regional discount or service strategy which can have negative effect on global profit generated in Europe.
Action Definition
Sales Manager for Europe should be alerted about specific countries not meeting the overal continental pricing strategy. Regional Sales Reps can be alerted by subsequent Actions to improve the pricing strategy in a specific country. There can also be specific government taxes, changed exchange rates or regional shipping costs which have negative impact and have to be adjusted to the pricing strategy.
Click Add Action.
In the Summary field, type Invoice Price between Countries is below average.
In Description type A Weighted Average Price in a specific Country was found for the previous last 3 months. Please, revise the pricing strategy for this country.
In Due Date select in N months: 1.
In Assign to select Sales Manager.
As Dashboard select SI Regional Revenue and Margin.
Click Apply.
Summary
Review the results and submit the Watcher for approval.
Sales Insight: Low Product Revenue Performance
In this use case, a Pricing Analyst wants to be informed when there is a product added to the Low margin performance bucket.
Configuration
Go to Dashboards and select the SI Outliers Dashboard.
In the Best & Worst Products Performance portlet, click Create > Create Watcher.
The Data Scope step of your new Watcher will open.
Data Scope
In the Data Filter section, make the following settings:
Top Product(s)/ Customer(s) = 100
General Filter = [criteria:[[end:[value:$today, _constructor:RelativeDate], start:[value:-12m, _constructor:RelativeDate], operator:between, fieldName:PricingDate]], operator:and, _constructor:AdvancedCriteria]
Click Continue.
Detection Rules
Click Add Rule and select:
Category as the column,
equals (match case) as the condition,
Low as value.
Click Add Rule again to add another rule and select:
Total products as the column,
greater than as the condition,
0 as value.
Set the scheduler to start from today and run the Watcher once a month.
Action Definition
Click Add Action.
In the Summary field, type New Products in Low bucket detected.
In Description type These products have Low Revenue performance for more periods. Remove these products or start campaign to sell them more.
In Due Date select in N weeks: 2.
In Assign to select Pricing Analyst.
As Dashboard select SI Outliers Dashboard.
Click Apply.
Summary
Review the results and submit the Watcher for approval.