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Comparison Waterfall

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Understanding the chart

The Comparison Waterfall Chart is a visual representation that allows the display of two sets of data, namely KPI Data and Company Data, side by side. The data presented in this chart is represented as percentages. In this chart, the value of the first price point, known as "Global_List_Price," serves as the basis for comparison, representing 100%. All other data points are calculated and displayed relative to this baseline.

The chart provides support for two distinct modes: Aggregated mode and Drill down mode. In Aggregated mode, the price points are grouped together based on predefined categories. This grouping enables a higher-level overview, allowing users to quickly compare and analyze data within these categories. On the other hand, the Drill down mode provides a more detailed perspective. It enables users to explore all the individual price points included within the categories. In this mode, all the price points and adjustments are displayed and calculated, providing a comprehensive view of the data. From high-level analysis to granular examination of individual price points and adjustments, the Comparison Waterfall Chart is a powerful tool to help you identify areas of improvement to be more competitive against industry peers.

The comparison waterfall enables benchmarking against other companies in order to identify best practices in terms of pricing structure and to identify profit leakage so as to derive levers of improvements.

Percentage of Transactions with Negative Margin

These are calculated with revenue.

Understanding the chart

The bar chart provides a visual representation of key performance indicator (KPI) data, specifically focusing on the percentage of transactions with a negative margin. The X-axis of the chart is divided into three separate bars, representing the bottom quartile, median, and upper quartile. On the Y-axis, the percentage of transactions with a negative margin is displayed.

In addition to the bar chart, a blue reference line is included, which showcases customer data. This reference line corresponds to the average of the customer data available when drilling down into the details. By clicking on the blue line, users can access more detailed customer data categorized by month. This will allow you to see if you are on a correcting trend by month as opposed to a general feel. It may happen that overall you might be doing better but month by month the trend might be telling a different story and you need to be aware of this.

For instance, take company X. While they seem to be working on improving their negative transactions percentage, you can notice that in fact, despite fluctuations, there is an ascending trend which is clearly detrimental.

It is important to note that if the output value is negative, it will be displayed as a zero value. This ensures clarity and prevents confusion when analyzing the chart.

The primary purpose of this chart is to illustrate the revenue share generated by transactions with a negative gross margin during the specified period. This is calculated by dividing the revenue from transactions with a negative margin by the total revenue.

Moreover, this chart serves as a measure of price effectiveness, taking into consideration any price leakage that may have occurred. By examining the percentage of revenue generated from transactions with a negative gross margin, it becomes possible to assess the impact of pricing strategies and identify potential areas for improvement.

To interpret the chart, you can observe the percentage indicated on the Y-axis, which represents the proportion of revenue derived from transactions with a negative gross margin during the specified period. For example, if the chart displays "X% of my revenue came from transactions with a negative gross margin on the period," it signifies that X% of the total revenue was generated from such transactions.

TTM per Unit Realized Price Percent Increase

Understanding the chart

The bar chart is a powerful visualization tool that effectively displays key performance indicator (KPI) data. The Y-axis represents the percentage of per unit realized price increase. This chart provides valuable insights into the performance of the company's pricing strategy.

The blue reference line that displays customer data serves as a benchmark for comparison and allows users to gauge the effectiveness of their pricing strategies relative to customer expectations.

The value shown on the main chart corresponds to the latest available month of data. By drilling down into the chart, you can access detailed customer data on a monthly basis. This feature provides a more granular understanding of customer behavior and allows for targeted analysis and decision-making.

It is worth noting that if the output value is negative, it will be displayed as zero. This ensures that negative values do not skew the overall analysis and presentation of the data.

Overall, the chart effectively presents the actual average percentage increase of the realized price over a specific period. It enables you to analyze whether the realized price has increased or decreased in the last trailing twelve months. This information is crucial for evaluating the effectiveness of pricing strategies, identifying trends, and making informed pricing decisions to drive revenue growth.

Percentage of Deals Outside Guidelines

This is calculated with number of deals.

Understanding the chart

The primary purpose of this chart is to measure the percentage of deals that fall outside guidelines. Deals are considered outside guidelines when the InvoicePrice is less than or equal to the TargetPrice. In cases where no TargetPrice is provided, any deal that deviates from the default approval flow is considered outside guidelines. This information is vital for assessing the effectiveness of deal guidance and approval processes and can help derive corrective actions for improvement.

By analyzing the percentage of deals outside guidelines over time, companies can identify areas for improvement and make informed decisions to enhance their deal guidance and approval processes.

Average Number of Steps in Approval Process

Understanding the chart

The bar chart showcases Customer Data, providing valuable insights into the performance and behavior of customers. The value displayed on the chart corresponds to the average of the customer data available when drilling down into the details.

The main focus of this chart is to display the average number of steps a quote goes through during the approval process. Each step represents a stage or action within the approval workflow. By visualizing this information, companies can assess the efficiency of their approval processes and compare them to industry standards thus optimizing and streamlining the workflow to better reflect the need to quick quoting and deal management.

This analysis helps identify potential bottlenecks or inefficiencies, leading to enhanced productivity and smoother approval processes.

Good to know:

Company Waterfall

Understanding the chart

The Standardized Waterfall chart serves as a powerful tool for analyzing customer data. The chart displays absolute values, providing a clear and accurate representation of the data. It offers two modes of operation to accommodate different analysis needs.

In Aggregated mode, price points are grouped into categories, allowing for a high-level overview of the data. This mode provides a consolidated view of the data, making it easier to identify patterns and trends across different categories.

The Drill down mode is designed for a more detailed analysis. It allows you to delve into subcategories, providing a comprehensive view of all price points and adjustments. This level of granularity enables a thorough examination of the data, facilitating deeper insights and precise calculations.

The data considered for analysis is the trailing twelve months of transaction data. It is important to note that there may be a three-month delay in accessing the most recent data, as explained in the Plasma Dashboards - User Guide. This ensures that the chart reflects the latest available information and maintains anonymity.

By utilizing the Standardized Waterfall chart, you can gain valuable insights into your customer data. You can identify areas of improvement, such as price discrepancies or profit leakage, and derive corrective actions to address these issues. This tool empowers you to make data-driven decisions and optimize your pricing strategies, ultimately improving profitability and efficiency.

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Percentage of Customers to Reach Revenue Deciles

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Understanding the chart

The Pareto chart provided illustrates the relationship between revenue and customers by displaying the percentage of customers needed to cover a certain percentage of revenue across different deciles and serves as a valuable tool for conducting Pareto analysis on customer contributions to revenue.

One example of interpreting the chart is that 20% of the customers are responsible for generating 80% of the revenue. This insight highlights the significance of a relatively small portion of customers in driving a large portion of the company's revenue.

This chart helps you recognise any imbalances in your customer portfolio. If a small percentage of customers are responsible for a significant portion of the revenue, it may indicate a lack of diversity in the customer base or a potential over-reliance on a few key clients. This awareness can prompt you to diversify your customer acquisition efforts and reduce your dependence on a small number of customers to mitigate risks.

Understanding this chart and how you position against industry peers allows you to make informed decisions and take strategic actions to optimize revenue generation and improve overall business performance.

Total Revenue

Understanding the chart

The chart presents key performance indicator (KPI) data. The main purpose is to illustrate the sum of revenue and provide insights into the company's position within the industry.

You can analyse the different bars representing the bottom quartile, median, and upper quartile, and gain a better understanding of where you stand in terms of revenue performance. The quartiles allow for a comparison against industry benchmarks or internal targets, indicating whether your company's revenue falls below, aligns with, or surpasses the industry average.

The inclusion of the blue reference line displaying customer data adds an additional layer of information. It signifies the importance of understanding the customer base and how it contributes to the overall revenue. By clicking on the blue line, you can access detailed customer data on a monthly basis, enabling further pattern, trends analysis, and potential areas for improvement.

The total revenue chart highlights the significance of customer data and offers a drill-down option to delve deeper into the specifics of customer contributions to help yougain insights, make data-driven decisions, and identify opportunities to optimize the revenue generation strategies within the industry.

Number of Sales People TTM

Understanding the chart

Similar in structure, this chart displays the number of unique people who managed transactions in the period shown. It enables you to understand and compare organizations. The less fluctuation you see here, the more stable your business actually is.

Moreover it can help, together with our Sales Compensation capability, to better reward your sales people.

TTM Number of List Price Increases per Product

Understanding the chart

The chart fshows the average number of times a list price is increased per product. It provides valuable insights into how effectively benchmarked companies manage their price increases. The data for list price increases is captured from the local list price at the transaction level for specific product-customer pairs.

By analysing this chart you can understand the frequency of price adjustments and compare your practices with those of benchmarked companies, assessing your pricing strategies and determine whether they are in line with industry standards or need adjustments.

The chart's interpretation is straightforward: on average, a product's list price is increased twice within a trailing twelve-month period providing you with a benchmark to evaluate your own price adjustment frequency. You can assess whether you are implementing price changes too frequently or not frequently enough compared to the average.

Understanding the average number of list price increases per product is essential for effective pricing management. It helps you strike a balance between maximizing revenue and maintaining customer satisfaction. Too many price increases may lead to customer dissatisfaction and potential attrition, while too few increases may result in missed revenue opportunities or falling behind industry trends.

Price Increase Realisation Waterfall

Understanding the chart

The chart presented focuses on illustrating the price increase leakage and serves as a benchmarking tool for evaluating the effectiveness of price increases compared to other companies. The data in the chart is expressed in percentages and revolves around the concept of list price increase and realized price increase. Note that in order to display a comparison waterfall in the chart, it is necessary to capture an increase in company data. In the absence of such data, the chart will only show key performance indicator (KPI) data, resulting in a simple waterfall representation.

The chart incorporates labels for on-invoice discounts, off-invoice discounts, and transaction costs which represent different factors contributing to the price increase leakage. Unlike some of the other charts in Plasma, the drill-down option is disabled for this particular chart, limiting the ability to access further detailed information or explore specific data points.

The chart can be interpreted the following way: Suppose the transactions data indicates that the list price has been increased by $1. This $1 increase serves as the index base of 100%. However, the realised price increase, which reflects the percentage of the price increase effectively passed on to customers, stands at 65%. This means that out of the $1 list price increase, only $0.65 was successfully conveyed to customers, so effectively, the dollar raise is in fact only partial.

By analysing this chart, you can gain insights into your price increase strategies and your ability to capture the desired price adjustments providing you an opportunity to implement improvements to enhance overall profitability.

Percentage of Deals Needing Approvals

This chart is calculated with the number of deals.

Understanding the chart

The chart shows the percentage of deals that are required to go through an approval process. In this context, a "deal" refers to a submitted quote that has been approved.

The blue dotted reference line shows your data and where you position against industry peers.

The chart serves as a tool for evaluating the efficiency of the approval process. By tracking the percentage of deals that require approval, you can assess whether your processes align with industry benchmarks. If a high percentage of deals consistently require approval, it may indicate bottlenecks or inefficiencies in the approval workflow. On the other hand, a low percentage suggests a streamlined process where deals move swiftly through the pipeline.

The main aim here is to identify opportunities for optimizing processes. If your company's approval process lags behind industry standards, it may lead to delays in closing deals and potential revenue loss.

Optimizing the approval process offers several benefits. It reduces the time it takes for deals to move through the pipeline, improving overall sales velocity and increasing the likelihood of closing deals successfully. Faster approvals can also enhance customer satisfaction by providing timely responses and reducing customer wait times. Moreover, optimized processes contribute to increased revenue generation by minimizing delays and maximizing the conversion rate of deals.

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Average Deal Size

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Understanding the chart

This chart showcases key performance indicator (KPI), average deal size, which in this case refers to a monetized sum . The value displayed on the reference line corresponds to the average of customer data, which can be further explored through a drill-down option by clicking on the blue line. This drill-down functionality provides detailed customer data on a monthly basis.

The main focus of this chart is to display and benchmark the average deal size managed during the specified period in terms of revenue. Deals in this context refer to submitted and approved quotes.

Overall, this chart allows for a comparative analysis and provides insights into performance. Additionally, the drill-down option and the inclusion of customer data enable a more detailed examination of factors influencing the average deal size. By leveraging this chart, you can identify areas for improvement, align their deal sizes with industry standards, and make data-driven decisions to enhance revenue generation strategies.