Global View dashboard provides customer performance via health score and revenue, pricing and selling opportunity, and overall customer summary.

Portlets

All of the tables/charts are based on Data Source Customer Insights Aggregated Data if not stated otherwise.

Customer Summary

Displays some typical figures regarding a chosen customer or a group of customers.

• Customer displays a list of [Customer ID,(Customer Name)] following a filter group. When no customer is selected, it is left empty.

• Health Score Last 12M is re-calculated by the Trend L12M of the group.

• Pricing Opportunity = ∑ Revenue below target

• Selling Opportunity = ∑ Up Sell + ∑ Cross Sell

• L12M trends are calculated on the monthly basis.

• Note: Data are queried from Datamart.
  
  

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Customers Performance by Health Score Last 12M

Shows relative sizes of customer classification based on Heath Score in the last 12 months.

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Customers Performance by Revenue Last 12M

Shows relative sizes of customer classification based on Revenue in the last 12 months.

Customer Health Summary

Shows Customer's Health calculated based on the difference between two periods. For example, Current YTD and Previous YTD.
It shows correlation between Health Score and revenue, gross margin, volume.

Note:

• Green/red color in the Customer column does not correspond to the Health score. See how it is defined.

• If the revenue data are missing, then Margin % is null and this list of top customers is ordered by Customer ID. (But the customers are still listed because the application cannot resolve missing data on its own.)

Trends

For details on trends see Common Aspects of Dashboards (Customer Insights).

Pricing Opportunity

Shows a list of customers who can be targeted to sell more products and more sales volume. The top of the list represents the highest opportunity, these customers are under the average point in the customers set. The bottom of the list represents the lowest opportunity. (hidden)

• Revenue below target (Evaluate purchased products)

  • If the value > 0, customers have reached the revenue under the average point among the customers set, it indicates the value that customer should obtain to reach the average base.

  • If the value = 0, customers have reached the revenue above the average point among the customers set, they are good customers.

• % Product Buying – Shows how many products (in % ) the customer purchased in the given period.

  • If the value = 100%, the customer purchased full products set presented in the given period. It correlates with Cross Sell Opportunity = 0.

  • If the value < 100%, the customer did not purchase the full products set presented in the given period. It means this customer must have Cross Sell Opportunity > 0.

Selling Opportunity

Shows the total value which can be gained for products that the customer already bought and not bought in the given period.

• Cross Sell (Evaluate non-purchased products)

  • The value that the customer should spend by purchasing a product which they did not buy in the past, but other customers bought it.

  • If the value = 0, the customer bought full products set presented in the given period.

• Up Sell (Evaluate purchased products)

  • The value that the customer should spend more by purchasing a product which they already bought in the past.

  • If the value = 0, the customer purchased products that all are above average point in the customers set.

• Opportunity – This is the total additional value that can be obtained for the customer, evaluate for both purchased and non purchased products.

Inactive Customers

This portlet shows a list of “inactive” customers so that you can identify customers which are marked as active and for which there are no transactions in the chosen time period.
Config Inactive-Customer-classification

• Applied filters: Customer(s), Time filter

• Not applied filters: Customer Rank, Customer Rank Bucket, KPI, Customer Class, Customer Health Score

• Months Inactive = Current Month - Last Active Month

User Inputs

Filter Rules

(*): Only sorts out Customers/Products that have traded in the period, does not affect calculation results.