Target audience:
This report will be useful for sales leads and marketing staff
Main purpose:
If you find the points of growth inside your customer base and your customer behavior,
Or you are looking forward how to start generating and execute sales pipeline,
Or you are looking for automated instrument for task setup and exaction,
This report will open some additional opportunities for you through segmentation scenarios and simple lists which could be easily exported and share to each sales manager.
Report benefits:
For the first all you need to build such structured report is only one thing – Customer ID and list of customer purchase dates and order amount.
Such additional attributes like products, salespeople, product group or locations are welcome, but all segmentations are based only on first mentioned parameters.
- Segmentation model based on average sales deviations
This report uses average sales amount through all calendar periods and calculates monthly based deviation from it. For the first you’ll understand in which period through sales history your monthly amount is bigger or lower than average. This will navigate you for reasons of such deviation.
Second useful thing – that in addition you’ll see general numbers of customer who are with negative or positive deviation and report automatically link you to the list of such customers by monthly base. So, you could easily use it to setup task for sales and marketing.
- Segmentation model based on first purchase date
First visualization segments customers by their age groups (from first date of purchase till reports “today var”) and average order amounts, so such configuration allow new customers to be competitive in comparison with oldest excluding revenue dependance.
Second visualization segments customers by their purchase interval (how much days ago customer had last order) and classifies them for variety of groups and linked tasks for sales staff. Also generates list of each segmented customers.
Third visualization shows segmentation among Sales teams by customers orders frequency and shows how much customer with “call to action” has each Sales team.
Also, this report provides you with “new” and “recurring” customers analysis and based on purchase interval and orders frequency provide forecast for “Lost” orders and revenue.
All analysis and forecast could be export to a list of each customer segmented group.
- RFY segmentation model based on first purchase date
This report is useful for deeper understanding of you customer channel behavior and future budget forecasting.
For the first it is based on three key points:
R (Reach) – that means what % of your total customers has purchased in the period;
F (Frequency) – means how much orders placed one active customer in average in the period;
Y (Yield) – means how much does one active customer spend per each order in average in the period.
Based on these three parameters reports uses “What-If” scenario with manual input for each and calculates forecast for last two month of the report final year, provides you with additional comments about:
- New active customers;
- New orders;
- New revenue
So, you could manage your sales resources for future planned growth.
At the top of report calculates total RFY Revenue forecast for two months.
- RFY segmentation model based on first purchase – Ranking model
This report uses ranking for 5 categories (from 5 to 1) on Reach, Frequency and Yield numbers and total RFY Rank as sum of them – X axis (starting from 3, ending on 15)
On Y axis uses 15th points segmentation scenario for Revenue ranking.
And inside model are Months with purchases and Customer quantity.
And once again you could easily export list of customers by separated group and work with segmentation scenario using additional slicers (products, sales staff, geography, etc.)
You are welcome to contact me here or in telegram: @oleg_poddubnyy
Hope provided information will be useful for you!
BR,
Oleg
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