Key Concepts & KPIs (Insights Dashboards)

This page explains the main business concepts and KPIs used across the Insights Dashboards. It is written for business users and project teams who want to understand what each metric means and how it is used in analysis, without going into technical formula details.

Time and Scope Concepts

Review Period

Review Period defines the time window used for calculating Revenue, Profit, Margin %, and other KPIs in the dashboards (for example, last 12 months or last year plus running year). It is available as a filter on the following dashboards, where it controls which transactions are included in the Summary table and charts.

Dashboards

• Revenue And Profit

• Customers Overview

• Customer Performance

Time Period (Aggregation)

Time Period defines how time is grouped on time‑based charts. In the Customers Overview dashboard, Time Period works together with Review Period so that KPIs like Revenue and Margin % Over Time are aggregated to the selected period granularity, such as monthly bars and lines.

Customer and Product Hierarchies

Product Hierarchy

Product Hierarchy is an ordered list of product attributes (such as Business Unit, Product Group, Product Line) used to group and filter your data by product structure. You select and order these fields in the Configuration – General Step. This order then drives Product Hierarchy filters and charts like Revenue By Product Hierarchy.

Customer Hierarchy

Customer Hierarchy is an ordered list of customer attributes (such as Region, Customer Group, Customer Class) used to group and filter your data by customer structure. As with Product Hierarchy, you define the fields and their order in configuration, and this structure is reused in dashboard filters and category‑level tables like Revenue and L12M Opportunity by Customer Category.

Ranks

Customer Rank and Product Rank divide customers and products into ordered “buckets” based on their contribution to revenue over a defined period (typically last 12 months). Ranks let you quickly see which customers or products are top contributors (Rank 1) versus lower‑impact segments.

The number of ranks and their reference period are set in the Configuration Step - General Tab , and these settings are then reused in dashboards.

Health Score

Health Score is a composite metric that summarizes how “healthy” a customer is, based on the recent trends in their revenue and profit. It is calculated over the last 12 months and then used in dashboards like Customers Overview and Customer Trends to compare customers or segments at a glance.

In the Key Metrics chart, Health Score is displayed alongside Margin % and Price Realization on a normalized 0–100% scale, providing a single, easy‑to‑read indicator of commercial health for the selected customer or customer group.

Administrators can adjust how much revenue trend versus profit trend contributes to the final Health Score, as well as how the score is split into bands.

Price Realization

Price Realization measures how close the actual realized price (for example, invoice or pocket price) is to the reference list price defined in your configuration. It helps you understand whether you are achieving your intended prices after discounts and adjustments.

On the Customers Overview Key Metrics chart, Price Realization appears as one of the three main bars, enabling you to see at a glance whether the selected customer or segment is paying close to the target price or benefiting from significant discounts.

Pricing Opportunity, Cross Sell, and Opportunities

These KPIs estimate the potential upside with existing customers.

Pricing Opportunity

Pricing Opportunity represents the potential additional revenue that could be captured by improving pricing for a given customer or customer category. It aggregates opportunities such as raising underpriced items or closing gaps between realized and target prices over the last 12 months.

Cross Sell

Cross Sell measures the potential additional revenue from selling more or different products to the same customers. It captures opportunities to expand product penetration, based on historical buying patterns and identified cross‑sell potential over the last 12 months.

Opportunities (Total Opportunity)

Opportunities is the combined monetary value of Pricing Opportunity and Cross Sell for each customer or customer category. It answers the question: “What is the total upside we could capture here if we executed both pricing and cross‑sell initiatives?”.

You can see this breakdown in tables such as Revenue and L12M Opportunity by Customer Category and Revenue and L12M Opportunity by Customer, which summarize the current performance and potential for each segment or individual customer.