About engine outputs

Sales IQ sorts and filters customer, product, and transaction data into actionable summaries aligned with your objective. To generate these summaries, configure and run the following engines that align with your objective:

• Lost Sales (LS). This engine generates a summary of the recent spend pattern for your desired customer and product group combinations. The spend pattern is filtered between defined baseline and evaluation periods.
• Win-Back (WB). This engine generates the spend history for your desired customer and product group combinations, and highlights spending during historical peak year and evaluation periods.
• Contract Compliance (CC). This engine generates a summary of the degree to which contracted volume commitments have been satisfied by shipped volume.
• Cross-Sell (XS). This engine identifies and clusters core customers to define a profile of a customer's expected spending, then matches non-core customers to those profiles.
• White Space (WS). This engine uses XS data outputs to match all inactive customers to a profile based on the available customer data.
• Last Price (LP). This engine generates summary metrics for your desired customer and product ID combinations. These metrics are filtered to a defined baseline time period.
• Targeted Sale (TS). This engine generates an aggregation of historical sales by customer ID and product group. This aggregation is the basis of Sales IQ’s Inventory and Substitution output worksheets.

Run an engine

To run an engine, go to the Engine Runner worksheet and select the Run “_” Engine worksheet action, where “_” is the engine’s abbreviation.

For example, to run the Lost Sales engine, select the Run LS Engine worksheet action.

Depending on your objective, Sales IQ can also sort and filter data into an output worksheet. The INV and SUB output worksheets are based on data outputs from the TS engine.

For more information on output worksheets, read About related data outputs.