Customer metrics

When you run the XS engine, it populates the Sales IQ > Engine Config > XS Customer Metrics worksheet with summary metrics and attributes for all customers, based on the following:

• Product group
• Cluster Segment settings
• Cluster_Periods
• Active_PG_Volume_Share_Min

Metrics

Each customer in this worksheet has values in the following metric fields and calculated columns:

• Customer Segment—Customer’s cluster segment as defined in the Sales IQ Customers worksheet.
• Active PG Count—Distinct number of active product groups purchased by the customer during the Cluster time period.
• Total Cluster Period Volume—Customer’s total volume spend in the Cluster time period. The engine measures this volume in the XS Volume Metric.
• Ratio Top 1—Volume share of the customer’s top purchased product group against the customer’s Total Cluster Period Volume. The engine measures this ratio in the XS Volume Metric.
• Ratio Top 2—Volume share of the customer’s top two purchased product groups against the customer’s total volume spend.
• Ratio Top 3—Volume share of the customer’s top three purchased product groups against the customer’s total volume spend.
• Ratio Top 4—Volume share of the customer’s top four purchased product groups against the customer’s total volume spend.
• Ratio Top 5—Volume share of the customer’s top five purchased product groups against the customer’s total volume spend.
• Segment Volume Percentile—Percentile rank of the customer’s Total Cluster Period Volume in the Customer Segment.
  For example,

  If the following conditions are met:

  • The engine identifies a Customer Segment value of OEM.
  • The engine assigns a customer to the OEM customer segment.
  • The customer’s Segment Volume Percentile is 0.90.

  Then the customer is in the 90th percentile of all customers in the OEM customer segment ranked by their Total Cluster Period Volume.

• Customer Potential—Total volume potential of the customer. The engine references this value when calculating Action Impact. By default, this value references the customer’s Total Cluster Period Volume. If any additional customer potential data is available, you can update this calculated column to reference it.

Attributes

Each customer in this worksheet also has the following two attributes:

• Is Active—Indicates active customers for the engine to consider in the matching process. The engine may not match all active customers to a profile if an active customer doesn’t overlap with a profile above the Min_Cluster_Overlap threshold.
  The following default calculation flags any customers with a Total Cluster Period Volume greater than 1000. Update this calculation as needed.

  CASE WHEN
  [Total Cluster Period Volume] >= 1000
  THEN 1
  ELSE 0
  END
  

• Is Core indicates core customers for the engine to use in the clustering process. Use this flag to identify customers who meet the following conditions:

  • They purchase at sufficient scale and breadth to be considered ideal.
  • Their spend pattern closely represents their total wallet share spend across applicable products.

  The engine may not match all core customers to a profile if a core customer doesn’t overlap with a profile above the Min_Cluster_Overlap threshold.
  The following default calculation flags active customers at or above the 95th percentile in their customer segment. This means that customers purchased at least five active product groups where the sales are not overly concentrated in their top three product groups. Update this calculation as needed.

  CASE WHEN
  ([Active PG Count] >= 5
  AND [Ratio Top 1] <=.6
  AND [Ratio Top 3] <=.9
  AND [Segment Volume Percentile] >= 0.95
  )
  THEN [Is Active]
  ELSE 0
  END