White Space (WS) engine

The White Space (WS) engine uses XS engine outputs to match all inactive customers to a profile based on the available customer data.

Configuration

The WS engine reuses the same XS Volume Metric, XS Product Group, and Cluster Segment settings defined as part of the XS engine’s configuration. To configure settings specific for the WS engine, go to the Sales IQ Customers worksheet. Depending on your user permissions, the worksheet will resemble the following image.

The WS engine uses the following Matching Attribute and Matching Value calculated columns in this worksheet to determine how to match inactive customers with profiles created from the XS engine. For an effective matching process, make sure any attributes and values referenced by the columns will populate data for both active and inactive customers in this worksheet.

• Matching Attribute 1, 2, 3, & 4—Configure these calculated columns with qualitative/string customer attributes for the engine to use in the matching process. The engine does not use attributes left empty.
• Matching Value 1, 2, 3, & 4—Configure these calculated columns with quantitative/numeric customer attributes for the engine to use in the matching process. The engine does not use values left empty.

Outputs

To view the results of running the WS engine, go to the WS Engine Output worksheet. Depending on your user permissions, the worksheet will resemble the following image.

This engine generates results for every inactive Customer Id + active Product Group combination. This worksheet contains the following metric fields:

• Cluster Median Ratio—Median volume share for the corresponding XS product group across all core customers in the corresponding profile.
• Customer Ratio—Volume share for the corresponding product group against the corresponding customer’s Total Cluster Period Volume.
• Ratio Gap—Ratio of the difference between the Customer Ratio and the Cluster Median Ratio, to the Cluster Median Ratio. Negative values identify a Customer Id + XS Product Group combination where the Customer Ratio exceeds the Cluster Median Ratio.

• Customer Potential—Total volume potential of the customer. For more information, read Customer metrics.
• Action Impact—Annualized impact of getting volume back to the Baseline Avg. This is a calculated column defined as the difference between the Cluster Median Ratio and the Customer Ratio, multiplied by the Customer Potential. Modify this column as needed to create the desired Action Impact metric.
• Current—The Customer Ratio. Modify this calculated column as needed to capture the best measure of the “Current” state for any actions created.
• Target—The Cluster Median Ratio. Modify this calculated column as needed to capture the best measure of the “Target” state for any actions created.