Win-Back (WB) engine

The Win-Back (WB) engine generates a spend history for each of your desired customer and product group combinations. This engine highlights spending during the historical peak year and evaluation periods.

Configuration

To configure this engine, adjust the following components.

Engine Parameters

To view the parameter settings for this engine, go to the Engine Parameters worksheet. Depending on your user permissions, the worksheet will resemble the following image.

The WB engine uses the following parameters associated with an Action Type Id of WB:

• Evaluation_Periods—Specifies the number of historical aggregation periods used to calculate this action type’s Evaluation time period.
  To view an action type’s Evaluation time period, go to the Aggregated Time Periods worksheet. To update an action type’s Evaluation time period, run the Prep Data and Update Time Periods worksheet action.
• Peak_Year_Periods—Specifies the number of historical aggregation periods used to calculate this action type’s Peak Year time period. The WB engine interprets that the Peak Year starts at the first of the year for the minimum year included in the time period. This ensures the engine only considers full calendar years.
  To view an action type’s Peak Year time period, go to the Aggregated Time Periods worksheet. To update an action type’s Peak Year time period, run the Prep Data and Update Time Periods worksheet action.

Volume Metric

To view the volume metric for this engine, go to the Sales IQ > Engine Config > Sales IQ Transactions Aggregated worksheet. Depending on your user permissions, the worksheet will resemble the following image.

The WB Volume Metric calculated column defines the volume metric used in the WB engine. The following default calculation uses revenue normalized with any applicable currency conversions. Update this calculation as needed.

(CASE WHEN ([Currency Conversion Rate] > 0)
THEN [Currency Conversion Rate]
ELSE 1
END)
* [Revenue]

Product Group

To view how this engine groups products, go to the Sales IQ Products worksheet and navigate to the WB Product Group calculated column. Depending on your user permissions, the worksheet will resemble the following image.

Edit the calculated column to use any available product attributes that best define the product grouping level for the WB engine. This engine excludes products configured with a null value from engine outputs.

Outputs

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

This engine generates results for every Customer Id + Product Group combination observed during the Peak Year and Evaluation time periods. This worksheet contains the following metric fields:

• Peak Year—Calendar year with the maximum volume during the Peak Year time period. The engine measures this volume in the WB Volume Metric.
• Peak Year Avg Volume—Average volume for the aggregation period (weekly or monthly) during the Peak Year time period. The engine measures this volume in the WB Volume Metric.
• Evaluation Avg Volume—Average volume for the aggregation period (weekly or monthly) during the Evaluation time period. The engine measures this volume in the WB Volume Metric.
• Percent Change—Percent change from the Peak Year Avg Volume to the Evaluation Avg Volume. Negative values identify a decline from Peak Year to Evaluation.
• Action Impact—Annualized impact of getting volume back to the Peak Year Avg. This is a calculated column defined as the difference between the Peak Year Avg Volume and the Evaluation Avg Volume, multiplied by the number of aggregation periods per year. Modify this column as needed to create the desired Action Impact metric.
• Current—The Evaluation Avg Volume. Modify this calculated column as needed to capture the best measure of the “Current” state for any actions created.
• Target—The Peak Year Avg Volume. Modify this calculated column as needed to capture the best measure of the “Target” state for any actions created.