% Healthy Accounts​

 

Purpose/Value

The % Healthy Accounts helps answer the following question:

• What percentage of our key accounts will we be able to upsell/cross-sell?

 

The score for health is based on three separate factors in Revegy:

1. Customer Value - Typically tracked based on the grid or scorecard within the plan

2. Relationship Score - Tracked based on the Relationship Map (contacts and how contacts are managed)

   • Note: Map attributes like Organizational Level and Relationship Strength are scored and normalized on a scale of 100

3. Tasks - From the internal action plan (GOA)

 

Each factor has a score of 100 (they are aggregated to form the Health Score out of 100)

 

High	≥ 67
Medium	between 34-66
Low	≤ 33

 

Blind Spots Addressed

• Which accounts to focus on?

• Why an account is not performing as expected?

 

Recommended Actions (Actionable Intelligence)

• Drill down to a list of accounts sorted by Health Ratings.

• From the results, drill down deeper by Revenue.

• Based on your findings, determine where to focus your time and attention (i.e. where to inspect and coach).

 

KPI

 

• Calculation = (# of active accounts where the health score ≥ 67) / # of total active accounts * 100

• KPI = Percentage

 

Recommended Actions (Actionable Intelligence)

Click on the KPI to open the Account Summary Dashboard – Revenue Opportunity Status table. The Account Summary Dashboard will reflect the filters applied on the Executive Dashboard.

 

 

Chart

 

• Data Source = Account Health Score

• Health Score calculation = [Relationship Score (Score set up in map config)] + Task Score + [Value Score (Grid or Scorecard)] / 3

• Task Score calculation =

   

  0	If count (tasks) > 1 where CurrentDate - Max(Due Date) > 7
  33	If count (tasks) > 1 where CurrentDate - Max(Due Date) ≤ 7 and ≥ 1
  100	If count (objectives) > 1 where CurrentDate - Max(Due Date) <= 0

 

• X-axis = Total active accounts

• Bar is broken down by Health Score range:

   

  Green		≥ 67
  Amber		between 34 and 66
  Red		≤ 33

 

• Legend order = High (green), Medium (orange), Low (red)

 

Purpose/Value

The % Healthy Accounts chart helps answer the following question:

• How many accounts are not healthy and need immediate attention/coaching (those in red)?

 

Customer-Specific Variations

• For customers not using Grid or Scorecard:

  • Health Score = (Relationship Score + Task Score) / 2

 

Recommended Actions (Actionable Intelligence)

Click on any bar to open the Account Summary Dashboard – Revenue Opportunity Status table.

• Determine where to focus your time and attention (i.e. where to inspect and coach)