factor is determined by purchasing behavior of similar customers. Churn Probability The probability that the relationship ERP Relationship Analysis with the customer will cease to Sales – continue. This factor is determined by the churn rates of the other customers in the same market segment. Cost of Goods Sold Cost of Goods Sold is the direct costs ERP Margin Margin of the production or purchase of the Decomposition Decomposition, goods Customer Margin Decomposition Cost of Goods Sold Cost of Goods Sold expressed as ERP Margin (%) percentage of revenue Decomposition, Customer Margin Decomposition Customer Lifetime The customer lifetime (CLV) ERP Relationship Analysis represents the estimated value of a Sales, – customer during the whole business Stratification relationship time in a specific market segment Customer Spend See Revenue Direct Costs Any costs that can be directly ERP Margin Margin attributable to customer and Decomposition Decomposition, product other than CoGS Customer Margin Decomposition Direct Costs (%) Direct expressed as percentage ERP Margin of revenue Decomposition, Customer Margin Decomposition Discounts (%) Discounts expressed as percentage ERP Margin of the revenue Decomposition, Customer Margin Decomposition, Customer 360 Duration Time since the first billing document ERP Relationship Analysis was created for the Customer – Expected Margin The margin of the gap in system ERP White Space Analysis currency Expected The value of Expected Sales Volume CRM Relationship Analysis Volume during a period Presales – Gross Margin Gross Margin is Invoice Revenue ERP Relationship Analysis minus Cost of Goods Sold. However, – the costs included in this definition Scorecard, can be configured by the customer. Margin Decomposition
factor is determined by purchasing behavior of similar customers. Churn Probability The probability that the relationship with the customer will cease to continue. This factor is determined by the churn rates of the other customers in the same market segment. ERP Relationship Analysis – Sales Cost of Goods Sold Cost of Goods Sold is the direct costs of the production or purchase of the goods ERP Margin Decomposition Margin Decomposition, Customer Margin Decomposition Cost of Goods Sold (%) Cost of Goods Sold expressed as percentage of revenue ERP Margin Decomposition, Customer Margin Decomposition Customer Lifetime The customer lifetime (CLV) represents the estimated value of a customer during the whole business relationship time in a specific market segment ERP Relationship Analysis – Sales, Stratification Customer Spend See Revenue Direct Costs Any costs that can be directly attributable to customer and product other than CoGS ERP Margin Decomposition Margin Decomposition, Customer Margin Decomposition Direct Costs (%) Direct expressed as percentage of revenue ERP Margin Decomposition, Customer Margin Decomposition Discounts (%) Discounts expressed as percentage of the revenue ERP Margin Decomposition, Customer Margin Decomposition, Customer 360 Duration Time since the first billing document was created for the Customer ERP Relationship Analysis – Expected Margin The margin of the gap in system currency ERP White Space Analysis Expected Volume The value of Expected Sales Volume during a period CRM Relationship Analysis – Presales Gross Margin Gross Margin is Invoice Revenue minus Cost of Goods Sold. However, the costs included in this definition can be configured by the customer. ERP Relationship Analysis – Scorecard, Margin Decomposition
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