Account Performance and Loyalty Indicator

One of the keys to succeeding in project business is understanding your relationship with stakeholders and how they perform in the market. Baucore delivers two key indicators on the Account: Performance and Loyalty. Both are shown as Red, Yellow, or Green — Red meaning not good, Yellow neutral, Green good.

Performance

Performance shows whether an Account, when part of a project decision process, mostly won or lost projects — regardless of whether your product was used. This indicator is most useful for contractors and distributors.

Loyalty

Loyalty shows whether an Account, when it won a project, mostly used your product or not.

The combination of both indicators is essential for:

• Deciding whether it makes sense to invest resources into a particular project.
• Building the winning team for a project — the right contractors and the loyal distributor.
• Creating customer segmentation.

Calculation formulas

Performance = (Won + Won for Competitor Projects) / Total Number of closed Projects
Loyalty = Won Projects / (Won + Won for Competitor Projects)

The default output is Red. If the result reaches the threshold configured for Neutral, it shows Yellow. If it’s above the threshold configured for Green, it shows Green.

Configure the thresholds

Performance:

1. Go to Setup → Custom Settings → Account performance thresholds → Manage.
2. Create a new Default Organization Level Value.
3. Enter the threshold as a decimal value from 0 to 1, telling the system at what value Performance should become Neutral or Green.

Loyalty:

1. Go to Setup → Custom Settings → Account loyalty thresholds → Manage.
2. Create a new Default Organization Level Value.
3. Enter the threshold as a decimal value from 0 to 1, telling the system at what value Loyalty should become Neutral or Green.

Related

• Participant Management
• Use Cases for Participant