Revenue > Key Metrics > Movement Tables

The first tab in the Revnue > Key Metrics Menu shows you - what we call the - Movement tables. Per revenue stream you can see how the number of customers, the number of units they buy and the revenues which they creates move through the customer lifecycle stages. The Movement Menu is extremmely helpful to get transparency and understand how Lean-Case calculates.

You find 

  • Revenue Stream Filter: select which revenue streams you want to include in your analysis. Of course, when you select more than 1 revenue streams, numbers show aggregates across those tables 
  • Movement Metric Filter: select if you want to show movements of customer numbers, numbers of units which customers buy and revenues which they create. If you select "Customer Movements", you also find a switch to include the number of customers to which you cross-sell. By default, customers to which you cross-sell are excluded in customers charts to avoid double counting.
  • Movements Chart: based on your selection, the Movement Charts showsall results graphically. Via the legend, you can interactively select and de-select different data.  
  • Movements Table: based on your selection, the Movement Table summarizes all data

Customer Movements

The  Customer Movements Table includes the following items which build on one another: 

  • Customers at BOP (Beginning of each time Period) - which represent the number of Customers at the start of each period
  • New Customers from Forecast - which are a result of the volumes created by the Forecast Module
  • New Customer from Upsale - which are new customers in a revenue stream as a result of an Upselling Conversion Rule.
  • Lost Customers from Upsale - which are lost customers in a revenue stream because they are upsold to another revenue stream as a result of an Upselling Conversion Rules. 
  • Renewable Customers - which are customers who have to renew their contracts after contracts expired. Monthly Billing means that contracts are renewed on a monthly basis. 
  • Churned Customers - which are the number of customers not renewing their contracts as a result of churn.
  • Net New Customers - which are sum of New Customers from Forecast, New Customers from Upsale Lost Customers from Upsale and Churned Customers
  • Customers at EOP (End of each time Period) - which represent the number of Customers at the end of each time period. The Customers at the End of a given period become the Customers at the beginning of the next time period. Let's say that we have 1.000 customers at the End of January, then we start with 1.000 customers at the Beginning of February 

You find additional data in the table which calculate numbers required for value drivers used in Lean-Case, e.g.

  • Customers Sold  - which are the sum of new and renewed contracts - customers which were sold to but excluding upselling contracts
  • Net New Upsale Customers - which is the balance of New Customers from Upsale and Lost Customers from Upsale
  • New Customers from Forecast and Upsale - which are the sum of New Customers from Forecast and New Customers from Upsale

Unit Movements

The  Unit Movements Table includes items corresponding to the ones for Customer Movements. 


Revenue Movements

The  Revenue Movements Table includes items corresponding to the ones for Customer Movements. 

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