The Typical customer view

Typisk kunde is an add-on. It appears in the Reports list only when it is switched on for your workspace; ask DealJourney to switch it on.

It describes the customers who actually pay you. It reads your invoices when there are enough of them, and your won deals otherwise; the line at the top says which, how many, and in which currency. Invoices in other currencies are left out and counted, and revenue on invoices with no customer is named.

What it shows

• Hvor omsætningen ligger: the share of revenue held by your top tenth and top 30 per cent of customers.
• Genkøb: the average value of a customer who has bought once, two to three times, and four or more times.
• Købsrytme: how long a returning customer waits before buying again, and whether that looks like a recurring business, a yearly one, or mostly one-off purchases.
• Seneste 12 måneder: revenue in the last twelve months against the twelve before.
• Branche, Land, Størrelse (ansatte) and Beslutningstager angivet: how your paying customers split, with the share of customers in each group.
• Hvad der købes sammen: products that are usually bought together, and how many buyers of the first did not get the second, which is the gap worth following up. It loads on its own and may arrive a moment after the rest.
• Hvem betaler for sent, efter størrelse: customers in four groups by how much they are invoiced, and the share of each group's invoiced value that is overdue.

Unknown is part of every answer

Customers the data cannot place are shown as Ukendt, hatched and grey, inside the same chart. That share is what you work down: fill in industry, country or size on the customer cards, or look the companies up in the register.

Values are shown exactly as they are stored. If the same country is written as Norway, Norge and NO, those are three rows until you choose one spelling and correct the cards. Values that usually mean nobody chose one, such as General Business, are marked pladsholder. Beyond the ten largest values, the rest share one row that says how many values it holds.

An analysis with few customers carries an information mark: read it with care, because one customer moves a small group a lot. Payment behaviour shows Unknown when the invoices carry no believable payment status, for example when an import never brought it across. The figures are worked out again every few minutes.

What stands out, and the four findings behind it

At the top of the view, Det der skiller sig ud says in plain sentences what is worth your attention right now, each with the number of records behind it. When nothing clears the bar it says so rather than filling the space, which is the point: a view that always has five insights is one nobody believes twice.

The four cards below it are the evidence:

• Tid i hver fase: how long a deal sits in each stage, shown as a median and an average side by side. Where the two disagree sharply, that stage is holding two kinds of deal rather than one slow one: half move quickly and the rest sit for months. An average on its own hides that completely. Gange målt counts how often a deal has left that stage, which is not the same as how many deals are in it. Won and lost stages are left out: a deal that is finished is not waiting anywhere.
• Står stille: open deals counted from the last time someone actually moved them, not from when they were created, with how many have been waiting more than thirty days and what they are worth.
• Hvor arbejdet går hen: where the work you log went over the last year, against where the money came from. Work means calls, meetings, emails and notes, wherever they were logged: on the customer, on a contact, on a deal or on an activity. Changes to fields are left out, because correcting a field is not working a customer. It includes the share that went to customers who have never paid anything, and separately the touches on leads who are not customers yet. Neither is a fault: chasing people who have not bought is the job. It is simply a ratio everyone has an opinion about and nobody has a number for.
• Samme vare, forskellige priser: the same product sold at different prices, measured against your own usual price for it and never against a list price. A lower price can be entirely deliberate; the point is that the spread is invisible on any single deal.

These four read the deal timeline, so they arrive a moment after the rest of the view. Stage timing and standing still need deals that have actually been moved between stages: a workspace whose history came from an older system has none, and those cards say Unknown instead of guessing.

What argues against your open deals

Det der taler imod disse aftaler lists the open deals where more than one thing is working against them, with what they are worth together and the most common reason. Each deal shows its own reasons.

The reasons are things you recorded, never a judgement the system invented:

• the deal has sat far longer in its stage than that stage usually takes in your workspace, measured against your own median rather than a fixed number of days,
• the expected close date has already passed,
• the close date has been moved more than once,
• nothing has been logged on the deal or its customer for over a month,
• nobody is recorded as a person at the customer,
• the customer already has invoices overdue.

Only deals carrying at least two of these are listed. One on its own is usually just how a workspace works: where every deal was imported with an old close date, a passed date says nothing. Two at once is a signal worth a phone call.

Silence is only counted where you log activity at all. A workspace that keeps its notes elsewhere is not told that every deal has gone quiet.

Why revenue moved

Hvorfor omsætningen ændrede sig answers the question behind the year-on-year figure: not whether revenue moved, but what moved it.

It splits the change three ways: what came from customers who are new this year, what came from customers who bought in both years, and what was lost with customers who did not come back. A business growing on new names and one growing on the customers it already has need different next moves, and the total alone cannot tell them apart.

Below that it separates how much was sold from what it was sold for. Orders this year against last year, and a like for like price comparison: each product's price change weighted by last year's volumes, across the products sold in both years. The weighting matters. A plain average price would rise simply because you sold more of the expensive things, which is not a price increase.

The amounts follow your invoices where you have them and won deals otherwise. The price line always comes from deal lines, so a workspace that invoices outside DealJourney sees the amounts but not the price comparison. Where no product has sold often enough in both years, that line says so.

A workspace in its first year has nothing to compare against, and the card says that rather than showing growth against zero.