Contribution Margin past 12 months is part of Account growth – a feature for finding customers with high (or low) growth and upsell potential.
Using the Contribution Margin (CM) sales model? Here's how to quickly view how much – or how little – CM each customer has generated over the past year.
CM 12m is the value of a company's won orders from the last 12 months, counted back from today, minus the purchase cost on their order rows. Orders in stages set to Exclude are not counted. An order row with no purchase cost counts its full value as CM.
The CM 12m column is available when your sales model is Contribution margin (CM), or Recurring revenue combined with the contribution margin sales model.
Why use Contribution margin past 12 months
Sort the results to uncover your customers with:
-
Higher amounts of CM
(identify your most valuable customer segments and products with the most profitability) -
Lower amounts of CM
(find out the reasons why and take action before you run into problems)
How to view Contribution margin past 12 months
- Click Sales & CRM → dropdown next to Companies & contacts → Account growth:
- If CM 12m isn't visible in the column headers, click the edit column cog icon:
- Search for CM 12m under the company fields or use the search bar:
- Click to select and add the column. You can also click and drag to rearrange the column order:
- To sort into ascending or descending order, click the arrows next to the column header: