Uncover the margin potential your reporting does not reveal.

A sales performance analysis lays the groundwork for profitable growth. It shows where profit is lost, where the financial opportunities are, and which trends need early attention. Traditional reporting mainly records how the business has performed. A sales analysis looks at the causes. Specifically, it shows which customers contribute to profit, where margin is lost to discounts and weak price realization, what cross-selling and upselling potential your existing customers offer, and which changes in ordering behavior point to customer churn. It also looks ahead: how much revenue is at stake with customers showing signs of churn, and where revenue and gross profit by customer and product group are likely to land at year end.

GCI Performance Insights connects these perspectives, makes the findings visible down to the customer, product, and order-line level, and quantifies opportunities and risks in euros. That way, your existing sales data shows you which actions to prioritize.

GCI Performance Insights is a rule-based performance intelligence platform from GCI Management. It analyzes existing business data to give a clear view of sales performance, identify financial opportunities and risks, and support profitable growth.

The Sales Performance module includes analyses of customer profitability, price realization, price potential, customer potential, customer churn, forecasting, and channel management.

The work follows four steps: Assess with the Health Monitor, Prioritize by financial opportunity and risk, Operationalize at the customer level, and Realize by planning concrete contributions to results. GCI Performance Insights shows systematically where to look more closely. Because every analysis traces back to the individual transaction, your organization gains a better understanding of the economics of its own sales and spots risks and opportunities early. Over time, it builds the ability to make well-founded decisions and improve sales performance on its own.

In principle, yes. The technical tools and the data you need are often already in place. The real effort lies in developing and maintaining the business logic behind the analysis.

GCI Performance Insights has this logic built in, based on years of consulting experience. New insights are available within one week of receiving the complete, validated data export, without spending months building reports and analyses first. Standardized data exports also reveal early on where the underlying data, processes, and systems have weaknesses.

The value goes beyond the software. GCI helps you interpret the results and develop courses of action together. Step by step, your team builds a deeper understanding of how prices and customer relationships drive results. Your existing CRM and BI systems, such as Power BI, stay in place.

Sales excellence means systematically developing your sales organization to achieve profitable growth, from winning new customers to capturing revenue and profit potential in your existing customer base. Sales performance is measured with financial and operational KPIs, including revenue growth, contribution margin, price realization, customer profitability, customer development, and lead conversion and win rates.

The Health Monitor in GCI Performance Insights assesses sales performance across 16 dimensions in six areas: Demand & Leads, Customer Potential, Channels & Customers, Sales Execution, Pricing & Deal, and Customer Development. Each dimension is scored by fixed rules on a four-stage scale from at risk to strong. This shows where your sales organization is in good shape, where risks lie, and which growth levers are worth investigating. Dimensions that can't be scored for lack of data remain explicitly visible.

Unprofitable customers become visible once you determine what each customer actually costs to serve. Revenue and gross profit alone don't show this. Even multi-level contribution margin accounting, common in many companies, isn't always enough when costs are reported mainly by region, branch, or cost center.

GCI Performance Insights analyzes customer profitability with a cost-to-serve approach. Besides directly attributable costs, it factors in cost drivers such as the number of orders, order lines, and freight. The analysis starts with standardized cost rates, which can be calibrated to your own cost base.

This shows whether low margins or small order sizes are hurting profitability. The results point to specific ways to improve pricing, ordering patterns, and how you serve customers. GCI Performance Insights also calculates customer lifetime value (CLV) by customer segment.

Margin lost through weak price realization becomes visible when you systematically compare realized prices, discounts granted, and terms. The key questions are what prices you achieve for identical products with comparable customers and volumes, and where price differences can't be explained by volume or customer group.

GCI Performance Insights combines discount analysis, product-level price comparisons, and a price waterfall that shows where price is lost on the way from list price to the remaining margin. The first two analyses work with existing order data. The full price waterfall needs additional list price and rebate data. Price differences can be traced back to individual customers and products, and the calculated potential of aligning prices is shown in euros.

This gives you clear starting points for systematic price management, better price realization, and profitable growth.

Cross-selling potential shows up when you compare a customer's basket with those of comparable customers. Basket breadth shows which product categories a customer doesn't buy yet, even though similar customers do. Basket depth reveals additional sales potential within categories the customer already buys.

GCI Performance Insights builds peer groups from your own customers by customer tier and industry, identifies gaps in the product range, and detects product lines a customer has stopped buying. The resulting revenue and contribution margin potential is quantified, so you can set clear priorities for customer development.

Your true share of wallet can't be determined from internal transaction data alone, because the customer's total purchasing volume is unknown. The basket analysis does, however, point to business potential you haven't yet tapped.

In B2B, customer churn often happens gradually: customers order less often, reduce their volumes, or stop buying certain product categories. These early warning signs become visible when you systematically analyze changes in buying behavior. The key is to separate price and volume effects, because price increases can mask declining volumes.

GCI Performance Insights compares buying behavior with the prior year, identifies unusual drops in revenue and volume as well as orders that have stopped coming in, and brings the affected customers together in a risk list. Dormant customers are shown separately. The revenue at risk is quantified, so you can prioritize by financial impact.

This lets sales teams respond early and focus customer retention and win-back efforts on the customers that matter most to your results.

GCI Performance Insights combines early indicators in buying behavior with sales forecasting and puts a value on risks and growth potential. Changes in order frequency and volumes reveal looming churn, and the revenue involved is shown as revenue at risk. A seasonal forecast projects revenue and gross profit in three scenarios and highlights variances against plan.

The results show which customers and areas to address first. GCI then works with your sales team in the scoping workshop and results workshops to develop options and prioritize specific sales actions.

In this way, GCI Performance Insights helps you manage sales with a forward view, protect existing revenue, and put profitable growth strategies into practice.

GCI Performance Insights is designed for executive teams, CSOs, and sales leaders in B2B companies who want to plan profitable growth more deliberately and manage their sales organization by the numbers.

Typical uses include budgeting and customer-level planning, where revenue and contribution margin targets are built from actual customer potential. In regular one-on-ones, it helps managers and reps discuss customer trends, risks, and growth opportunities and set priorities. It is also used in forecast and plan-variance reviews, price management reviews, and to prepare for important customer meetings.

GCI offers a one-time diagnostic or, with Managed Intelligence, an ongoing solution with regular data updates, established management routines, and expert support. The insights can also be made available to sales reps, for example through CRM interfaces or customer and sales briefs.

The analyses used depend on your business model and the management questions at hand.

GCI Performance Insights lets you use calculated sales potential as the basis for revenue and profit planning. Two linked planning approaches are available.

In top-down scenario planning, you can test different assumptions about how much of each lever you'll realize. This shows what contribution would be achievable as a target and how far it would close existing plan gaps.

In bottom-up opportunity planning, sales leaders and reps decide which opportunities they want to realize with individual customers and who owns them. High-potential customers can be planned individually and the remaining potential in aggregate. Cross-cutting initiatives can be included as well.

Comparing the two then shows how far your targets are backed by planned contributions and where planning gaps remain.

A one-time export of the relevant business data is all GCI Performance Insights needs. The export covers sales transactions from the last two to three years and, where available, additional price, terms, contract, quote, and planning data. GCI provides a standardized data specification up front, and customer names can be replaced with unique IDs. You don't need to connect your IT systems or build a data warehouse.

The full set of analyses is included. The data you provide determines which of them are possible and how deep they go. They include customer profitability, price realization, customer potential, customer churn, and forecasting.

For ongoing sales management, Managed Intelligence can set up regular data updates and, if needed, interfaces to your existing systems.

GCI Performance Insights can work with incomplete data, too. Missing or patchy information may limit individual analyses, but it doesn't have to stop the analysis as a whole. The standardized data specification describes which data is required and which data expands what the analysis can do.

In an upfront data check, GCI reviews data quality and determines which analyses can be run reliably. If list prices are missing, for example, certain price comparisons are still possible, while the full price waterfall is limited. Dimensions that can't be scored remain explicitly visible in the Health Monitor.

The analysis also points to weaknesses in the data and possible improvements in the underlying processes and systems. So beyond the business insights, you also get starting points for improving how you manage sales.

A diagnostic with GCI Performance Insights has four steps: a scoping workshop to clarify the questions and data requirements, data handover and data check, running the analyses, and a final results workshop. Results can be available within one week of receiving the complete, validated data export.

The effort on your side is typically two to three person-days for providing data and attending workshops. No system integration or extensive IT project is required.

In the results workshop, GCI works with your executive team and sales leadership to assess opportunities and risks, set priorities, and agree on courses of action. Workshops can take place on site or online. For joint analysis and prioritization, GCI recommends meeting in person.

GCI Performance Insights uses the company and customer data you provide solely for the analyses you commission and, where agreed, for later comparisons with your own historical data.

For the one-time diagnostic, you create the data export yourself. GCI doesn't need access to your internal systems. Customer names can be replaced with unique IDs before the data is shared. Confidentiality is governed by contract.

Managed Intelligence runs exclusively in your IT environment. Data reaches it through regular exports, interfaces, or a dedicated data model, and does not leave your company.