AI for insights and analytics
A health system priced at tier three is buying at tier one volume, nine of its ship-to addresses are unmapped and carry 210,000, and the discount difference is 78,000 a year. AI analytics reads the sales, contract and facility files, and answers sales operations: where are we under-earning on contracts, and which facilities have stopped ordering.
These are the questions healthcare suppliers ask. Each one maps to a measure our tools compute from your files. The AI model chooses the measure and explains the result; the arithmetic is done by our code, and every total is checked.
| The question | The measure behind it | What comes back |
|---|---|---|
| Which systems earn a lower tier than they are priced at? | Tier earned against tier priced | Trailing volume against the tier thresholds by system, with the discount difference valued. |
| Are we invoicing at the contracted price? | Invoiced against contracted price | Invoiced price against the contract price by item and facility, with the leakage in both directions. |
| How compliant is each facility with its system's contract? | Contract compliance per facility | Purchases on contract over purchases in the category, by facility, with the off-contract items. |
| Which facilities are not mapped to their system? | Facility mapping completeness | Ship-to addresses invoiced but not mapped, with the volume they carry. |
| Which agreements expire with no renewal under way? | Agreement expiry coverage | Agreements expiring in the window against those with a renewal logged, by system and value. |
| Where has a category stopped at a facility? | Standardisation opportunities | Facilities that ordered a category and stopped, and systems where facilities use different items for the same purpose. |
Every figure below was computed by a tool from the rows and checked before it was shown. The lines sum; the percentages match; each line opens to the rows that make it.
Where are we priced at a tier the customer has not earned?
The discount given above the tier earned is worth $610k a year across 3 regions, on trailing volume against the contract thresholds. Eastern region accounts for $310k, 51% of it.
| Eastern region | $310k | 51% of the total |
| Central region | $190k | 31% of the total |
| Western region | $110k | 18% of the total |
| The 3 lines sum to | $610k | 0 unexplained |
Which eastern health systems?
3 systems account for $181k of the $310k in the Eastern region, 58% of it. At the largest, nine ship-to addresses are unmapped and four facilities stopped ordering a category last year.
| Lakeside Health System | $78k | tier 3 priced; $1.3m trailing, tier 1; 9 unmapped sites |
| Riverbend Medical Group | $62k | tier 2 priced; $0.9m trailing |
| Summit Care Network | $41k | four facilities stopped a category |
| These 3 are | $181k | 58% of Eastern region |
What does the contracts team do first?
Map the nine addresses, recompute the tier, and then decide with the rep whether the conversation is about recovering the four facilities or about the price. The tool gives both figures; the choice is the account's.
| Sales operations | Map the unmapped ship-to addresses at Lakeside | This week |
| Regional rep, Lakeside | Visit the four facilities that stopped ordering | This month |
| Contracts team | Review tier earned against priced quarterly | Quarterly |
Each measure has one formula, one source and one meaning. They are computed per rep and health system and in total, and every one carries an identity that must hold before it is shown.
| Measure | Formula | From | What it tells you |
|---|---|---|---|
| Contract compliance per facility | Purchases on the agreement ÷ eligible purchases, per facility and category | Ledger; contract file; membership roster | Facilities buying off-contract or from a competitor |
| Product depth against system norm | Categories bought by the facility ÷ median for facilities of its type in the system | Ledger; facility master | Facilities buying two categories where siblings buy six |
| Invoiced against contracted price | Invoiced price ÷ contract price, by line; over and under | Ledger; contract price file | Price errors that look like compliance |
| Tier earned against tier priced | Tier implied by trailing volume against the tier on the agreement, with the value of the gap | Ledger; tier thresholds | Discounts not earned; customers overpaying |
| Agreement expiry coverage | Agreements expiring in 180 days with a renewal plan and utilisation reviewed ÷ agreements expiring, by value | Contract file; CRM | Renewals drifting to the deadline |
| Facility mapping completeness | Revenue on ship-tos mapped to a facility and system ÷ revenue | Ledger; facility master | Whether any roll-up is right |
| Standardisation opportunities | System categories with three or more brands, with the supplier's share | Ledger; market or customer data | Consolidation cases to take to value analysis |
| Facility coverage at cadence | Revenue of facilities with a two-way contact within cadence ÷ revenue | CRM; ledger | Large facilities nobody has visited |
| Backorder and substitution impact | Value of lines backordered or substituted, per facility, and subsequent order change | Order and shipment files | Supply failures that move share |
| System concentration | Top ten systems' share of revenue, rolled up | Ledger; facility master | Dependence visible only after mapping |
Each measure is worked through, with the export it comes from and what to drop, in Sales KPIs for medical and healthcare suppliers.
From your question and the measures declared for healthcare and med-tech, the model picks the one that answers it, and the period and comparison the question implies.
Deterministic code reads the rows, computes the measure, and checks the identities below. The same question on the same data gives the same answer, every time.
The AI model writes the sentence around the result, naming the rep or account behind it. It states no figure that is not in the result, and every figure links to its rows.
| Mapping | Ship-tos = mapped + unmapped; mapped revenue + unmapped revenue = ledger |
| Compliance | Eligible purchases = on contract + off contract |
| Price | Lines = at contract price + above + below |
| Agreements | Agreements = in force + expiring + expired still priced |
The exports healthcare suppliers already produce. Column names are mapped once and the mapping is reused. A file is the way in; scheduled delivery and connections to your systems come with the plan, and every source is listed here.
An answer is a list with an owner and a cadence, or it is a chart nobody works.
| Measures | Owner | Cadence |
|---|---|---|
| Facility mapping; invoiced against contracted price | Sales operations; contracts team | Monthly |
| Compliance; depth; coverage; backorder impact | Reps; regional managers | Monthly |
| Tier earned against priced; expiry coverage | Vice president of sales; contracts | Quarterly |
| Standardisation; system concentration | National accounts | Quarterly |
Because the tier is computed on the system's volume, and volume at unmapped addresses is invisible. Nine unmapped sites can move a system from tier one to tier two, and the price conversation changes. The tool reports mapping completeness first, so the rest of the figures are read with it in mind.
Yes. Invoiced above contract is money the customer will claw back; invoiced below contract is money you gave away. Both are computed line by line against the contract price file and listed by facility and item.
As a contracting entity above the system. Compliance and tier are computed at whichever level the contract names, and the hierarchy file says which facilities belong where. Where a facility's parent is unknown, the row says so.
Sales by facility, item and month, the contract price and tier file, the facility-to-system mapping, and agreement dates. Every file is one that sales operations already maintains for rebates and chargebacks.
Contract compliance · Tier · Price realisation · Standardisation gap · Contract calendar · Concentration
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Bring a few thousand rows. The data map opens next, every column mapped once, and the first question is answered in minutes. Free, in your browser, no account.