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Blog · Coverage and territory

The weekly list by industry: what row one says on twelve desks

Every desk's analytics ends in a list, ranked by value, with a reason on each row and an owner. This hub gives, for twelve industries, what the weekly list is, what row one typically says, how it is ranked, who works it, and the guide that builds it, so that a reader can see the shape of the output before they see the arithmetic behind it.

By CoviragePublished 16 September 20263 min read
The short answerThe output of coverage intelligence is a list: ranked by value, a reason on every row, an owner, and an action. On a route it is the outlets missed this week; on a trading desk the clients gone quiet in a product; at a broker the renewals in notice with no remarketing; at a hospital supplier the facilities below their sister facilities' share. Row one is the largest value with the clearest reason. The arithmetic behind it differs by desk; the shape of the list does not.

The arithmetic on this site is different on every desk. The output is the same shape: a ranked list with a reason, an owner and an action per row. This hub gives, for twelve industries, what the weekly list is and what row one says.

The shape, once

Element Rule
Ranked By value at stake, largest first
Reason The measure, the level and the citation
Owner One name
Action A verb and an object: call, visit, remarket, reprice
Length Ten per owner; the rest counted

Twelve desks

Industry The weekly list Row one typically says Ranked by Owner Guide
Beverage distribution Outlets on the route with no order this week Outlet 2207, weekly buyer, missed twice, $900/wk Run rate Route rep Route coverage
Trading desks Clients quiet in a product where the desk is not Client 2207, rates, inquiries down two thirds, $410m/month prior Flow at stake Salesperson Quiet client list
Insurance broking Renewals in notice with no remarketing Client 2207, property, $410k, 40 days, not remarketed Premium Account executive Renewal watch
Healthcare supplies Facilities below their system's norm in a category Facility F-10, 31% vs sisters at 88%, $234k at norm Value at norm Account manager Standardisation opportunities
SaaS Accounts under utilisation inside 120 days of renewal Account 4471, 34% seats used, renews in 88 days, $120k at risk ARR at risk Customer success Seat utilisation before renewal
Pharma Open-access accounts not called this cycle Account with open status, tier one, no call in 6 weeks Category volume Rep Formulary status
Commercial banking Lending-only relationships, valued at norm Customer 4471, $8.2m exposure, $1.9m deposits at norm Value at norm Relationship manager Lending-only relationships
Procurement Off-contract spend by requester and pattern Ohio plant, R-0412, $96k, new requester unaware Off-contract value Category manager Maverick spend by requester
Supply chain Supplier-site pairs with three months of OTIF decline S-0217 at Plant B, 71% from 89%, $2.1m spend Spend at risk Category manager OTIF trend
Wealth management Clients whose contact recency is past cadence Client with $3.1m held away, no contact in 8 months Assets Adviser Contact recency
Customer service Accounts surging against their own baseline Account 4471, 3 to 14 tickets, four categories, $840k Revenue Account manager Surge list
General B2B sales Assigned accounts past their tier's cadence Account 4471, $310k, tier 2, 71 days since touch Prior revenue Rep Untouched accounts

What is the same everywhere

  • Row one is the largest value with a reason.
  • Every row cites the table it came from.
  • The list is per owner and short.
  • The list is judged by whether it was worked, not by whether it was opened.

What is different

The object on the row, the value that ranks it, and the verb. A route rep visits; a salesperson prices; an account executive remarkets; a category manager calls a supplier. The list speaks the desk's language because the measure behind it was built for the desk.

Where it goes wrong, everywhere

Ranked by name. Row one is alphabetical.

No reason. The owner does not trust the row.

No owner. Everyone's list is nobody's.

Forty rows. Skimmed.

One shape, every desk

Covirage produces the weekly list for each desk from its own measures, ranked, cited and owned. The lists guide covers why the list is the output, and the digest guide shows the lists inside the weekly digest.

Questions people ask

Why does every desk end in a list?

Because a list is what gets worked. A dashboard asks the reader to find the finding; a list gives them row one. The measures exist to produce the list, and the list is judged by whether row one was acted on.

How is row one chosen?

By value: the revenue, premium, assets or fees at stake, times how far the account is from where it should be. Row one is the largest product of the two with a reason the owner can act on this week.

How long is the list?

Ten rows per owner. More are counted and available. A list that cannot be finished is skimmed, and row one is the only row that matters if only one row gets worked.

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