Estate

The list of sites a customer operates, used as the denominator in site penetration. Sourced from the tender, the account review or a public register, dated per customer, and reconciled to billing so closed sites are retired.

DefinitionThe list of sites a customer operates, used as the denominator in site penetration. Sourced from the tender, the account review or a public register, dated per customer, and reconciled to billing so closed sites are retired.

The stale denominator

Everyone gets the numerator right; it is in billing. The estate was typed in at the last tender. Days since refresh is the column that changes it.

Two checks

Billed sites not on the estate: add them. Estate sites with no billing for a year and no known competitor: list for confirmation.

How it is used

The list of sites a customer operates, from its tender documents, its own site list or public sources, with a source and a date. It is the denominator for site penetration.

Example

A retailer has 300 stores. The provider serves 90. Penetration is 30 percent, and the other 210 are a named list.

Where it goes wrong

An estate that is only the sites already served. Penetration is then 100 percent for every customer.

Articles that use this term

Data quality and reconciliation

Account hierarchy: parents, subsidiaries and the level you actually sell to

How to build and use an account hierarchy for sales analytics: the levels that exist in most customers, group, legal entity, site, department, the one level where the buying decision is made and every measure is computed, the levels beneath kept as dimensions, the dated parent mapping that survives acquisitions, the identity that revenue sums identically at every level, and the two mistakes that produce forty customers where there is one and one where there are forty.

16 Sept 20263 min read Coverage and territory

Account penetration rate: formula, denominators and a worked example

Account penetration rate defined, accounts buying over accounts in a stated universe, the four denominators it is computed against and what each answers, the target list, the estate, the segment universe and the installed base, a worked example per rep against a target list, the roll-up, the identity to the universe file, and why a penetration rate with no stated universe is a percentage of nothing.

16 Sept 20262 min read AI and self-service analytics

Association and cause: what the company's own data can say, and the sentence that says it

Why every effect measured from a company's own history, samples and prescriptions, onboarding milestones and renewals, first-touch latency and first-year revenue, delayed installs and non-renewal, is an association and not a cause, the selection that makes it so, the comparison group that removes most of the noise, the sentence that reports it honestly, associated with rather than caused, why it is still enough to direct effort, and the two claims that are never made from it.

16 Sept 20263 min read Data quality and reconciliation

Credit notes and returns in revenue measures: net of what, and when

How credit notes, returns and rebates enter the revenue measures without breaking them: the rule that every measure is net of credits, the period a credit belongs to, the original invoice's or the credit's, the credit-to-original link that lets a return reduce the right customer, product and rep, uncoded credits as their own leak, and the identity that gross less credits equals the ledger's net figure on every roll-up.

16 Sept 20262 min read Data quality and reconciliation · Healthcare and med-tech

Facility identifiers: mapping ship-to locations to health systems for medical suppliers

How a medical device or supplies company rolls hundreds of ship-to addresses up to facilities and facilities up to health systems, the identifiers that make it repeatable, the assertion that catches a hospital under two systems, and why GPO compliance and product depth are wrong until this is done.

16 Sept 20263 min read Data quality and reconciliation · Pharma

Formulary status as a dimension: why call plans count the wrong accounts

How a pharmaceutical commercial team carries formulary and access status on every account so that reach, frequency and share are computed among the accounts where the product can actually be prescribed, the two lists that fall out, calls on blocked accounts and uncalled accounts with open access, and the dated status that makes a quarter's numbers comparable to the last.

16 Sept 20262 min read