Threshold

For a measure in a digest, the size of week-to-week change that counts as a movement: a stated multiple of the measure's own trailing variability, with a floor on the denominator and a cap on items per digest. Reviewed quarterly from the share of alerts acted on.

DefinitionFor a measure in a digest, the size of week-to-week change that counts as a movement: a stated multiple of the measure's own trailing variability, with a floor on the denominator and a cap on items per digest. Reviewed quarterly from the share of alerts acted on.

From variability, not a round number

Five points is a large move in coverage and noise in pipeline coverage. Each measure gets its own.

Reviewed

Alerts rarely acted on loosen the threshold; movements missed tighten it.

How it is computed

For each measure, the size of period-to-period change that counts as a movement, set as a stated multiple of that measure's own normal variation.

Example

Coverage normally moves by about one point a week, so its threshold is three points. Dormant value moves more and has a threshold of 10 percent.

Where it goes wrong

One threshold for every measure. The noisy ones flag every week and the steady ones never do.

Articles that use this term

AI and self-service analytics

A weekly sales digest worth reading: what a good one looks like, line by line

An annotated example of a weekly sales digest built from computed tables: the header that states the period and the checks, ten movements each with the measure, the level, the change, the threshold and the citation, the three lists that follow, untouched, slipped and dormant, the line that says what did not move, and the footer with the definition version. What each element is for, and the version of the same digest that nobody reads.

16 Sept 20263 min read AI and self-service analytics

Account health score: why a computed score beats a colour-coded one

What is wrong with the red-amber-green account health field most CRMs carry, what a computed health score is made of, five inputs from the ledger and the CRM with stated weights, how the weights are set from the company's own churn history rather than opinion, why the score is shown with its inputs and never alone, the identity that every account has one score from the same rule, and how the score is validated against what happened.

16 Sept 20263 min read Coverage and territory · Tax and accounting

Advisory triggers in the compliance data: the events in a client's accounts that call for a service

How an accounting firm turns the data it already holds from compliance work into an advisory pipeline: the events in a client's filed accounts and returns, turnover crossing a threshold, a first overseas sale, R&D spend appearing, a director's loan, a property purchase, that map to an advisory service, the clients with a trigger and no service, valued at the firm's own fee for that service, and the partner list that comes out each filing season.

16 Sept 20263 min read Forecast and pipeline · Healthcare and med-tech

Agreement expiry calendar for GPO and system contracts: what expires when, and the utilisation behind each

How a medical supplies company builds a contract expiry calendar from its agreement register: GPO and system agreements by end date, the revenue and facilities under each, the agreement's utilisation, contracted categories actually bought, the tier the customer earned against the tier it is on, the agreements inside the renegotiation window with no activity logged, and the identity that revenue under agreements plus off-agreement revenue equals the ledger.

16 Sept 20262 min read Board and management reporting · Finance and FP&A teams

Automating the sales report: from a manual monthly pack to computed tables

A practical path for a sales operations or finance team that assembles the monthly sales report by hand: what to automate first, the definitions that have to be written down before anything can be computed, the four exports the whole pack comes from, the identity checks that replace the reconciliation week, what stays manual, and the order in which the pack's sections move from spreadsheet to computed table.

16 Sept 20263 min read Forecast and pipeline

B2B churn without a subscription: measuring lost customers from the ledger

How a company that sells on orders rather than subscriptions measures churn from its ledger: the definition of a lost customer from its own order cadence, churned revenue as the run rate before the silence, the churn rate by segment and by rep, the identity that ties churned plus retained plus new to the two periods' revenue, and why a fixed 12-month rule counts the wrong customers as lost.

16 Sept 20262 min read