1 How Do I Find the Top Ten Accounts by Revenue?

This tutorial shows you how to find the top ten accounts by revenue. A report is based on an analysis that defines the information that you want to see in the report. So, to create a new report, you first need to create an analysis.

In this tutorial you need to find the ten opportunities that can bring in the most revenue if they close. You use the Top 10 Accounts by Revenue report to focus your attention on your potential revenue opportunities and to help you develop and move your open opportunities to closed opportunities.

This potential revenue is referred to as Open Opportunity Revenue in this tutorial, that is potential sales revenue. You can also use Closed Opportunity Revenue, which is revenue from closed opportunities for a customer, or Expected Opportunity Revenue, which is the revenue amount multiplied by the win probability from opportunities for a customer.

How to find the top ten accounts by revenue

To create the Top 10 Accounts by Revenue report:

  1. From the Navigator menu, select Reports and Analytics.

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    The Reports and Analytics page is displayed.

  2. Click the down-arrow button to the right of Create, and then select Analysis.

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    The Select Subject Area list is displayed.

  3. Select the Sales - CRM Customer Overview subject area.

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  4. Expand the Subject Areas folder (by clicking the arrow next to the folder) and select these columns to include in the analysis:

    • From the Customer folder: Customer Name

    • From the Customer folder: Party Type Code

    • From the Facts > Pipeline Facts folder: # of Opportunities

    • From the Facts > Pipeline Facts folder: Open Opportunity Revenue

    For each column that you want to add:

    1. Select the column in the Subject Areas list.

    2. Click the Add button (the right-arrow button to the right of the Subject Areas list) to move it to the Selected Columns list.

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  5. Click Next.

  6. Specify the views to include in the analysis as follows. Click the Table box, and then select Table (recommended).

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  7. In the Title field, enter Top 10 Accounts by Revenue.

  8. Click Next.

  9. To further define the table to include only related account information, exclude Party Type Code. Select Party Type Code, click Move To, and then select Excluded.

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  10. Click Next.

  11. You can add a filter to show only the organization party type by performing the following steps:

    1. Click Add Filter, and then select Party Type Code.

    2. In the Operator column, accept the default value, is equal to.

    3. In the Value column, enter O.

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  12. You can add a filter to show only the 10 accounts with the highest amount of revenue by performing the following steps:

    1. Click Add Filter, and then select Open Opportunity Revenue.

    2. In the Operator column, select is ranked last.

    3. In the Value column, enter 10.

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  13. You can sort Open Opportunity Revenue from high to low by performing the following steps:

    1. Click Add Sort, and then select Open Opportunity Revenue.

    2. Select High to Low.

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  14. Click Next.

  15. Accept the default settings on the Highlight page, and then click Next.

  16. Save the analysis as follows:

    1. In the Analysis Name field, specify a name for the analysis (for example, Top 10 Accounts by Revenue).

    2. In the Save In list, select the folder where you want to save the analysis.

      The folder in which you save the analysis controls whether the analysis is available only for your personal use or available to other users.

      If you save the analysis in My Folders, then it is available only for your personal use. If you save the analysis in Shared Folders\Custom, then it is available to all users who can access Shared Folders\Custom.

    3. Click Submit, and then click OK in the Confirmation dialog.

The final report is saved in the specified folder. You can now navigate to the analysis.

How do I read the Top 10 Accounts by Revenue report?

This report contains the following metrics:

  • Customer Name — The name of your customer.

  • Party Type Code — A unique identifier that describes your customer (for example, O (organization) or P (person)).

  • # of Opportunities — The number of potential wins for the specific customer.

  • Open Opportunity Revenue — The amount of potential wins for the specific customer.

    The following image shows an example of the Top 10 Accounts by Revenue report.

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