The Tally Customer Sheet summarizes the sales and payment performance of every, individual customer. The results are provided in a spreadsheet format that can be easily searched, sorted, filtered, and pivoted. Some of the popular analyses enabled by the Tally Customer Sheet are:

  • Analyses of customer lifetime value based on cohort, geography, or acquisition costs.
  • Tracking customer concentration and changes in sales performance.
  • Reviewing customer payment histories and reviewing credit polices.
  • Supporting loan applications, especially asset-based loans. (See recent article.)

Retained Customers (TTM) Tab

The second tab in the Tally Customer Sheet lists all customers who were retained over the last 12 months. As customer is considered to be retained if they made a purchase 12 to 24 months ago, and made at least one more purchase in the trailing 12 months. The lifetime value, last sale date, and the change in sales over the two reporting periods are also included. When calculating revenue retention, an increase in sales is classified as revenue expansion. A decrease in sales is classified as revenue contraction.

Churned Customers (TTM) Tab

The third tab in the Tally Customer Sheet lists all customers who were lost, or churned, over the last 12 months. As customer is considered to have churned if they made a purchase 12 to 24 months ago, then did NOT many any purchases in the trailing 12 months. The lifetime value, last sale date, and the total sales in the prior trailing 12 months are also included.

Customers Tab

Customer

The customer named on a sales invoice or sales receipt.

Parent

The parent company is included if the customer is recorded as a subsidiary of another customer, or as a department or location inside a larger customer organization. 

Level

Numeric value identifying the specific customer’s place in a parent/sub hierarchy: 0 = parent or highest level, 1 = sub-customer, 2 = sub-sub-customer.

Address, City, State/Province, Postal Code, Country

The full customer address.

Primary Phone

The primary phone number for the customer.

Active

The customer’s status in the accounting system.

First Sale

The date of the first sale to the customer. This is often used as the customer acquisition date, and grouping customers by the week, month or year they were acquired is a common technique for cohort analysis.

Most Recent Sale

The date of the last or most recent sale to the customer. For businesses that relay on repeat sales, this is especially useful for studying customer and revenue retention.

LTV

The lifetime value (LTV) of the customer is computed by summing all invoices and receipts.

TTM Sales

Total sales to the customer over the trailing 12 months.

Prev TTM Sales

Total sales to the customer over the previous trailing 12 months (12 to 24 months ago).

TTM Sales Rank

Simple ranking of that customer based on the TTM sales total compared to other customers.

Prev TTM Sales Rank

Simple ranking of that customer based on the previous TTM sales total (12 to 24 months ago) compared to other customers.

YTD Sales and Previous Years

Total sales for the current year and the previous four years. The starting date of January 1 is used for each year.

Outstanding

Total amount outstanding on unpaid invoices.

# Outstanding

The number of invoices with some amount still outstanding.

Oldest Outstanding

The date on the oldest invoice with some amount still outstanding.

Overdue

Total sales amount overdue.

PaymentTerm

The number of days credit has been extended to the customer. If different payment terms have been used then the number will be replaced with “variable”.

# On-time Payments

The number of payments that have been made on or before the invoice due date.

# Late Payments

The number of payments that were made after the invoice due date.

Tally DSO

Days Sales Outstanding (DSO) is the sales-weighted, average number of days after the invoice date that payments were received from this customer. The Tally DSO is an improvement on older calculations that is more accurate and handles partial payments. All payments are included in the calculation, whether they were early, on-time or late.

TTM Tally DSO

The Tally DSO for the customer calculated using payment history over just the last 12 months. Comparing this number the customer’s lifetime Tally DSO shows if payment performance is trending up or down.

TTM Payments 30, 60, 90, 90+

The number of times each customer paid an invoice 30, 60, 90, or over 90 days late. This type of reporting is often requested by asset-based lenders, banks, etc.

TTM Max Credit Balance and Date

The highest credit balance the customer reached over the trailing twelve months and the date it was recorded.

# Credit Memos

The number of credit memos issued to the customer.

Credit Memos Total

The sum of all credit memos issued to the customer.

Credit Memos Balance

The current balance of credit memos issued to the customer.

Oldest Open Credit Memo

The date on the oldest credit memo with some amount still remaining.

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