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.
The customer named on a sales invoice or sales receipt.
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.
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.
The primary phone number for the customer.
The customer’s status in the accounting system.
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.
The lifetime value (LTV) of the customer is computed by summing all invoices and receipts.
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.
Total amount outstanding on unpaid invoices.
The number of invoices with some amount still outstanding.
The date on the oldest invoice with some amount still outstanding.
Total sales amount overdue.
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.
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.