Class Share KPI Description
Class Share is a key performance indicator (KPI) that measures the proportion of a specific segment or class within a broader relevant market. This metric provides valuable insights into how a particular class performs in relation to the entire market landscape, enabling organizations to understand their market positioning and competitive dynamics. Some potential examples of class share are: the share of Oral Antidiabetics out of the total Antidiabetics market, or the share of the organic drinks category out of the entire soft drinks market.
Formula:
$$
\text{Class Share} = \left( \frac{\text{TargetRelevantMarket Sales}}{\text{ReferenceRelevantMarket Sales}} \right) \times 100
$$
Configurable Parameters:
- Target Relevant Market: A relevant market is a set of products, including own products and competitor products that fit in the same category.
- Reference Relevant Market: A relevant market is a set of products, including own products and competitor products that fit in the same category.
- Measurement: Choose the unit of measurement, such as units sold, revenue, or volume, to align market sales calculations with the relevant metric.
- Level: Choose from different levels of reporting:
- Rep: Sales vs. target at the individual sales representative level.
- Manager: Sales vs. target aggregated by team or manager.
- National: Sales vs. target calculated at the national or organizational level.
- Target Period: Define the start and end dates for the calculation period to focus on specific time frames, such as monthly, quarterly, or annually.
- Allocation: Select the brick-to-territory allocation method to apply when calculating, allowing analysis based on specific geographic or assigned territories.
- Data Source: Choose the source of sales and target data, which could come from different vendors or represent different types of sales data (e.g., Sell-In, Sell-Out).
- Channel: Select the channel of sales/target values, such as in-store, online, or wholesale, to isolate performance by sales channel.