The Growth Grid will help you segment the Accounts in your portfolio into four different quadrants based on the horizontal axis that equals Value and the vertical axis that equals Untapped potential. In this article, you will learn how the Growth Grid is used in your daily work to give you an effective workflow, bring new insights, and acquire a high-level overview of your customers.
To be as efficient as possible working with the Growth Grid, we strongly recommend that you set up the Grid for each process you are using. Learn more about how the Growth Grid is set up in the article Setting up the Growth Grid.
- Those with the highest untapped potential are the accounts that have the most room for growth.
- Top-right is clients who have purchased a lot from you and could buy more.
- Bottom-left are clients who have not purchased so much from you, nor can they buy much more, from your perspective.
Benefits
The data on which the grid is based, is customizable and flexible, allowing you to design the characteristics that determine the value and potential scores of each account.
They’re also dynamic, allowing the grid to change over time as each account’s value and potential changes or as the characteristics on which you base them change.
The overview perspective that you get with the Growth Grid can be viewed from different angles with the help of filters and will always show you the health (green, blue, yellow, or red) of each Account which makes it clearer where to focus.
Based on the present Value and Untapped Potential, your Accounts are divided into predefined quadrants of the grid, giving you a reliable segmentation of your Account portfolio.
Hover
To see more details on an Account that appears in the Grid, hover over the icon of the Account. It could for example be that you want to see the Owner of the Account or why it has yellow health.
To change what information is shown when Hover, go to Process Settings in the Process editor. Learn more on how to configure the Preview Settings.
Filters and Views
The filters and the menu of predefined filters on the Growth Grid have different functionality and layout than in other parts of Membrain and one of the most significant differences is that the Growth Grid focuses the most on saved Views. Rather than Owner or Account Manager being the visual main focus filter as in other parts of Membran
Another substantial difference when creating custom filters is that the Growth Grid uses inline filters that are not saved in the filter database of Membrain, but saved to a particular View.
Set up a view with filters
In the example below, you want to build a Growth Grid view that shows all Open Accounts that are in the IT, Software, and Telecom industry.
- Click on More Filters to open the inline filter creator
As you have already selected the Status and Process in the menu for predefined filters, those will appear as selected filters in the filter creator.
- Click on Add Filter.
- Add the field Company: Industry and select IT, Software and Telecom and click on Ok.
- Click on the Save button in the top right corner and select New View.
- When the view is saved you will easily be able to jump straight to it from the list of saved views.
Zoom in on the Grid
The Growth Grid brings a top-of-the-line overview of your Accounts by segmenting them in the quadrants, to take it to the next level you can also Zoom in on the grid. With this function, you could for instance make a quadrant with lots of Accounts into its own grid, giving you an even more in-depth overview of that particular quadrant or segment.
By left-clicking with your mouse on a quadrant, that quadrant is focused and turned into its own grid. You can then double-click to zoom in further.
Another way to be more flexible and not zoom in on a specific quadrant is to hold down shift and use the mouse wheel. With Shift+mouse wheel you can zoom in and out on your Grid. The focus for the zoom will be on where the mouse pointer is positioned.
While zoomed in you can also move around in the grid by holding down left-click and moving the position and to reset you click the button Reset Pan and Zoom.
Health (green, blue, yellow, and red flags)
As shown in the previous screenshots, the health of each Account is shown clearly in the Growth Grid by the color of the frame and the little dot surrounding the Account Icon
The Health Bar
This tool shows the overall health of the Accounts in your View and hovering on the Health Bar gives you a preview of the health conditions.
Clicking on one of the health conditions applies it as a filter. For instance, if you select "Yellow Flag" from this preview dialog you will only see the Accounts that have a Yellow flag as the health condition.
To reset the filter and switch back to see all your Accounts, you simply hover on the Health Bar again and click Clear Health Filter.
