Depending on the type of Account Growth Process you are creating, Value and Potential can represent very different things. But they are connected in a way that shows you something that is key to growth, and that is the Untapped Potential of an Account.
What are Value and Potential
Let's first take a look at what Value and Potential can represent, and how they work together to give you what we call an Account's Untapped Potential.
Value usually represents the amount currently won under this account during its specified lifetime. It can be a manual added by the salesperson, an imported amount, or the process can be configured to pull in the total of all Won sales projects from a different sales process in Membrain.
Potential usually represents the revenue that you believe is possible to achieve with this account during its specified lifetime. This can also be configured in many ways including manual entry, a calculation, or value taken from another field in Membrain.
The untapped potential is the value that is currently available in this Account for growth/expansion. This is what you have identified as achievable from a sales revenue perspective, and what allows you to, amongst other things, prioritize your accounts and focus on the ones that offer the most growth potential.
Visualizing Untapped Potential
Untapped potential can be viewed throughout Membrain, in the Account Growth list view, in Dashboard Graphs, or in an Account Growth Project itself. Though probably the most visual and powerful place to go to view and track the untapped potential of an Account Project, is in the Growth Grid. With Projects positioned on the grid based on their value and untapped potential, you can easily segment Projects and work in a more structured and focused way. Read our help center article Working with the Growth Grid and get the most out of this powerful view.