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# Company Analytics

# Company Analytics — Help Doc

Each Company has its own **Analytics** tab. It shows how that Company buys, quotes and uses your B2B pricing, compared with **its own history** rather than with your other companies.
Metric definitions are the same as on the main Analytics page. To see all companies together, read [View B2B Analytics](https://claude.ai/en/article/REPLACE-WITH-SLUG/).
**Table of contents**
1. [Open Company analytics](https://claude.ai/chat/b29c1bf8-3e1d-4cf6-9563-60acd9368ef6?artifact=7c899450-45ec-44f9-8a95-3e0041e22f87#2-open-company-analytics)
2. [Overview](https://claude.ai/chat/b29c1bf8-3e1d-4cf6-9563-60acd9368ef6?artifact=7c899450-45ec-44f9-8a95-3e0041e22f87#2-overview)
3. [Buying](https://claude.ai/chat/b29c1bf8-3e1d-4cf6-9563-60acd9368ef6?artifact=7c899450-45ec-44f9-8a95-3e0041e22f87#2-buying)
4. [Quotes](https://claude.ai/chat/b29c1bf8-3e1d-4cf6-9563-60acd9368ef6?artifact=7c899450-45ec-44f9-8a95-3e0041e22f87#2-quotes)
5. [Pricing](https://claude.ai/chat/b29c1bf8-3e1d-4cf6-9563-60acd9368ef6?artifact=7c899450-45ec-44f9-8a95-3e0041e22f87#2-pricing)
6. [FAQ](https://claude.ai/chat/b29c1bf8-3e1d-4cf6-9563-60acd9368ef6?artifact=7c899450-45ec-44f9-8a95-3e0041e22f87#2-faq)
## Open Company analytics
1. In the app, go to **B2B Company**.
2. Select a Company.
3. Click the **Analytics** tab.
Use the filters at the top to choose a **date range** (Last 30 days, Last 3 months, Last 6 months or Last 12 months) and whether to **compare** with the previous period.
The tab has four sections: **Overview**, **Buying**, **Quotes** and **Pricing**.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-page-analytics-tab1x_jls2lm.png)

## Overview
### Key metrics
| Metric | What it means | Formula |
| ---- | ---- | ---- |
| Net sales | Net sales from this Company in the period. | Gross sales − discounts − returns |
| Orders | Orders placed by this Company in the period. | Count of orders |
| Average order value | Average net sales per order. | Net sales / orders |
| Open quote value | Value of this Company's quotes still open today. Not limited to the date range. | Sum of quoted value of open quotes |
When you compare with the previous period, a short sentence under the metrics sums up what changed, for example "Sales stayed roughly flat while the company placed fewer, larger orders."

![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-overview-key-metrics1x_p8w94d.png)

### Relationship state
Shows whether the Company is still ordering on its usual schedule or has gone quieter than normal. The states (Healthy, Watch, At risk, Inactive, Insufficient history) work the same way as on the main Analytics page.
| Metric | What it means | Formula |
| ---- | ---- | ---- |
| Last order | How long ago the Company placed its latest order. | Days since last order |
| Typical reorder | How long the Company usually goes between orders. | Median of days between orders |
| Current gap | How overdue the Company is compared with its usual rhythm. | Days since last order / typical days between orders |
| Order history | Number of past orders for this Company. | Count of orders |
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-overview-relationship-_1mc2tzm.png)

### Attention needed
Lists signals in this account that may need a closer look. Click a signal to open the section where you can act.
* **Open quotes with no activity for more than 10 days**: opens Quotes.
* **Order value from items below your margin threshold**: opens Pricing.
* **More than 1.5× the usual reorder interval since the last purchase**: opens Buying.
|| These signals describe what has already happened. They are not predictions.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-overview-attention-nee_161d023.png)

### Recent activity
The latest orders, quotes created, quotes won and pricing changes for this Company, newest first.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-overview-recent-activi_h40yn2.png)

## Buying
### Buying rhythm
How often and how much this Company orders, based on its own order history.
| Metric | What it means | Formula |
| ---- | ---- | ---- |
| Typical reorder | How long the Company usually goes between orders. | Median of days between orders |
| Last order | How long ago the latest order was placed. | Days since last order |
| Current gap | Time since the last order compared with the usual gap. | Days since last order / typical days between orders |
| Orders in period | Orders placed in the selected period. | Count of orders |
| Total orders | All past orders for this Company. | Count of orders |
| Largest order | The largest order this Company has placed. | Highest order value |
| Median order value | The Company's typical order size. | Median of order value |
| Products per order | Average number of different products in each order. | Products across all orders / orders |
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-buying-buying-rhythm1x_1ewy0e.png)

### Purchase trend
A chart of net sales, orders and average order value over time, compared with the previous period. It helps you see whether the Company is spending more, spending less, or changing how big each order is.

![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-buying-purchase-trend1_18ydf1r.png)

### Top products
The products this Company spent the most on in the selected period.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-buying-top-products1x_12ryy0t.png)


### Basket behavior
* **Frequently purchased**: products that appear in at least half of the Company's recent orders.
* **New in recent orders**: products the Company bought for the first time in its latest few orders.
* **Previously frequent**: products the Company used to buy often but hasn't bought in its latest orders. Shown only when the Company has enough order history.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-buying-basket-behavior_lwrtl7.png)

## Quotes
### Key metrics
| Metric | What it means | Formula |
| ---- | ---- | ---- |
| Open quote value | Value of this Company's quotes still open today. | Sum of quoted value of open quotes |
| Open quotes | Quotes not yet won or lost. | Count of open quotes |
| Win rate | Share of decided quotes that were won in the period. | Won quotes / (won quotes + lost quotes) |
| First response time | Typical time until a quote gets its first price or reply. | Median of (first priced or sent − created) |
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-quotes-key-metrics1x_ucybzx.png)
### Open quotes to review
This Company's open quotes with their value, status, age and last activity. Quotes idle the longest are listed first, so you can follow up on them.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-quotes-open-quotes-to-_1fzg4tu.png)

### Quote outcomes
| Metric | What it means | Formula |
| ---- | ---- | ---- |
| Quotes created | Quotes created for this Company in the period. | Count of quotes |
| Won, Lost | Quotes that ended as won or lost in the period. | Count of quotes |
| Win rate by count | Share of decided quotes that were won. | Won quotes / (won quotes + lost quotes) |
| Typical time to decision | Typical time from a quote being created until it is won or lost. | Median of (won or lost date − created date) |

![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-quotes-quote-outcomes1_15itqo9.png)

### Win rate by discount

Win rate for each discount range below your regular Shopify price. Only won and lost quotes are included.
\| This shows a pattern, not that the discount caused the outcome.

![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-quotes-win-rate-by-dis_1puvdo.png)

## Pricing
### Key metrics
| Metric | What it means | Formula |
| ---- | ---- | ---- |
| B2B price vs Shopify | How much lower or higher this Company's B2B prices are than your regular Shopify prices. | (B2B price − Shopify price) / Shopify price |
| Margin at order creation | The share of order value you keep as profit, based on prices and product costs when each order was placed. Items without a product cost are not included. | (Order value − product cost) / order value |
| Order value | Total value of what this Company ordered in the period. | Sum of order value |
| Value below margin threshold | Value of items sold below the margin threshold you choose. | Sum of value of items below the threshold |
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-pricing-key-metrics1x_18nw4d0.png)

### B2B pricing usage
| Metric | What it means | Formula |
| ---- | ---- | ---- |
| Orders using B2B pricing | Share of this Company's orders with at least one item at B2B pricing. | Orders with a B2B-priced item / orders |
| Order value using B2B pricing | Share of this Company's order value from items at B2B pricing. | B2B-priced order value / order value |
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-pricing-b2b-pricing-us_5k1jy5.png)
### Pricing performance
A table of each B2B pricing this Company buys on, with order value, margin (gross profit / order value), difference vs Shopify price and number of orders.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-pricing-pricing-perfor_wnvl8p.png)

### Quantity pricing usage
Shows whether this Company buys enough to reach the quantity tiers available to it.
| Metric | What it means | Formula |
| ---- | ---- | ---- |
| Tier reach rate | Share of eligible purchases that reached a quantity tier. | Purchases that reached a tier / eligible purchases |
| Order value at reached tiers | Value of purchases that reached a quantity tier. | Sum of value of those purchases |
| Average tier discount | Average discount received on purchases that reached a tier. | Discount from tiers / value before tier discount |
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-pricing-quantity-prici_1dp7yrn.png)

### Products below margin
Products this Company bought below the margin threshold you choose (10%, 15%, 20%, 25% or 30%; 20% by default), with the value below the threshold, the margin and the B2B pricing used.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-pricing-products-below_x2ii6p.png)

## FAQ
**Why is this Company compared with itself and not with other companies?**
Every Company buys differently. Comparing a Company with its own rhythm shows real changes, for example a monthly buyer that hasn't ordered in two months, without penalizing Companies that naturally order less often.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-faq-compared-with-its-_8xm85g.png)

**Why does the relationship state show "Insufficient history"?**
The Company doesn't have enough orders yet to know its usual rhythm. The state updates automatically as the Company places more orders.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-faq-insufficient-histo_1wfw1uy.png)

**Why don't I see "Previously frequent" in Basket behavior?**
It appears only when the Company has enough order history to tell which products it used to buy regularly.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-faq-no-previously-freq_cdi3j2.png)

**Why does a metric show "—"?**
There isn't enough data for this Company in the selected period, for example no won or lost quotes for a win rate.
![](https://storage.crisp.chat/users/helpdesk/website/-/8/3/8/3/8383e5404a31c000/company-faq-why-a-metric-shows_lpskw9.png)