Profitable Growth
One review sheet per family. Phase 1 first, phase 2 visibly inactive below.
Review owner: Global MarketingOpen period: Aug 2026Data debt: 5/11 extractable today
Phase 1 — reviewed now| KPI | Type | Cadence | Owner | Source | Target | Actual | Status | Trend | Comment |
|---|---|---|---|---|---|---|---|---|---|
Strategic Product Growth Tracks growth of the priority portfolio (resin, wax-resin) | Lagging | Monthly | Global Marketing | Available SAP | Green Computed from ≥ +15% | -7.3 | |||
Top-5 Account Penetration The calibrated probe: our share of each top account's real potential, estimated from their output, not a macro market-share claim No reliable source yet. Cannot carry a colour. | Leading/Lagging | Quarterly | Sales Director | To build Declarative + data triangulation | n/a | n/a | Not measurable | — | |
Organic Growth Measures underlying growth excluding acquisitions | Lagging | Quarterly | Sales Director | Available SAP | Green Computed from ≥ budget | +1.4 | |||
Customer Profitability Tiering Margin target per account; the basis for deciding where selling time is spent No reliable source yet. Cannot carry a colour. | Leading | Quarterly | Sales Director | To build SAP + segmentation | n/a | n/a | Not measurable | — |
Visible so the roadmap is legible, inactive so it cannot be reviewed.
| KPI | Priority | Cadence | Source | Verdict | Agreed band |
|---|---|---|---|---|---|
Share of Wallet (definition TBC) Account penetration and expansion headroom — keep only if measurable, otherwise superseded by Top-5 Penetration | P2 | Annual | To build Declarative | Drop | ≥ target / within 5 pts / >5 pts below |
OEM Growth Assesses performance in the OEM channel | P2 | Quarterly | Available SAP | Phase 2 | ≥ budget / within 2 pts / >2 pts below |
Distributor Growth Assesses growth through distribution partners | P2 | Quarterly | Available SAP | Phase 2 | ≥ budget / within 2 pts / >2 pts below |
Slitter Growth Assesses growth through converting partners | P2 | Quarterly | Available SAP | Phase 2 | ≥ budget / within 2 pts / >2 pts below |
Cross-selling Breadth of product adoption per account (wax + resin bundle) | P2 | Quarterly | Partial SAP | Phase 2 | ≥2 families / 1.5–2 / <1.5 avg |
Upselling Migration toward premium or higher-value solutions | P2 | Quarterly | Partial SAP | Phase 2 | ≥10% of base / 5–10% / <5% |
New Business Revenue Revenue delivered from newly acquired accounts | P2 | Quarterly | Partial Salesforce | Phase 2 | ≥ target / 70–100% / <70% |