URF Analysis
Key Takeaways
Renewal by Decision Type
- [NNLOA] Relatively high NNLOA performance across all of the forums.
- [Opt Out] One of the highest performances across all of the forums.
- [NNLOA] Keep 1.4 and 58.8% in mind.
Renewal Ratio by Decision Type
|
DecisionType
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
17
|
10
|
7
|
1.4
|
58.8%
|
|
Opt Out
|
17
|
16
|
1
|
16.0
|
94.1%
|
|
Total
|
34
|
26
|
8
|
3.2
|
76.5%
|
Renewal Rate by Account Segment
- Decent degree of variation across forums:
- Large P&P constitutes most of the partnerships and renews at a high rate.
- Selective is the second largest constituency and performs the best, given a decent sized N.
- Regionals and International represent a smaller presence:
- Regional Public performs of the worst of the segments.
- Regional Private does not exist within this forum.
Renewal Ratio by Account Segment
|
AccountSegment
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
International
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Large Public & Private
|
19
|
15
|
4
|
3.8
|
78.9%
|
|
Regional Public
|
5
|
2
|
3
|
0.7
|
40.0%
|
|
Selective
|
9
|
8
|
1
|
8.0
|
88.9%
|
Renewal by Decision Type & Segment
- [Large P&P]
- NNLOA performance is closed to the average - partly driven by Large P&P’s large N
- Opt Out performance is perfect.
- [Regional Public]
- N is low, but there numbers are pretty low for both NNLOA and Opt Outs.
- [Selective]
- Performance across NNLOA and Opt Out is top notch.
Renewal Ratio by Account Segment
|
AccountSegment
|
DecisionType
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
International
|
Opt Out
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Large Public & Private
|
Need New LOA
|
10
|
6
|
4
|
1.5
|
60.0%
|
|
Large Public & Private
|
Opt Out
|
9
|
9
|
0
|
Inf
|
100.0%
|
|
Regional Public
|
Need New LOA
|
2
|
0
|
2
|
0.0
|
0.0%
|
|
Regional Public
|
Opt Out
|
3
|
2
|
1
|
2.0
|
66.7%
|
|
Selective
|
Need New LOA
|
5
|
4
|
1
|
4.0
|
80.0%
|
|
Selective
|
Opt Out
|
4
|
4
|
0
|
Inf
|
100.0%
|
GRP 3-4
- All of the GRP 3-4 partners renewed URF. Most of these are Opt Outs, and live primarily with Large P&P
Renewal Ratio by Navigate Bundling
|
AccountSegment
|
DecisionType
|
GRP3-4
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
International
|
Opt Out
|
0
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Large Public & Private
|
Need New LOA
|
0
|
9
|
5
|
4
|
1.2
|
55.6%
|
|
Large Public & Private
|
Need New LOA
|
1
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Large Public & Private
|
Opt Out
|
0
|
2
|
2
|
0
|
Inf
|
100.0%
|
|
Large Public & Private
|
Opt Out
|
1
|
7
|
7
|
0
|
Inf
|
100.0%
|
|
Regional Public
|
Need New LOA
|
0
|
2
|
0
|
2
|
0.0
|
0.0%
|
|
Regional Public
|
Opt Out
|
0
|
1
|
0
|
1
|
0.0
|
0.0%
|
|
Regional Public
|
Opt Out
|
1
|
2
|
2
|
0
|
Inf
|
100.0%
|
|
Selective
|
Need New LOA
|
0
|
5
|
4
|
1
|
4.0
|
80.0%
|
|
Selective
|
Opt Out
|
0
|
3
|
3
|
0
|
Inf
|
100.0%
|
|
Selective
|
Opt Out
|
1
|
1
|
1
|
0
|
Inf
|
100.0%
|
Impact Interaction Volume Histogram
- Overall medium-low engagement: with a sizable number of partners in 0, 2 buckets.
- Second set of peaks around 4 & 5.
- Most of the density is 3 or below.
##### Impact Interaction Volume Histogram Split by Decision
- Opt Outs a little more heavily towards the non-utilization part of the histogram.
- Higher utilization coming from NNLOAs in the 5+ area.
Renewal by Interaction Volume and Decision Type, Unbinned
- NNLOA performance threshold appears to be 5+
- NNLOA performance below 5 is 6 partners renewing at roughly 33%.
- Opt Out performance is invariant to Impact interaction volume.
Renewal Ratio by Impact Interaction Volume
|
DecisionType
|
II_Credited_Volume
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
0
|
1
|
0
|
1
|
0
|
0.0%
|
|
Need New LOA
|
2
|
3
|
2
|
1
|
2
|
66.7%
|
|
Need New LOA
|
3
|
2
|
0
|
2
|
0
|
0.0%
|
|
Need New LOA
|
5
|
4
|
3
|
1
|
3
|
75.0%
|
|
Need New LOA
|
6
|
4
|
2
|
2
|
1
|
50.0%
|
|
Need New LOA
|
7
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Need New LOA
|
8
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Need New LOA
|
9
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
0
|
4
|
4
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
1
|
3
|
3
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
2
|
3
|
3
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
3
|
2
|
2
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
4
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
5
|
2
|
2
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
6
|
2
|
1
|
1
|
1
|
50.0%
|
Renewal by Impact Interaction Volume, (Binned)
- [NNLOA] Expected monotonic increase.
Renewal Ratio for Impact Interaction Volume
|
DecisionType
|
II_Volume_Bins
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
0
|
1
|
0
|
1
|
0.0
|
0.0%
|
|
Need New LOA
|
2-3
|
5
|
2
|
3
|
0.7
|
40.0%
|
|
Need New LOA
|
4-6
|
8
|
5
|
3
|
1.7
|
62.5%
|
|
Need New LOA
|
7+
|
3
|
3
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
0
|
4
|
4
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
1
|
3
|
3
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
2-3
|
5
|
5
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
4-6
|
5
|
4
|
1
|
4.0
|
80.0%
|
Renewal by Previous Yr Impact Interaction Volume & Decision
- [NNLOA] 3+ Impact Interactions in the Previous Year seems to indicate positive renewal in the subsequent year. Some contradicting evidence as 8 Impact Interactions, with a single partner, dips down.
- [Opt Out] Invariance.
Renewal Ratio by Previous Year Impact Interaction
|
DecisionType
|
PreviousYr_II_Volume
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
1
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Need New LOA
|
2
|
5
|
1
|
4
|
0.2
|
20.0%
|
|
Need New LOA
|
3
|
4
|
3
|
1
|
3.0
|
75.0%
|
|
Need New LOA
|
4
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Need New LOA
|
5
|
2
|
2
|
0
|
Inf
|
100.0%
|
|
Need New LOA
|
6
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Need New LOA
|
8
|
1
|
0
|
1
|
0.0
|
0.0%
|
|
Need New LOA
|
NA
|
2
|
1
|
1
|
1.0
|
50.0%
|
|
Opt Out
|
0
|
3
|
3
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
3
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
4
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
5
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
6
|
1
|
0
|
1
|
0.0
|
0.0%
|
|
Opt Out
|
NA
|
10
|
10
|
0
|
Inf
|
100.0%
|
Renewal by Previous Yr Impact Interaction Volume Binned & Decision
Note: If II_PrevYr_Volume_Bins = NA, then there was not an active contract in the previous year.
- [NNLOA] Binning does not help to distinguish healthy vs. not, due to variation.
Renewal Ratio by Previous Year Impact Interaction
|
DecisionType
|
II_PrevYr_Volume_Bins
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
1
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Need New LOA
|
2-3
|
9
|
4
|
5
|
0.8
|
44.4%
|
|
Need New LOA
|
4-6
|
4
|
4
|
0
|
Inf
|
100.0%
|
|
Need New LOA
|
7+
|
1
|
0
|
1
|
0.0
|
0.0%
|
|
Need New LOA
|
NA
|
2
|
1
|
1
|
1.0
|
50.0%
|
|
Opt Out
|
0
|
3
|
3
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
2-3
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
4-6
|
3
|
2
|
1
|
2.0
|
66.7%
|
|
Opt Out
|
NA
|
10
|
10
|
0
|
Inf
|
100.0%
|
Renewals Previous Yr and Current Yr Interaction Volume
Only looking at NNLOAs in the below table.
- No simple pattern.
Renewal Ratio by Previous and Current Year Impact Interaction
|
II_PrevYr_Volume_Bins
|
II_Volume_Bins
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
1
|
4-6
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
2-3
|
0
|
1
|
0
|
1
|
0.0
|
0.0%
|
|
2-3
|
2-3
|
3
|
1
|
2
|
0.5
|
33.3%
|
|
2-3
|
4-6
|
3
|
1
|
2
|
0.5
|
33.3%
|
|
2-3
|
7+
|
2
|
2
|
0
|
Inf
|
100.0%
|
|
4-6
|
2-3
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
4-6
|
4-6
|
2
|
2
|
0
|
Inf
|
100.0%
|
|
4-6
|
7+
|
1
|
1
|
0
|
Inf
|
100.0%
|
|
7+
|
2-3
|
1
|
0
|
1
|
0.0
|
0.0%
|
|
NA
|
4-6
|
2
|
1
|
1
|
1.0
|
50.0%
|
Simple Regression for Impact Interaction Volume
Note: Looking at NNLOAs, only.
- Increasing impact interactions is only marginally, significantly associated with positive renewal results.
Simple Regression Model with Impact Interaction Volume
|
term
|
estimate
|
std.error
|
statistic
|
p.value
|
|
Intercept
|
-1.51
|
1.282
|
-1.18
|
0.239
|
|
Impact Interaction Volume
|
0.41
|
0.261
|
1.57
|
0.116
|
Penetration by Event Grouping
- For the most part, where there is utilization, there is a difference between Opt Outs and NNLOA, with NNLOA utilization being higher:
- NNLOAs higher in Events, SL Led, Research Interviews, PLW/Onsite, & Expert CAlls
Percent of Renewals w/ At Least 1 Interaction in a Group
|
DecisionType
|
Perc_Events
|
Perc_Service
|
Perc_SLLed
|
Perc_ResearchInt
|
Perc_PLW_Onsite
|
Perc_Experience
|
Perc_ExpertCall
|
|
Need New LOA
|
94.1%
|
0.0%
|
52.9%
|
11.8%
|
29.4%
|
0.0%
|
70.6%
|
|
Opt Out
|
47.1%
|
0.0%
|
47.1%
|
0.0%
|
11.8%
|
0.0%
|
47.1%
|
Renewal by Event Consumption
- [NNLOA] Nearly all NNLOAs made it to an event and renewed slightly higher than the average NNLOA (4%).
- [Opt Out] Roughly equivalent distribution with slightly better results from not attending.
Renewal Ratio by Event Consumption
|
DecisionType
|
II_Events_Binary
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
0
|
1
|
0
|
1
|
0.0
|
0.0%
|
|
Need New LOA
|
1
|
16
|
10
|
6
|
1.7
|
62.5%
|
|
Opt Out
|
0
|
9
|
9
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
1
|
8
|
7
|
1
|
7.0
|
87.5%
|
Renewal by Service Consumption
No Data Here.
Renewal Ratio by Service Consumption
|
DecisionType
|
II_Service_Binary
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
0
|
17
|
10
|
7
|
1.4
|
58.8%
|
|
Opt Out
|
0
|
17
|
16
|
1
|
16.0
|
94.1%
|
Renewal by SL Consumption
- [NNLOA] Slightly negative relationship, with consuming an SL impact interaction leading to a roughly 3% dip in renewal rate.
- [Opt Out] Roughly equivalent distribution with slightly better results from not attending.
Renewal Ratio by SL-Led Consumption
|
DecisionType
|
II_SLLed_Binary
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
0
|
8
|
5
|
3
|
1.7
|
62.5%
|
|
Need New LOA
|
1
|
9
|
5
|
4
|
1.2
|
55.6%
|
|
Opt Out
|
0
|
9
|
9
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
1
|
8
|
7
|
1
|
7.0
|
87.5%
|
Renewal by Research Interview Consumption
- [NNLOA] N is low, but yet again we see negative renewal rate from consumption - roughly 8% below the average.
- [Opt Out] No data.
Renewal Ratio by Research Interview Consumption
|
DecisionType
|
II_ResearchInterview_Binary
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
0
|
15
|
9
|
6
|
1.5
|
60.0%
|
|
Need New LOA
|
1
|
2
|
1
|
1
|
1.0
|
50.0%
|
|
Opt Out
|
0
|
17
|
16
|
1
|
16.0
|
94.1%
|
Renewal by PLW OR Onsite Consumption
- [NNLOA] Onsite and/or PLW negatively associated with renewal, and by a severe degree - 18%! Small N, though.
- [Opt Out] N is too low to react to negative relationship between renewal and onsite consumption.
Renewal Ratio by PLW OR Onsite Consumption
|
DecisionType
|
II_PLW_Onsite_Binary
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
0
|
12
|
8
|
4
|
2.0
|
66.7%
|
|
Need New LOA
|
1
|
5
|
2
|
3
|
0.7
|
40.0%
|
|
Opt Out
|
0
|
15
|
15
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
1
|
2
|
1
|
1
|
1.0
|
50.0%
|
Renewal by Experience Consumption
No data here.
Renewal Ratio by Experience Consumption
|
DecisionType
|
II_Experience_Binary
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
0
|
17
|
10
|
7
|
1.4
|
58.8%
|
|
Opt Out
|
0
|
17
|
16
|
1
|
16.0
|
94.1%
|
Renewal by Expert Call Consumption
- [NNLOA] Large lift from expert call consumption - 17% above the average. Not consuming this type of interaction suggest poor health.
- [Opt Out] N is too low to react to negative relationship between renewal and expert call consumption.
Renewal Ratio by Expert Call Consumption
|
DecisionType
|
II_ExpertCall_Binary
|
N
|
ATL
|
Dropped
|
Ratio
|
Perc_Renewed
|
|
Need New LOA
|
0
|
5
|
1
|
4
|
0.2
|
20.0%
|
|
Need New LOA
|
1
|
12
|
9
|
3
|
3.0
|
75.0%
|
|
Opt Out
|
0
|
9
|
9
|
0
|
Inf
|
100.0%
|
|
Opt Out
|
1
|
8
|
7
|
1
|
7.0
|
87.5%
|
Correlation betwen Event Groupings, and Renewal (for fun)
- Positive Correlation with Renewal: Expert Calls and Research Renewals (close enough to 0).
- Negative correlation with Renewal: SL Led, Events, and Onsites (really the highest)
- Positive Halo Effect:Expert Calls are positively related to all other interactions except SL Led.
##### Multivariate Regression (still kind of simple)
Note: Looking at NNLOA, only.
- Expert Calls and/or Events are positive and close to significance. Since they are correlated, if you take one out, then you get significance.
Regression Estimates for a Model Fitted on Event Grouping Volumes
|
term
|
estimate
|
std.error
|
statistic
|
p.value
|
|
(Intercept)
|
-3.44
|
2.205
|
-1.56
|
0.12
|
|
II_Events_Volume
|
1.48
|
0.985
|
1.50
|
0.13
|
|
II_SLLed_Volume
|
0.08
|
0.900
|
0.09
|
0.93
|
|
II_ResearchInterview_Volume
|
-0.15
|
2.197
|
-0.07
|
0.94
|
|
II_PLW_Onsite_Volume
|
-2.83
|
2.076
|
-1.36
|
0.17
|
|
II_ExpertCall_Volume
|
1.85
|
1.237
|
1.49
|
0.14
|