Percentage of total annual revenue that is generated from up-sell/cross-selling services associated with product purchases

This measure calculates the percent of total annual revenue that comes from up-selling or cross-selling services. Up-selling is a sales technique that involves offering similar but higher quality products to customers as they purchase a specific product/service. Cross-selling is similar but involves offering complementary products to increase scale. As part of a set of Supplemental Information measures, this measure helps companies evaluate additional variables impacting the process "enter orders into system and identify/perform cross-sell/up-sell activity."

Benchmark Data

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Measure Category:
Supplemental Information
Measure ID:
105246
Total Sample Size:
843 All Companies
Performers:
25th Median 75th
- - -
Key Performance Indicator:
No

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Compute this Measure

Units for this measure are percent.

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Percentage of revenue generated from cross-selling and up-selling services associated with product purchase

Key Terms

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Total Annual Revenue/Net Revenue

Total annual revenue is net proceeds generated from the sale of products or services. This should reflect the selling price less any allowances such as quantity, discounts, rebates and returns. If your business entity is a support unit and therefore does not directly generate revenue, then provide the revenue amount for the units you support. For government/non-profit organizations, please use your non-pass-through budget. For insurance companies the total annual revenue is the total amount of direct written premiums, excluding net investment income. Note: Business entity revenue needs to only include inter-company business segment revenue when the transactions between those business segments are intended to reflect an arm's length transfer price and would therefore meet the regulatory requirements for external revenue reporting.

Supplemental Information

Supplemental information is data that APQC determines is relevant to decision support for a specific process, but does not fit into the other measure categories such as cost effectiveness, cycle time, or staff productivity.

Measure Scope

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Cross Industry (7.3.1)