BIAnalytix Tip Summary: Multiple Account Executive "Types" per Order and resulting BI Analysis

A robust Media Business Intelligence system should be designed to accommodate and report on multiple Account Executives (AEs) per contract as well as the "type" of relationship they have to the revenue. Obviously, the source system must allow for such possibilities, and if it does, the benefit within a BI system is to provide the ability to filter the data by the relationship "type" an Account Executive has to the advertising revenue. There are typically three (3) “types” of Account Executive relationships - Prime AE, Account AE, and Commission AEs

Each of the three (3) Account Executive "type" has a distinct relationship to the contract’s advertising dollars.
  1. The Prime AE is the salesperson who is the lead on the sale of an advertising contract or order. There is only one Prime AE per advertising order.
  2. The Account AE is the salesperson who is assigned to the account (advertiser). Like a Prime AE, there is only one Account AE per advertiser.
  3. The Commission AE is the salesperson or salespersons who will be given a commission for the order meaning there can be multiple Commission AEs for a single order.

BIAnalytix provides the ability to analyze the sales performance of each type of AE relationship. This provides valuable information regarding the performance of AEs and their sales teams and offices.

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