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{"sheet":"Financial Metrics","index":0,"n_rows":25,"n_cols":16,"rows_kept":25,"flags":["formulas_cached_only"]}
[null,"<Company Name>",{"$nulls":12},"List Data:","Objective Type"]
[null,"Balanced Scorecard — Financial Metrics",{"$nulls":13},"Revenue growth and mix"]
[null,"<Date>",{"$nulls":13},"Cost reduction/productivity"]
[{"$nulls":15},"Asset utilization"]
[{"$nulls":15},"Market performance"]
[null,"Financial Metrics"]
[null,"Financial Objective Type","Measures","Targets","Supporting Initiatives","Q1","Q2","Q3","Q4","Annual","Analysis"]
[null,"Revenue growth and mix","Sales growth by segment","5% quarterly growth for segment A.","VP of sales will hire 2 new sales representatives to focus on segment A by January 31.",{"v":0.04,"d":"4.00%"},{"v":0.05,"d":"5.00%"},{"v":0.06,"d":"6.00%"},{"v":0.05,"d":"5.00%"},{"v":0.05,"d":"5.00%"},"Target achieved"]
[null,"Revenue growth and mix","Percentage of revenue from new products","15% of annual revenue will come from new product B."]
[null,"Revenue growth and mix","Percentage of revenue from new services","10% of annual revenue will come from new service C."]
[null,"Revenue growth and mix","Percentage of revenue from new customers","5% of annual revenue will come from new customer D."]
[null,"Revenue growth and mix","Share of wallet from target accounts","Increase wallet share of target account E from 15% to 25% by the end of the year."]
[null,"Revenue growth and mix","Customer profitability","Increase profitability in customer segment F from 15% to 20% by the end of the year."]
[null,"Revenue growth and mix","Product profitability","Increase profitability of product line G from 20% to 25% by the end of the year."]
[null,"Revenue growth and mix","Percentage of unprofitable customers","Reduce the percentage of unprofitable customers from 10% to 0% by the end of the year."]
[null,"Cost reduction/productivity","Revenue per employee","Increase revenue per employee from $110,000 to $115,000 by the end of the year."]
[null,"Cost reduction/productivity","Cost reduction rate","Increase cost reduction rate by 2% by the end of the year."]
[null,"Cost reduction/productivity","Indirect expenses as a cost of sales","Reduce general and administrative expenses as a percentage of sales from 15% to 12%, to meet competitors' expense ratios."]
[null,"Cost reduction/productivity","Unit cost per transaction","Reduce unit cost per procurement transaction from $0.75/unit to $.50/unit by the end of the year."]
[null,"Asset utilization","Research and development as a percentage of sales","Increase research and development as a percentage of sales from 15% to 20% by the end of the year."]
[null,"Asset utilization","Working capital ratio","Increase our working capital from $1,000,000 to $1,200,000 by the end of the year."]
[null,"Asset utilization","Payback","Decrease average payback time on capital equipment purchases from 9 months to 7 months by the end of the year."]
[null,"Asset utilization","Throughput","Increase throughput from 20 widgets per day to 25 widgets per day by the end of the year."]
[null,"Market performance","Economic value added","Improve economic value added by 10% by the end of the year."]
[null,"Market performance","Stock price growth","Grow stock price by 25% by the end of the year."]

{"sheet":"Customer Metrics","index":1,"n_rows":20,"n_cols":16,"rows_kept":20,"flags":["formulas_cached_only"]}
[null,"<Company Name>",{"$nulls":12},"List Data:","Objective Type"]
[null,"Balanced Scorecard — Customer Metrics",{"$nulls":13},"Market share"]
[null,"<Date>",{"$nulls":13},"Customer acquisition"]
[{"$nulls":15},"Customer retention"]
[{"$nulls":15},"Customer profitability"]
[null,"Customer Metrics"]
[null,"Customer Objective Type","Measures","Targets","Supporting Initiatives","Q1","Q2","Q3","Q4","Annual","Analysis"]
[null,"Market share","Market share by dollars","Increase market share from 15% to 25% by the end of the year in market B.","To increase overall sales, launch marketing campaign that is targeted to market A in March.",{"v":0.15,"d":"15.00%"},{"v":0.18,"d":"18.00%"},{"v":0.21,"d":"21.00%"},{"v":0.26,"d":"26.00%"},{"v":0.26,"d":"26.00%"},"Target exceeded"]
[null,"Market share","Market share by units","Increase the number of units sold to market A from 20,000 to 25,000 by the end of the year."]
[null,"Market share","Percentage of key customers within target market","Contract with 75% of all customers within target vertical C."]
[null,"Customer acquisition","Proposal rate","Increase number of proposals from 15% to 20% by the end of the year."]
[null,"Customer acquisition","Win rate","Increase proposal win rate from 15% to 20% by the end of the year."]
[null,"Customer acquisition","Number of unqualified leads","Reduce the number of unqualified leads by 25% by the end of the year."]
[null,"Customer retention","Key account retention","Retain 100% of all named accounts throughout the fiscal year."]
[null,"Customer profitability","Percentage of unprofitable customers","Reduce percentage of unprofitable customers from 10% to 0% by the end of the year."]
[null,"Customer profitability","Customer profitability percentage","Increase overall customer profitability from 25% to 30% by the end of the year."]
[null,"Customer satisfaction","Customer satisfaction percentage","Increase customer satisfaction (as measured by external survey) so that 75% of all customers are \"somewhat\" or \"very\" satisfied."]
[null,"Customer satisfaction","Number of unresolved issues","Reduce the number of unresolved issues by 50% by the end of the year."]
[null,"Customer satisfaction","Number of customer returns","Reduce the number of returns by 75% by the end of the year."]
[null,"Customer satisfaction","Out-of-stock percentage","Reduce percentage of out-of-stock items by 60% by the end of year."]

{"sheet":"Internal Bus. Process Metrics","index":2,"n_rows":24,"n_cols":16,"rows_kept":24,"flags":["formulas_cached_only"]}
[null,"<Company Name>",{"$nulls":12},"List Data:","Objective Type"]
[null,"Balanced Scorecard — Internal Business Process Metrics",{"$nulls":13},"Innovation"]
[null,"<Date>",{"$nulls":13},"Operations"]
[{"$nulls":15},"Post-sales service"]
[]
[null,"Internal Business Process Metrics"]
[null,"Internal Objective Type","Measures","Targets","Supporting Initiatives","Q1","Q2","Q3","Q4","Annual","Analysis"]
[null,"Innovation","Percentage of sales from new products","5% of revenues will come from new products A and B.","New markets team will drive sales of new products through indirect channel.",{"v":0.01,"d":"1.00%"},{"v":0.02,"d":"2.00%"},{"v":0.04,"d":"4.00%"},{"v":0.05,"d":"5.00%"},{"v":0.05,"d":"5.00%"},"Target achieved"]
[null,"Innovation","Percentage of sales from proprietary products","10% of annual revenue will come from proprietary product C."]
[null,"Innovation","New product introductions versus competitors","8 new products will be introduced this year, compared to 5–7 from primary competitor."]
[null,"Innovation","Process capability","A new manufacturing technique will be developed that will improve water consumption for manufacturing process."]
[null,"Innovation","Time to develop next generation of products","The next generation of product D will be developed within 18 months."]
[null,"Innovation","Time to market for new products","New products will be brought to market within 6 months of design inception."]
[null,"Innovation","For new products, time to breakeven point","New products will break even within one year after product launch."]
[null,"Operations","Product quality","Defects will be reduced from 3 in every 1,000 to 1 in every 1,000 by June."]
[null,"Operations","Service quality","Project overruns will be reduced from 75% to 20% by the end of the year."]
[null,"Operations","Labor efficiency","Throughput will be maintained at the same level with 10% fewer resources."]
[null,"Operations","Machine efficiency","Machine E's capacity will be upgraded to handle 20,000 units per hour by March."]
[null,"Operations","Purchase price variance","Purchase price variance on raw materials will decrease by 50% by June."]
[null,"Operations","Process cycle time","Manufacturing process cycle time will be reduced from 60 days to 55 days by Q3."]
[null,"Operations","Process cost","The cost to produce one unit will decrease from $35/unit to $32/unit by the end of the year."]
[null,"Post-sales service","Warranty and repair costs","Warranty costs will be reduced by 50% by the end of the year."]
[null,"Post-sales service","Cycle time for warranty and repair issues","Warranty issues will by resolved within 20 days by the end of Q3."]
[null,"Post-sales service","Payment processing cycle time","Customer collections will be received within 35 days by April 30."]

{"sheet":"Learning and Growth Metrics","index":3,"n_rows":19,"n_cols":16,"rows_kept":19,"flags":["formulas_cached_only"]}
[null,"<Company Name>",{"$nulls":12},"List Data:","Objective Type"]
[null,"Balanced Scorecard — Learning and Growth Metrics",{"$nulls":13},"Employee retention"]
[null,"<Date>",{"$nulls":13},"Employee satisfaction"]
[{"$nulls":15},"Employee productivity"]
[]
[null,"Learning and Growth Metrics"]
[null,"Learning Objective Type","Measures","Targets","Supporting Initiatives","Q1","Q2","Q3","Q4","Annual","Analysis"]
[null,"Employee retention","Annual turnover percentage","Reduce overall turnover from 18% to 15% by end of year.","VP of HR will implement new benefits and total rewards strategy in Q1.",{"v":0.19,"d":"19.00%"},{"v":0.18,"d":"18.00%"},{"v":0.17,"d":"17.00%"},{"v":0.16,"d":"16.00%"},{"v":0.16,"d":"16.00%"},"Progress made; target not achieved"]
[null,"Employee retention","Voluntary annual turnover percentage","Reduce voluntary turnover percentage from 9% to 5% by the end of the year."]
[null,"Employee retention","Key personnel turnover percentage","Reduce turnover of key personnel from 25% to 5% by the end of the year."]
[null,"Employee satisfaction","Involvement with decisions","Based on employee survey, ensure that 75% of employees feel involved with key decisions by the end of the year."]
[null,"Employee satisfaction","Recognition","Based on employee survey, ensure that 90% of top-rated employees feel they receive positive recognition for their achievements."]
[null,"Employee satisfaction","Access to information","Based on employee survey, ensure that 100% of employees know where to find and how to access information critical to their jobs."]
[null,"Employee satisfaction","Encouragement to be creative","Based on employee survey, ensure that 80% of employees feel that creativity is encouraged and that 100% of research team feels encouraged."]
[null,"Employee satisfaction","Support from staff functions","Based on employee survey, ensure that 75% of employees feel that they receive acceptable staff and administrative support."]
[null,"Employee satisfaction","Overall satisfaction with company","Based on employee survey, ensure that 75% of all employees are satisfied working with the company."]
[null,"Employee productivity","Revenue per employee","Increase revenue per employee from $120,000 to $125,000 by the end of the year."]
[null,"Employee productivity","Training budget per employee","Increase training budget per employee from $3,000 to $5,000 annually."]
[null,"Employee productivity","Competency alignment","For key positions, ensure competency fit is 100% by the end of the year."]