Every day you make decisions about your business. But you don’t react to reality itself, you react to how you see it. And that perception depends, to a large extent, on how the data in front of you is expressed.
A 67% demand response capacity may seem like a reasonable result. It doesn’t create urgency or discomfort. It’s just a number that informs, something you can track, compare, or even justify. But it rarely triggers immediate action.
However, that same data contains something very different. The remaining 33% is not just a percentage, it represents a portion of demand you are not able to serve when it occurs. And at that point, it is no longer just a metric, but business that never materializes.
The problem is that a percentage doesn’t hurt. It doesn’t convey real impact or drive decisions. It helps you understand that there is room for improvement, but it doesn’t force you to act. When that same data is translated into euros, perception changes completely.
That 33% could represent, for example, €436,000 in revenue you are not capturing. The reality hasn’t changed. The data is exactly the same. But the way you see it has, and with it, your reaction.
Because decisions are not made based on percentages. They are made based on money. And what is not expressed in economic terms rarely creates the urgency needed to prioritize it.
Most companies analyze what they sell, optimize their results, and track their KPIs. But a significant part of the business is not lost in the sale, it is lost before, at the moment demand occurs and you are not able to respond properly. And that part is rarely measured.
This is not about having more data. It’s about how that data is represented.
A percentage informs. A euro drives action.
Part of your revenue is already in your demand. Do you want to know how much you’re not capturing?
By Joan Cabós
CEO & founder