Customer Analysis

How to Identify Your Best Customers

The top 20% of a company's customers can generate 50% to 80% of a company's revenue. How can we identify these customers? What sets them apart from lower-value customers? And,...

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Do 20 Percent of Customers Really Generate 80 Percent of Revenue?

When it comes to customer revenue, does the 80/20 Rule hold? Do 20% of customers really generate 80% of revenue? This article addresses the question by examining the Pareto...

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Your Best (Worst) Customers Are Worth A LOT MORE (LESS) Than Average

Early in my career, I was working in a finance role at an e-commerce company. I had the following discussion with the head of customer acquisition. Me: What's up with all the...

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