Customer stratification
We had the following user story:
Note
As a sales representative, I want to see who my most important customers are so that I can focus my time and effort on them.
A customer's importance is determined by a mixture of measures. In the sales perspective, we started to determine a customer's importance using a Pareto analysis over sales. The following diagram shows the results of a customer stratification based on sales:
We can use Pareto analysis to stratify all measurements whose total is the sum of its parts, such as gross profit and quantity. However, there is another set of customer metrics whose total is an average of its parts. For example, the total company DSO is a weighted average of the DSO of each customer. In this case, we use quartiles to stratify customers.
Finally, once we have more than one measurement that stratifies customers, we look at how to combine them both numerically and visually. Even though we discuss customer stratification, the same principles...
