This report will help companies identify what is the proper sales structure to help identify the most effecient way to support new business and existing accounts while simultaneously reducing costs. One of their suggestions? Understand the customer portfolio. Portfolio doesn’t imply, but explicitly states understanding the economic profile of each customer.
“To gain a deep understanding of the needs and economic value of customers,
companies must analyze the size, service costs, and true profitability of deals, not just their gross margins.”
“Profiling” is hot topic these days in the general political scene, but when it comes to running a company, it is not taboo. Properly profiling and discriminating customers is OK, especially if you want to get more money from the ones that will affect the top line. Enjoy.