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Next Generation Customer Stratification: Driving Performance in 2021

With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.

January 21, 2021

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Partnership Skills for Industrial Buyers and Sellers (Part 2)

Alternate channel disruptions and supply chain crises are reforming go-to-market strategies for supply partners. Here are five more ways to go beyond traditional buyer/seller relationships and benefit both sides.

Customer stratification is essential for distilling the overwhelming volume and breadth of customer data into easier-to-manage chunks. Moreover, insights from customer stratification can align objectives across every functional area of distribution (sales, purchasing, operations, logistics, HR, finance, etc.). In 2021, customer stratification can be a core foundation from which you develop and hone your analytics maturity.

 

Customer stratification is an exercise in “bucketing” customers according to their relative value and importance to a distributor. Analogous to the 80-20 rule, customer…

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