Classify customers using meaningful criteria and apply appropriate business scope to each group.
Customer categorization involves not only separating customers based on their size, but also evaluating them across various dimensions such as business model, industry, purchasing behavior, potential, service need, risk, and profitability. Correct segmentation ensures more consistent utilization of sales resources and business conditions.
Minerva allows a customer to be included in multiple categories and segments. Categories can be associated with product catalogs, price lists, campaigns, sales regions, credit policies, and service levels.
Categorization dimensions
Sector, sub-sector and customer business model
Distributor, dealer, project customer, or corporate user type
Sales volume, growth potential, and strategic importance.
Profitability, payment behavior, and credit risk.
Product interest, purchase frequency, and order structure.
Region, country, language, and service requirements.
Customer lifecycle and relationship maturity
Customer catalogs
Customized product catalogs can be created based on customer categories and contracts. This ensures that customers are only offered products for which they have purchasing authorization and which are relevant to their industry or agreement. Catalog scope is managed through validity dates and approval processes.
Use customer segments not just as reporting tags, but as active rules that govern product, price, service, and sales strategy.