I was talking with my friend Tracy Eiler, author of Aligned to Achieve, the other day and she showed me a chart that they were using at InsideView to segment customers. The chart was a quadrant that mapped customers on two dimensions: renewal rate and retention rate. The idea was to use the chart to plot customers and then identify patterns (e.g., industries) so marketing could identify the best overall customers in terms of lifetime value as the mechanism for deciding marketing segmentation and targeting.
https://www.enterpriseirregulars.com/113391/evolution-marketing-thanks-saas/
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