Mark Osborne explains how to identify your best customers using data. Analyze two years of billing, rank your accounts, and focus on the top 20% that generate about 80% of your revenue. This approach concentrates your marketing, sales, and customer success efforts where they matter most.
You know, identify a discrete number of accounts and then have a go-to-market strategy for driving revenue that includes marketing, sales, customer success. One of the things you talked about being really important is defining that best customer. One of the ways that, that we see to do that is, you know, very data-driven. We just look at everyone that you did any, you know, billing with in the last 2 years, rank them all on a thing, look at the top 20% as a number, usually makes up around 80% of your revenue.
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