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SaaS Revenue Primer: Tiering Analysis

This post is the second in the SaaS Revenue Primer series.  The first post, Flux Analysis, focused on understanding the customer behavior changes within a SaaS revenue stream – which customers were new, growing, shrinking, flat, or cancelling.  This post focuses on applying the concept of Pareto analysis to SaaS customer bases. 

Segmenting or tiering customers based on their revenue contribution is an extremely insightful exercise.  It enables you to identify what groups of customers are responsible for the bulk of your revenues.  It also helps you to identify relatively low value customers who may be consuming a disproportionate share of your precious resources.  When you combine tiering analysis with flux analysis you can get some very specific insights into key clusters of customers and their behaviors.  These insights can enable your company to better target where you should or should not be investing resources to get the maximum bang for the buck.

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