You can create an overview of your customers and products by setting up customer segments and products in the following schedule:

Then categorize products/segments according to how they have developed for the company. This overview means that you can much more easily prioritize one customer group over another - and at the same time have an overview of what the consequences will be.

12345 analysis

Also do a 12345 analysis of customers and products. The analysis shows the distribution of earnings in relation to product group and gives you input as to whether customers or products may must be remediated. The analysis consists of dividing respectively customers and products into five groups. The analysis is carried out, as far as possible, on product number and customer number.

Here's how you do it:

1. Take all products that have been sold in the most recently completed financial year and sort them by turnover - the product with the highest turnover at the top.
2. Divide the products into five groups with an equal number of products in each. If you have sold 250 item numbers, there are 50 products in each item group.
3. Calculate turnover, earnings, number of sales, number of customers per product per product group (12345), and also add other things that are relevant – this could also be the number of service visits, complaints, etc.
4. Analyze the result. The outcome of the analysis could be a table like the one seen below or a "tail analysis" as shown below.
5. Look at the analysis results and assess whether the results correspond to the expectation that may have been. Make decisions about remediation, new products, etc. that have already been taken into account.

Source: Lars Bo Hansen, Strategy that works (2013)