Customer economics

Customer concentration

How much of revenue comes from the largest customers. One at 20% or more of revenue is a risk to the whole business, not just a big account.

Owned by: Sales ops managerTest band: Sales ops manager

In practice

Report the top ten as a share of revenue every quarter. Plan territory and hiring so the next year's growth reduces the share, not increases it.

One customer is 28% of revenue. The territory and hiring plan should…
Two customers are 45% of revenue and both renew in Q4. The CRO's Q1 priority is…

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