Key customers, ordinary customers and small customers. Key customers generally account for 20% of the total number of enterprise customers, and they are key customers of enterprises. They contribute 80% of the profits to enterprises and need to be protected by enterprises.

Ordinary customers account for about 30% of the total number of corporate customers, and the value they create for the enterprise is the top 50% except important customers and secondary customers. Ordinary customers contain a large number of customers, but their purchasing power, loyalty and the value they can bring are far less than those of important customers and secondary customers, and they are not worthy of special treatment by enterprises. Small customers are located at the bottom of the customer pyramid, which refers to the remaining 50% customers except the above three types of customers.

Key customer classification

1, important customers

The top 1% that important customers can bring the greatest value to the enterprise is located at the highest level in the customer pyramid. They are basically important customers of products. Because they are loyal to the enterprise, important customers are the most stable part of the assets of enterprise customers. Important customers are the most attractive, and the number of important customers determines the position of enterprises in the market competition.

2. Secondary customers

Secondary customers account for about 19% of the total number of enterprise customers. Except for important customers, the top 20% that bring the greatest value to the enterprise are brought by secondary customers. Secondary customers are very sensitive to price, and the value and profit created for the enterprise are not particularly high, and they are not loyal to important customers. In order to reduce risks, they usually maintain long-term relationships with many enterprises.