Most industrial companies are guessing at who their best customers are. Not because they’re unsophisticated — but because the answer to their most important go-to-market question has been buried in a system they use every day and never thought to look.
The 80/20 rule is real. Most companies just don’t know where their 20% lives. You’ve heard the principle before. Roughly 20% of your customers generate roughly 80% of your revenue. It shows up everywhere — sales strategy books, consulting frameworks, business school case studies. Most sales leaders nod when they hear it. Most of them […]
Most industrial companies are guessing at who their best customers are. Not because they’re unsophisticated — but because the answer to their most important go-to-market question has been buried in a system they use every day and never thought to look.
Most industrial companies believe they know who their best customers are. But when organizations actually analyze the data inside their ERP systems, the results are often surprising. The customers producing the highest long-term value are frequently not the ones leadership expected.
