Band

A range on a sizing measure, revenue, balances, sites or headcount, that defines a segment. Customers near a boundary are shown with both segments' norms and a gap range.

DefinitionA range on a sizing measure, revenue, balances, sites or headcount, that defines a segment. Customers near a boundary are shown with both segments' norms and a gap range.

Stated boundaries

The boundaries are on the report, with the margin used to flag customers near them.

Near the edge

A customer within the stated margin of a boundary gets a range for its gap, not a point.

How it is used

A stated range on a sizing measure, such as annual revenue, balances, sites or headcount, that groups customers for comparison. Norms are computed within a band, and customers close to a boundary are flagged because a small change moves them.

Example

Customers with 10 to 49 sites form one band, 50 to 199 another. A customer with 48 sites is compared with its band today and will be compared with larger peers after two openings; its gap at norm will jump without its buying changing.

Where it goes wrong

Bands chosen so each holds the same number of customers, which puts very different businesses together. Bands should follow how buying actually differs.

Articles that use this term

AI and self-service analytics

Account health score: why a computed score beats a colour-coded one

What is wrong with the red-amber-green account health field most CRMs carry, what a computed health score is made of, five inputs from the ledger and the CRM with stated weights, how the weights are set from the company's own churn history rather than opinion, why the score is shown with its inputs and never alone, the identity that every account has one score from the same rule, and how the score is validated against what happened.

16 Sept 20263 min read Wallet share and penetration · Industrial manufacturers

Aftermarket attach: installed base against parts and service revenue

How an industrial manufacturer measures aftermarket capture per customer from the installed base register and the parts and service ledger: expected annual aftermarket per unit from the customers who buy it all from the OEM, actual per customer, the attach rate, and the list of customers running the OEM's equipment on someone else's parts, ranked by the revenue at norm.

16 Sept 20262 min read Wallet share and penetration · Sports

Asset fit and hospitality utilisation per partner for sports organisations

How a club, league or venue measures which commercial assets each partner buys against the profile of partners like them, watches hospitality renewals with no contact, and tracks box and seat utilisation per fixture from the CRM and ticketing exports, reconciled to commercial revenue.

16 Sept 20263 min read Data quality and reconciliation

B2B customer segmentation from the ledger, not from personas

How to segment a B2B customer base from data the company holds: the two or three fields that make a segment useful for norms, size, sector and channel, why behavioural fields like order frequency and product mix belong in the measures rather than the segment definition, the minimum segment size that makes a norm mean something, the test that a segmentation is good, and why personas do not survive contact with a ledger.

16 Sept 20263 min read Board and management reporting · Freight brokers and 3PLs

Carrier concentration per lane: when one carrier is the lane

How a freight broker or 3PL measures the share of loads on each lane carried by its top carrier from the load ledger, sets a stated threshold per lane volume band, finds the lanes where one carrier's exit would leave shippers uncovered, and pairs the concentration with the carrier's acceptance trend so the risk is seen before the tender is refused.

16 Sept 20262 min read Wallet share and penetration · Industrial manufacturers

Catalogue fit per customer: how a manufacturer measures the product lines its customers could buy

A method for industrial and component manufacturers to measure, per customer, the product lines bought against the lines customers of that type buy, value the gap, keep direct and distributor channels from double counting, and reconcile to shipped revenue.

16 Sept 20263 min read