What It Is
A strategic model designed to help you evaluate and prioritize customers — not just by revenue, but by their fit with your operational and commercial strategy.
What It Is
A strategic model designed to help you evaluate and prioritize customers — not just by revenue, but by their fit with your operational and commercial strategy.
What It Is
A strategic model designed to help you evaluate and prioritize customers — not just by revenue, but by their fit with your operational and commercial strategy.
Why It Matters
Why It Matters
Why It Matters
In industrial markets, big clients often come with hidden costs: inefficient delivery slots, complex product mixes, and low-margin contracts. Traditional sales metrics ignore this.
Our matrix is co-designed with your leadership team to reflect the real constraints and priorities of your business — whether that’s production flow, plant utilization, fleet availability, or strategic growth zones.
It becomes a shared lens for commercial, ops, and finance teams to align around the right customers to grow, defend, or rethink.
What We Do
What We Do
What We Do
Align on high-impact KPIs such as margin, price increase, prime time deliveries, long haul, product mix, asset use
Align on high-impact KPIs such as margin, price increase, prime time deliveries, long haul, product mix, asset use
Align on high-impact KPIs such as margin, price increase, prime time deliveries, long haul, product mix, asset use
Co-define their business relevance and assign weightings with your leadership team
Co-define their business relevance and assign weightings with your leadership team
Co-define their business relevance and assign weightings with your leadership team
Score each customer using operational and financial data
Score each customer using operational and financial data
Score each customer using operational and financial data
Embed the model into KAM, deal planning, and sales strategy
Embed the model into KAM, deal planning, and sales strategy
Embed the model into KAM, deal planning, and sales strategy
Facilitate alignment workshops across commercial, ops, and exec teams
Facilitate alignment workshops across commercial, ops, and exec teams
Facilitate alignment workshops across commercial, ops, and exec teams
Segment accounts into actionable groups:
Segment accounts into actionable groups:
Segment accounts into actionable groups:
Strategic Core – high-value, aligned
Strategic Core – high-value, aligned
Strategic Core – high-value, aligned
Growth Plays – emerging potential
Growth Plays – emerging potential
Growth Plays – emerging potential
Margin Risks – high volume, low return
Margin Risks – high volume, low return
Margin Risks – high volume, low return
Low Fit – commercially or operationally misaligned
Low Fit – commercially or operationally misaligned
Low Fit – commercially or operationally misaligned
The Outcome
Clarity on which customers build value — and which drain it. A sales organization aligned not just to win revenue, but to strengthen margin and operations.
The Outcome
Clarity on which customers build value — and which drain it. A sales organization aligned not just to win revenue, but to strengthen margin and operations.
The Outcome
Clarity on which customers build value — and which drain it. A sales organization aligned not just to win revenue, but to strengthen margin and operations.
Who It's For
Sales leaders, general managers, key account teams, and operational directors
Who It's For
Sales leaders, general managers, key account teams, and operational directors
Who It's For
Sales leaders, general managers, key account teams, and operational directors
Let’s Talk
If you’re ready to modernize your sales engine, digitize your operations, or co-found the next tool for your industry — KB&G® is your partner.
Contact us
Let’s Talk
If you’re ready to modernize your sales engine, digitize your operations, or co-found the next tool for your industry — KB&G® is your partner.
Contact us
Let’s Talk
If you’re ready to modernize your sales engine, digitize your operations, or co-found the next tool for your industry — KB&G® is your partner.
Contact us