For Tail Customer Management
Focus on the right customers for efficient growth.
The Problem
Too much time spent on the wrong customers drains resources and stunts growth.
01
A small percentage of customers drive the majority of revenue, yet your sales and support teams dedicate equal time to low-value, high-maintenance accounts.
02
Without clear customer segmentation or visibility into cost-to-serve, your team can’t distinguish between accounts worth investing in and those that will never scale.
03
Your reps miss high-potential opportunities and waste resources on customers that deliver minimal return.
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The Solution
Segment your customers with precision data and manage the tail strategically.
01
Knowde establishes a unified customer dataset by eliminating duplicates, filling in hierarchies and enriching records with firmographic and transactional data.
02
Segment customers based on revenue, margin, cost-to-serve and growth potential — not just historical sales volume.
03
Identify true tail accounts and route them into right-sized engagement models such as inside sales, self-service or distributor channels.
04
Surface high-potential accounts hiding in the tail and direct them into targeted growth programs.
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Power automation and analytics with reliable customer data, ensuring every decision and touchpoint is grounded in truth.
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Positive Business Outcomes
Improve profitability, efficiency and long-term growth.
01
High-potential tail customers are identified early and nurtured, so you don’t miss out on future growth.
02
Sales and service teams focus on the right customers — those who drive the most value while low-value accounts are managed efficiently through lower-cost, lower-touch engagement models.
03
Organizations free up capacity for strategic selling, accelerating growth where it matters most.
How We Do It
Step 1
Knowde builds a clean data foundation by consolidating fragmented customer records from ERP and CRM systems into unified golden records, mapping hierarchies across parent companies, subsidiaries and sites.
Step 2
We classify and segment customers by enriching each record with firmographic data — including industry, applications served and company size — then layering on transactional data to segment by revenue, margin and cost-to-serve.
Step 3
We enrich customer profiles with taxonomical attributes based on what they manufacture. Then identify whitespace by mapping potential raw material needs against your product portfolio to understand any customer’s growth potential.
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Return on Investment
5–15% increase in gross margin by aligning resources with high-margin, high-potential customers
Up to 30% more time spent on strategic accounts by reducing effort spent on low-value tail customers
20–40% reduction in service costs for tail accounts by shifting to self-service, distributor or inside sales models
2–3x increase in sales coverage without additional headcount through automated segmentation and engagement
