Summary
The Customer Stratification screen shows how your customers rank against each other using ABC / Usage Pattern classing, similar in spirit to Item Stratification but built around customer-level revenue, margin, and hits rather than item-level demand.
ABC / Usage Pattern Matrix Tab
When you first open the screen, a matrix of ABC Class vs Usage Pattern is shown in different colors.
- Green (A) - Your best customers: high revenue/margin contribution, buying on a Recurring basis.
- Orange (B) - Solid, mid-tier customers - still valuable, but a step down from your A's.
- Red (C / D / E) - Lower-contribution customers. The deeper the red, the smaller their share of your business - these may be candidates for reduced service levels or a closer look at cost-to-serve.
- Blue (N) - New customers. Not enough purchase history yet to score them; they'll fall into a real class once they age past the "new" threshold.
- Gray (X) - Customers with no qualifying score (e.g. no purchases in the classing window), or otherwise excluded from classing.
- Teal (!) - Critical customers. This overrides any calculated class - a customer flagged Critical always shows as "!" regardless of their score, so you don't accidentally deprioritize a strategic account just because their recent numbers are down.
Each row is an ABC class; each column is a Usage Pattern (Recurring, Sporadic, Slow, Dead, New), so a cell shows
customer count and revenue (with % of total) for that specific combination - e.g. "A" customers who buy
sporadically. The color deepens for Recurring and fades toward Dead, so at a glance you can see whether a class's business is coming from steady repeat buyers or one-off/lapsing ones.
You can click any colored cell to be taken to the Customer Detail tab, filtered to that combination of ABC Class /
Usage Pattern already.
NOTE: a customer's ABC Class here reflects the ERP's own classification (if supplied) or a Critical override, ahead of StockIQ's calculated class - see Calc ABC below for the raw, un-overridden result.
Customer Detail Tab
This tab shows the details behind the matrix, in the Customer Detail Grid.
Column Description
- Customer Code - the customer's code.
- Customer Name - the customer's name.
- ABC - the ABC class currently in effect for the customer. This is the calculated class unless overridden - a customer marked Critical always shows "!", and otherwise an ERP-supplied class (if present) takes precedence over StockIQ's own calculation.
- Calc ABC - the class StockIQ's classing algorithm actually calculated, ignoring Critical flags or ERP overrides. Hidden by default; useful for seeing what the class "would have been."
- Usage Pattern - the customer's usage pattern - Recurring, Sporadic, Slow, Dead, or New.
- Rank - the customer's rank by score among all classed customers, highest first.
- Items Purchased - the number of distinct items this customer has purchased.
- Hits, Revenue, COGS, Margin, Qty Sold - the annualized measures, over the classing history window (set by "Num Months of History" in your Customer Class Settings), used to compute the customer's score.
- % Score - the customer's percent contribution to the total of whichever measure(s) your classing criteria uses.
- Tot. Score - the running cumulative percent score as customers are sorted from highest-scoring to lowest. This is what determines where one class ends and the next begins, and can tell you how close a customer is to the next class break.
- Last 6 Months / Lifetime / Year-to-Date (Hits, Revenue, COGS, Margin, Qty Sold) - the same measures over three additional windows, for context beyond the classing history window. Hidden by default - add them from the column chooser when you need a longer or shorter view than the classing window provides.
- First Purchase / Last Purchase - the first and most recent date this customer bought anything. Hidden by default.