The universe is wonky! We wouldn’t have it any other way.
At Inflexion Group we like quirkiness – in nature and in business. Inspired by the Italian economist, Vilfredo Pareto, who developed the 80/20 rule after observing that 20% of pea pods in his garden yielded 80% of his peas, we set out earlier this year to test our hypothesis that 20% of a B2B company’s accounts deliver 80% of its revenues. Sure enough, we found the 80/20 rule alive and well through our research with 65 companies. Thank you to those who participated.
So what? Well, the rule is fractal, meaning that even within the top 20% of your accounts, there is the same high concentration of revenues. These customers hold the key to your future success. Grow with them, and you’ll both thrive. Lose them, and you’ll need a lot of new accounts to fill the hole.
You need an extraordinary focus on these customers to drive sustainable value. What does that look like? Together with my co-founders Louise Jefferson and Tim Shercliff, I set up Inflexion Group to help you get this right. We help companies choose their most important accounts, get aligned internally to focus on them, and engage with them through orchestrated account management, ABM, customer success and executive engagement programmes.
We explain how in our new book, ‘Account-Based Growth’, available to pre-order from Kogan Page and Amazon now.
Embrace the quirkiness in your life. It’s more fun!