Learn how a customer portfolio segmentation strategy can help financial leaders unify customer data and drive ROI.

1. For financial leaders, a customer portfolio segmentation strategy is a powerful
play. Uniting disparate customer data and business strategy ROI, a segmentation
strategy is a solid move for risk management and enterprise-wide growth.
It’s something that finance should not just contribute to, but also actively co-create.
The 8-Ball of
Customer Portfolio
Segmentation for Finance
How Financial Leaders Can Unify Customer Data and Drive ROI
Increased cash flow
Corporate
controls
Budgets Customer
behavior
Resource
requirements
Greater collaboration More profitable growth
Processes Organizational goals Data Analytics
ASSUMPTION #1
Bias is inherent in data analysis.
Make sure all balls are on the table
when putting your strategy together.
BENEFITS OF CUSTOMER
PORTFOLIO SEGMENTATION
HOW CAN FINANCE HELP?
WINNING THE GAME:
THE ESSENTIAL GUIDELINES
Guidelines are essential to increase your odds of
delivering a winning segmentation strategy.
Finance is uniquely poised to use customer segmentation to drive value.
Finance knows the significance of data quality, visibility and governance,
but also the importance of effective reporting.
What is visible is true.
What is hidden is not.
ASSUMPTION #2
Be careful mixing and
matching data. Before you
segment: know your sources;
understand any cleansing
processes; and identify all
links between departments
and groups.
All data is created equal.
CRM
data
Industry
profiles
Social
feeds
Contact
history
Billing
info
Business
linkages
ERP
data
Payment
history
Geography Psychographic
data
ASSUMPTION #4
Don’t be limited to behavioral and descriptive
analytical exercises. Use prescriptive and
predictive analytics instead.
The past is more important
than the future.
ASSUMPTION #3
Simplicity is best. More data
doesn’t mean you’re going to
make better game-time
decisions, or be telling the right
story about your customers.
More analytics =
better analytics.
Ensure that your corporate vision is crystal clear, and
then align your segmentation strategy accordingly.
Define your goals.
Closely examine individual functional goals and data sources.
Seeking cross-functional input helps guarantee you clear the
table at the end of the game.
Create a cross-functional segmentation execution plan.
Know your data, what it does and where’s it’s going. Digging
deep now, will avoid problems down the road.
Size up your data.
You need the right systems and tools to dissect and deliver
your data. Investment may require input of time and resources,
but getting this right is critical to business success.
Choose the right tools.
#1
#1 1st
1st
Choose the right metrics
and communicate
performance effectively.
Simplicity
Stories are easily lost
in meaningless charts
and information.
Visualization
SHARING YOUR STATS
Principles for Effective Reporting
Be ready to drill down or
provide more information
where needed.
Flexibility
Meaningful delivery illustrates the effectiveness
of the portfolio segmentation strategy and
inspires alignment and mutual understanding.
Delivery
!
1
6 7 8 9 10
2 3 4 5
$
Finance has a deep familiarity with:
AVOID THESE 4 COMMON DATA
BILLIARD BLUNDERS
Learn more at www.dnb.com @dnbus
Wielding your pool cue of portfolio segmentation
in the right way can deliver the win and reap big
rewards for your organization.

2. For financial leaders, a customer portfolio segmentation strategy is a powerful
play. Uniting disparate customer data and business strategy ROI, a segmentation
strategy is a solid move for risk management and enterprise-wide growth.
It’s something that finance should not just contribute to, but also actively co-create.
The 8-Ball of Customer Portfolio
Segmentation for Finance
How Financial Leaders Can Unify Customer Data and Drive ROI
Increased cash flow
Corporate
controls
Budgets Customer
behavior
Resource
requirements
Greater collaboration More profitable growth
Processes Organizational goals Data Analytics
ASSUMPTION #1
Bias is inherent in data analysis.
Make sure all balls are on the table
when putting your strategy together.
BENEFITS OF CUSTOMER
PORTFOLIO SEGMENTATION
HOW CAN FINANCE HELP?
WINNING THE GAME:
THE ESSENTIAL GUIDELINES
Guidelines are essential to increase your odds of
delivering a winning segmentation strategy.
Finance is uniquely poised to use customer segmentation to drive value.
Finance knows the significance of data quality, visibility and governance,
but also the importance of effective reporting.
What is visible is true.
What is hidden is not.
ASSUMPTION #2
Be careful mixing and
matching data. Before you
segment: know your sources;
understand any cleansing
processes; and identify all
links between departments
and groups.
All data is created equal.
CRM
data
Industry
profiles
Social
feeds
Contact
history
Billing
info
Business
linkages
ERP
data
Payment
history
Geography Psychographic
data
ASSUMPTION #4
Don’t be limited to behavioral and descriptive
analytical exercises. Use prescriptive and
predictive analytics instead.
The past is more important
than the future.
ASSUMPTION #3
Simplicity is best. More data
doesn’t mean you’re going to
make better game-time
decisions, or be telling the right
story about your customers.
More analytics =
better analytics.
Ensure that your corporate vision is crystal clear, and
then align your segmentation strategy accordingly.
Define your goals.
Closely examine individual functional goals and data sources.
Seeking cross-functional input helps guarantee you clear the
table at the end of the game.
Create a cross-functional segmentation execution plan.
Know your data, what it does and where’s it’s going. Digging
deep now, will avoid problems down the road.
Size up your data.
You need the right systems and tools to dissect and deliver
your data. Investment may require input of time and resources,
but getting this right is critical to business success.
Choose the right tools.
#1
#1 1st
1st
Choose the right metrics
and communicate
performance effectively.
Simplicity
Stories are easily lost
in meaningless charts
and information.
Visualization
SHARING YOUR STATS
Principles for Effective Reporting
Be ready to drill down or
provide more information
where needed.
Flexibility
Meaningful delivery illustrates the effectiveness
of the portfolio segmentation strategy and
inspires alignment and mutual understanding.
Delivery
!
1
6 7 8 9 10
2 3 4 5
$
Finance has a deep familiarity with:
AVOID THESE 4 COMMON DATA
BILLIARD BLUNDERS
Learn more at www.dnb.com @dnbus
Wielding your pool cue of portfolio segmentation
in the right way can deliver the win and reap big
rewards for your organization.