EightyTwenty+ guide
Product × Customer analysis reveals what a simple ABC table cannot
A Product × Customer matrix places every customer-product relationship into one of nine ABC combinations. It shows whether major customers mainly buy major products or whether meaningful relationships extend deep into the product tail.
Build the matrix from separate ABC classifications
Classify customers and products independently. Then place each relationship into the resulting 3×3 matrix.
Look beyond the A × A cell
A-customer × C-product relationships are particularly useful when assessing the product tail because they show low-revenue products connected to high-revenue customers.
Use the matrix as a doorway to evidence
The matrix is not a score. The value comes from drilling into the customers and products behind each cell and then considering margin, dependency and complexity.