ABCXYZ-customer analysis as the basis for managing the company's customer base

The successful functioning of any enterprise largely depends on the close relationship with consumers, especially in a market economy, but it is the consumer who determines the success or failure of the goods and services offered. Modern information exchange and communication technologies open up opportunities to participate in global competition, where those who are able to respond quickly to changes and offer innovative products and services gain an advantage, but it is knowledge exchange that comes to the fore and begins to play a crucial role in creating a "new economy" based on knowledge and information. Methods such as ABC, XYZ, BCG and VEN analyses are traditionally used in the arsenal of analytical research methods for the customer base, each of which is suitable for different aspects of customer relationship research. ABC analysis stands out in this series as one of the most accessible and at the same time indicative methods, because its popularity is due to the ease of implementation and clarity of the results it provides. The principles underlying ABC analysis are consistent with the Pareto rule, which states that only a small proportion of customers bring the bulk of an organization's profits. Customer base analysis through the lens of ABC and XYZ methods and subsequent BCG analysis is a multidimensional approach to evaluating customer interactions.