See also the BW page on Customer Segmentation
General Notes
The Customer dataset contains multiple segmentations. There is a corporate level segmentations which is standardized across all GBUs and is primarily used for cross-GBU reporting. There are also GBU-specific segmentations which are used for more day-to-day operations and analysis within the GBUs and which are more directly related to the GBU's products and applications.
Reference:
Corporate Customer Segmentation
At Group level, GBU segmentations are consolidating into one Group segmentation, mainly for performance monitoring purpose, according to 2 elements:
- Per ExCom decision, a selection of accounts have been elevated to Group Strategic Key Accounts (GSKAs) status at Group level given their importance and stake for Solvay overall (see GSKA workstream playbook). All GSKAs are segmented as SKA at the GBU-level.
- All other accounts are consolidated into the Group segmentation being either a Distributor (KD or SD) or considering their highest segments (SKA > KA > CA > SA) in case of cross-GBU accounts with different segment allocation per GBU
GBU Customer Segmentations
Customer segmentation is being defined at GBU level, allocating accounts to one of the 5 following segments:
(For details on the GBU customer segmentation assignment look into the slides 12 and 13 in the playbook above)
- Strategic Key Accounts (SKAs)
- Key Accounts (KAs)
- Critical Accounts (CAs)
- Standard Accounts (SAs)
- Key and Standard Distributors (KDs and Ds)