80/20 Customer Value RFM
Use this skill to find the customers, buyers, leads, or accounts that deserve
disproportionate attention. It is based on 80/20 Sales and Marketing by Perry
Marshall.
Source Traceability
Primary source: 80/20 Sales and Marketing, chapters 12, 19, 22, and 23.
- Chapter 12 covers premium buyer behavior and hidden customer value.
- Chapter 19 covers removing problem customers and weak performers.
- Chapter 22 covers choosing the few measurements that matter.
- Chapter 23 covers recency, frequency, money, and customer-value measurement.
Workflow
1. Define The Customer Set
Capture:
- Customer or lead population.
- Time window.
- Revenue, profit, or strategic value metric.
- Available behavioral data.
- Follow-up capacity.
If the data is weak, create a practical scoring plan instead of pretending the
segmentation is precise.
2. Score RFM And Responsiveness
Score each customer or segment:
- Recency: how recently they acted or bought.
- Frequency: how often they act or buy.
- Money: how much they spend or can spend.
- Responsiveness: how quickly and strongly they respond.
- Fit: whether they match the desired customer profile.
3. Segment The List
Use these groups:
- Best buyers: high recent value, repeat behavior, strong fit.
- Expansion candidates: good fit with evidence of premium potential.
- Nurture: fit is plausible but timing or proof is weaker.
- Low-value tail: low fit, low value, high effort, or high support burden.
- Problem customers: negative margin, toxic behavior, or strategic drag.
4. Decide Treatment By Segment
Recommend different action by segment:
- Personal outreach.
- Premium offer.
- Referral request.
- Automated nurture.
- Requalification.
- Sunset, prune, or fire.
Output Format
# Customer Value Segmentation
## Data Available
- Population:
- Time window:
- Fields available:
- Data gaps:
## RFM Segments
| Segment | Recency | Frequency | Money | Responsiveness | Action |
|---------|---------|-----------|-------|----------------|--------|
## 80/20 Findings
- Top customers:
- Hidden expansion group:
- Low-value tail:
- Problem customers:
## Recommended Actions
1. [Action]
2. [Action]
3. [Action]
Quality Bar
- Do not treat all customers as equally valuable.
- Do not use revenue without considering effort, margin, or fit.
- Do not recommend firing customers without a clear reason.
- Separate premium potential from current spend.
- State what data would improve the segmentation.
1---2name: eighty-twenty-customer-value-rfm3description: Segment customers and lists by 80/20 value, responsiveness, recency, frequency, and money. Use when identifying best customers, prioritizing follow-up, finding high-value buyers, pruning low-value accounts, or deciding what customer data to measure.4license: MIT5compatibility: Codex, Claude Code, and other Agent Skills-compatible clients.6metadata:7 version: "0.1.0"8 displayName: 80/20 Customer Value RFM9 category: Marketing10 tags: eighty-twenty,rfm,segmentation,customers,analytics11---1213# 80/20 Customer Value RFM1415Use this skill to find the customers, buyers, leads, or accounts that deserve16disproportionate attention. It is based on 80/20 Sales and Marketing by Perry17Marshall.1819## Source Traceability2021Primary source: 80/20 Sales and Marketing, chapters 12, 19, 22, and 23.2223- Chapter 12 covers premium buyer behavior and hidden customer value.24- Chapter 19 covers removing problem customers and weak performers.25- Chapter 22 covers choosing the few measurements that matter.26- Chapter 23 covers recency, frequency, money, and customer-value measurement.2728## Workflow2930### 1. Define The Customer Set3132Capture:3334- Customer or lead population.35- Time window.36- Revenue, profit, or strategic value metric.37- Available behavioral data.38- Follow-up capacity.3940If the data is weak, create a practical scoring plan instead of pretending the41segmentation is precise.4243### 2. Score RFM And Responsiveness4445Score each customer or segment:4647- Recency: how recently they acted or bought.48- Frequency: how often they act or buy.49- Money: how much they spend or can spend.50- Responsiveness: how quickly and strongly they respond.51- Fit: whether they match the desired customer profile.5253### 3. Segment The List5455Use these groups:5657- Best buyers: high recent value, repeat behavior, strong fit.58- Expansion candidates: good fit with evidence of premium potential.59- Nurture: fit is plausible but timing or proof is weaker.60- Low-value tail: low fit, low value, high effort, or high support burden.61- Problem customers: negative margin, toxic behavior, or strategic drag.6263### 4. Decide Treatment By Segment6465Recommend different action by segment:6667- Personal outreach.68- Premium offer.69- Referral request.70- Automated nurture.71- Requalification.72- Sunset, prune, or fire.7374## Output Format7576```markdown77# Customer Value Segmentation7879## Data Available80- Population:81- Time window:82- Fields available:83- Data gaps:8485## RFM Segments86| Segment | Recency | Frequency | Money | Responsiveness | Action |87|---------|---------|-----------|-------|----------------|--------|8889## 80/20 Findings90- Top customers:91- Hidden expansion group:92- Low-value tail:93- Problem customers:9495## Recommended Actions961. [Action]972. [Action]983. [Action]99```100101## Quality Bar102103- Do not treat all customers as equally valuable.104- Do not use revenue without considering effort, margin, or fit.105- Do not recommend firing customers without a clear reason.106- Separate premium potential from current spend.107- State what data would improve the segmentation.
ConcertoNotes