The Customer Segmentation Sheet

A two-page fillable PDF that segments your customers out of your own invoices. No external data required.

Bought segmentation describes your customers the way a government would, by age band and income and occupation, and you cannot act on an age. Your own transaction records show what people are doing, which of them are quietly leaving, and which of them are worth ten of the others.

This is the instrument that gets it out. Four behavioural dimensions you already have, plus the one that pays.

WHAT'S INSIDE

The four dimensions — recency, frequency, value and category mix, each with the trap underneath it.

The direction-of-travel grid — growing, flat, declining, gone. No bought segmentation includes this, and it is the reason an account that is quietly halving sits in the same bucket as one that is doubling and gets the same email.

The naming rules and the holdout design — so your sales team recognises the segment, and so you measure the gap rather than the response rate.

A worked example — five segments from 1,840 accounts, including the finding nobody wanted.

Instrument No. 07 of The Assignment, published Monday 9 November 2026. A new task every Monday.