267 Jonathan Byrnes Customer profit analytics is the new manager capability

Jonathan L.S. Byrnes is a senior lecturer at MIT and acknowledged authority on profitability management. His extensive experience spans virtually every industry, including healthcare, transportation, software, retail, financial services, distribution, and others. He is chairman of Profit Isle, a SaaS solution that enables ongoing profit growth.

Jonathan is here to talk about his new book, Choose your customer: How to compete against the digital giants and thrive. We talked about a new way to segment customers and that is based on profit. He describes in his book three profit segments into which we should place our customers: profit peaks, profit drains, and profit deserts. Jonathan argues that the way to compete against the digital giants, and win, is to segment customers into these three profit segments and organize your entire management system around these three segments. Each segment requires a different approach, a different strategy, and a different team. Yes, a different team.

More about Jonathan:

1. Get the book.

2. His software company, Profit Isle

3. More about Jonathan at MIT