The concentration measure

How much of the revenue depends on how few customers, channels or markets — the risk that only becomes visible when it arrives.

The deliverable

What it is

Concentration is the most common single point of failure in a revenue base, and it accumulates without any decision being taken.

It also hides. Apparently diverse customers frequently share one sector, one buying centre, or one economic driver, and they leave together.

One level in

Each element is a constituent part of the component. Follow one to see the attributes it carries.

The customer concentration
What share of revenue the largest customers represent.
3 attributes: Largest customer share · Top five share · Loss impact
Learn
The other concentrations
Dependence on a channel, a market, a sector or a single partner.
3 attributes: Concentration type · Share · Depends on
Learn
The correlation check
Whether apparently independent revenue sources would actually fail together.
3 attributes: Shared driver · Affects · Confidence
Learn

Check what single event would affect two apparently independent sources. Nominal diversification is worse than acknowledged concentration.

Revenue broken down by how dependable it is — recurring, repeating and one-off held apart rather than summed.

What proportion of revenue stays, measured by revenue rather than by customer count — because those two numbers can point in opposite directions.