The spend

What a customer in this segment spends per period.

The part

What it is

Including expansion over time, since initial purchase and mature spend differ substantially in most businesses.

Averages hide the distribution; a segment with a few very large customers is a different proposition from one with many similar ones.

The smallest level

The attributes it carries

Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.

Annual spend
What a typical customer spends per year.
Money shared type
Expansion rate
How much spend grows over the relationship.
Percentage shared type
Distribution
How concentrated the spend is within the segment.
Measure shared type