Revenue Concentration Heatmap
If one customer is >20% of revenue, here's the risk.
“Concentration looks like success until the day it isn't — and by then the choice has already been made for you.”
The Insight
Revenue concentration is the single most overlooked existential risk in micro business. It's invisible on a P&L, comfortable because the big customer is 'happy', and fatal the quarter they switch. The heatmap forces you to see what the spreadsheet hides.
01
The Red Zones
One customer above 40% — existential concentration. Three customers above 60% combined — strategic concentration. One industry above 70% — sector concentration. One geography above 80% — geographic concentration. Any one of these in red requires an active diversification plan, with quarterly milestones. Ignoring them is betting the business on the continued goodwill of parties you don't control.
02
The Hidden Concentrations
Beyond customers, check: one salesperson closing more than 50% of new revenue, one channel producing more than 60% of leads, one referral source producing more than 40% of pipeline. Each of these is a concentration of dependency that, if it breaks, cascades through your whole business. The heatmap isn't just about customers — it's about any single source of oxygen.
03
De-Risking the Map Over Time
No customer over 20%. No industry over 40%. No geography over 50%. No channel over 40% of leads. No salesperson over 30% of revenue. These are the long-term targets. Progress is measured in quarters, not months. The point is not to eliminate success — it's to ensure success is distributed enough that no single event can end the business.
The Takeaway
Map it. Colour-code it. Review it every quarter. The day your biggest customer calls with bad news is the day you wish you had started this work 12 months earlier.
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