RFC is a segmentation model developed by Scnario. It places every customer by account age (Registration) against how often they buy and how many categories they have discovered (Frequency, Categories). Recalculated every day across 52 weeks of history with an 8-week prediction, it shows whether a customer is developing at the pace their age allows, and which step comes next.
RFM compares every customer against the whole base. An account registered twenty weeks ago cannot have the order history of a three-year customer, so RFM ranks it as one of many mid scorers, however well it is doing. RFC makes account age its own axis. Each customer is compared with what is realistic for their tenure, so a fast-developing newcomer shows up as a Rocket.
Scored against customers with years of history. Frequency and value look average, so the account gets the same message as thousands of others.
Scored against accounts of the same age. Five orders across four categories in twenty weeks puts this customer near the top of their cohort. The job is to keep the momentum, not to start it.
The clock of the relationship. It only moves one way, at the same pace for every customer, and places them from newest to oldest.
How many orders in the rolling year. Shows whether a buying habit is forming for an account of this age.
How many of your categories the customer has bought from. Shows how much of the range they have discovered.
Registration on the horizontal axis, the average of Frequency and Categories on the vertical. The left side is where relationships start, the right side is where they mature. Select a segment to see where its customers come from, where they go next and which scenario moves them up.
Mid-tenure customers still widening their basket. The bridge between young and mature accounts.
Every account moves right every day, whether you act or not. What changes the outcome is how high the customer is when they get there. Each step on the path has one job: make the next move up more likely than the drift down.
RFC and RRM share the same horizontal axis: Registration. RFC measures breadth, how often and how widely a customer buys. RRM measures value, how recently and how much. The same customer moves right on both maps at the same speed, so the two positions can be read side by side, day by day. Hover a segment to see its mirror.
Customers who discover more categories stay longer and spend more, so every step up in RFC is an early signal of future value in RRM. Scnario uses the 52-week history to see how each customer got where they are, and the 8-week prediction to start the next step before momentum fades.
See how Scnario can turn your customer data into a living understanding of every relationship — and a clear decision about what should happen next.
