🧠 What is the CAS?
The Strategic Buyer Customer (SBC) is the ideal type of customer for your company – one who :

Has a clear need that you can solve

Has the budget and authority to buy

Is profitable to serve (good value/acquisition cost ratio)

Is aligned with your long-term vision and goals

🚀 Why is defining CAS strategic?
Guides marketing and sales efforts

You target better, spend less, and get better results.

Optimizes product development

You build relevant solutions for the right customers, not for everyone.

Improve customer experience

By better understanding your customers’ expectations, you can adapt your offer and service.

Accelerates growth

By focusing on the most profitable and loyal customers, you increase revenues without blowing your costs.

Strengthen your positioning

A well-defined CAS differentiates you more clearly from your competitors.

🔎 Examples of criteria for defining your CAS:
Company size / industry sector

Buyer position or role

Key issues or specific pain points

Level of digital or operational maturity

Past purchasing behavior (cycle time, average basket, etc.)