graduate student
The article systematizes approaches to the segmentation of corporate clients of banks and shows how the choice of segmentation methodology determines the architecture of the product portfolio. Based on the comparison of behavioral, value-oriented, risk-oriented, and life-cycle approaches, the necessity of a multi-level segmentation model that combines quantitative and qualitative features is substantiated. It is demonstrated that the consistency of segments, customer value metrics, and regulatory restrictions directly affects the profitability, capital intensity, and sustainability of the portfolio. Practical recommendations are provided for designing product lines, tariffs, and cross-selling mechanisms, taking into account the heterogeneity of corporate demand. Empirical reasoning is based on Russian and foreign research, regulatory materials, and open sources. The practical significance lies in specific steps for designing product packages and channel strategies for various cohorts of corporate clients.
self-regulation, security industry, costs, benefits, incentives, standards, reputation, digital transformation, public-private partnerships, and institutional economics
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