| GRADE | Annual Consultations | Annual Check-In Emails / Calls | Key Products Affinity | Buying Patterns |
| A | +20 | +24 | 70-100% | Funds Always Available, Research and CAPEX Budgets |
| B | 10-20 | 10-24 | 40-70% | Seasonal, Adhoc Research Budgets, CAPEX Budgets |
| C | 4-10 | 10-24 | 20-40% | When equipment cannot be repaired or new application |
| D | 1-4 | 4-10 | 1-20% | Dire straits |
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