Segment by spend and product breadth

What it is

Tier accounts on two measures: what they spend and how many of your products they use. Anthropic’s IPO filing reports customers this way.

As of September 30, 2026:

11,900+ customers spent $100K+ in the past year, up from 950+ a year earlier.
1,900+ spent $1M+. About 250 spent $10M+.
$100K+ customers drove 74% of first-half revenue, about $12B.
More than half of them use both the API and an app like Claude Code, up from about 30% at the end of 2025.

When to use it

You sell more than one product.
Usage pricing means same-size companies spend very differently.
Your biggest accounts don’t fit your headcount segments.

Steps

Band customers by 12-month spend: under $100K, $100K to $1M, $1M to $10M, $10M+.
Add each account’s product count.
Map the path your best accounts took. Anthropic’s: API, then Claude Code, then Cowork.
Cross-sell single-product accounts in high bands. Expand multi-product accounts in low bands.
Review band movement quarterly and pay for moving accounts up.

Good example

A two-product team finds mid-sized accounts spending heavily on one product and never offered the second. It builds a cross-sell play for them and tracks how many add the second product each quarter.

Weak example

The team segments by headcount. A 300-person account spending heavily sits in a pooled team, while a 20,000-person account with low spend gets an executive sponsor.

How AI helps

Turn billing and usage exports into spend bands and product tiers.
Flag single-product accounts that look like your multi-product customers before they expanded.
Alert the account team when an account nears the next spend band.