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The Segmentation Strategy

    The Segmentation Strategy


    Segmentation provides a deep understanding of the market, accounts, and buyers. It helps differentiate your strategy from your competition, prioritize your accounts, and align your strategy with buyer needs. As a result, you can bring your strategy into alignment with the external market. As long as you are also aligned with the internal strategies from Corporate, Product, Pricing Marketing, Sales, and Customer Success, you can define the right GTM Strategy.

    Phase 1: Market Segmentation

    Divide the broad target market into subsets of buyers who have common needs, priorities and solution options.

    Phase 2: Account Segmentation

    Understand which accounts in your market are going to generate the most revenue over the shortest period.

    Phase 3: Buyer Segmentation

    Understand how buyers in your accounts and markets make purchase decisions

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