Customer segmentation is a critical component of a company’s go-to-market strategy. Identifying and prioritizing high value customer segments (and just as importantly, deprioritizing low value segments) enables you to maximize your impact by aligning marketing, sales and product resources. Seems simple, right? Yet, 62% of SaaS companies claim they lack alignment on their top customer segments.
If you fall into this group, we’ve put together 10 simple steps for you to successfully develop your customer segmentation strategy. Check out the full infographic below.
Ashley is Senior Director of Growth on OpenView's Expansion team. She helps OpenView’s portfolio companies achieve repeatable scale via marketing, sales and pricing strategy optimization. Most frequently, she partners with the portfolio on projects related to improving lead funnel conversion, customer segmentation, sales process, pricing and demand gen.
Prior to joining OpenView, Ashley was the Senior Manager of B2B Strategy & Analytics at Wayfair.com. Her efforts spanned marketing, BDR optimization & funnel analytics to help the B2B business grow by 9x in just a few years. Before Wayfair.com, Ashley worked as a consultant for Simon-Kucher & Partners, the global marketing and strategy consulting firm known as the world leader in pricing.
ABM, or account-based marketing, is a powerful strategy to push relevant leads further down the funnel towards purchase. But for many companies, it’s often led by sales’ own criteria, rather than driven by powerful marketing data. Here’s how to do ABM the right way.
