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A Practical Guide to B2B Customer and Market Segmentation
whitespacestrategy.com
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Step1:WhereWe Make OurMoney – AnalyseYour Current Customer Base “The first step is to understand who you already serve.” Adding data such as company size or industry can make your segments more actionable. If using mindset factors in your segmentation, make sure these can be quickly and easily assessed (preferably without needing to engage the customer). The goal is to create groups that you can approach in different ways or with different products.
Step1:WhereWe Make OurMoney – AnalyseYour Current Customer Base “Start by downloading and cleaning your customer data.” Adding data such as company size or industry can make your segments more actionable. If using mindset factors in your segmentation, make sure these can be quickly and easily assessed (preferably without needing to engage the customer). The goal is to create groups that you can approach in different ways or with different products.
Step1:WhereWe Make OurMoney – AnalyseYour Current Customer Base “Look for patterns in your customer base by grouping them according to key factors such as:” Adding data such as company size or industry can make your segments more actionable. If using mindset factors in your segmentation, make sure these can be quickly and easily assessed (preferably without needing to engage the customer). The goal is to create groups that you can approach in different ways or with different products.
B2B customer and market segmentation is a critical step for any business aiming to improve sales performance and drive growth. In today’s complex B2B environment, understanding your market and grouping customers by shared needs or traits allows you to focus resources, refine your value proposition, and win more business. “Effective B2B segmentation means looking both inward and outward.” Below we outlineourstep-by-step process.
B2B customer and market segmentation is a critical step for any business aiming to improve sales performance and drive growth. In today’s complex B2B environment, understanding your market and grouping customers by shared needs or traits allows you to focus resources, refine your value proposition, and win more business. “Market segmentation takes a broader view—mapping the wider market to identify untapped opportunities and prioritise where to focus next.” Below we outlineourstep-by-step process.