How do you know when you've segmented your market appropriately?
2 Answers
Daniel Kuperman
Atlassian Head of Core Product Marketing & GTM, ITSM Solutions • December 7
When you see increasing traction (e.g. signups, usage, activations) convert into actual revenue (MRR, ARR, Bookings) in a consistent manner, every quarter.
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This highly depends on your sales model, but you’ll want to track key sales metrics by segment over time to see how effective your segments are. That could be revenue metrics like pipeline, bookings, ARR, usage metrics, or even win rates per segment. If you’ve segmented your market well, you should start to see each of these metrics rise
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