It depends on a few factors. How is segmentation being used ? - for campaigns, to generate pipe, for sales motions ? At what stage of the sales cycle is segmentation proving to be most effective ? early qualification or pipe-gen vs mid-stage ? In order for broad pipe-gen efforts, cohorts are often more helpful than pure segments based on basics such as demographics, age, buying power, titles, etc. They are a start. Revaluation on a quarterly basis is helpful, but must be aligned with the goals f ...Read More
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