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Free ebook: Finding Your Best Customer: A Guide to Best Current B2B Customer Segmentation

One of the keys to scaling effectively at the expansion stage is using customer segmentation to identify your best current customer segments so that you can sell to them more often and more efficiently. Of the many challenges that startup B2B technology companies face, replicating prior success in a scalable and predictable manner can be especially troublesome. That’s because many of these companies tend to generate a disproportionate amou...Read More

Table Of Contents

Pg 2 - Chapter 1: What is Customer Segmentation and Why is It Important Pg 4 - Why Establishing Segmentation Hypotheses and Variables is Important Pg 5 - Exploring Typical Customer Segmentation Schemes for B2B Software Companies Pg 6 - The Business Bene ts of Current Customer Segmentation Pg 8 - Chapter 2: The Best Current Customer Segmentation Process Pg 9 - Step 1: Setting up the Project Pg 10 - Creating a Work Plan Pg 11 - Getting Buy-in from the Executive Team Pg 11 - Additional Best Current Customer Segmentation Prerequisites Pg 15 - Step 2: Analyzing Customer Data Pg 15 - Identifying Segmentation Hypotheses: What Characteristics Make a Company a Good Customer? Pg 17 - Identifying the Data Fields and Internal or External Sources Required to Test and Prioritize the Hypotheses Pg 19 - Step 3: Data Collection Pg 19 - Managing the Data Collection Process Pg 20 - Step 4: Analysis & Prioritization Pg 21 - Executing Data Analysis to Identify Relevant Variables and Validate Your Hypotheses Pg 24 - Evaluating Composite Segmentation Pg 26 - Synthesizing Validated Segmentation Hypotheses to Form Distinct, Homogeneous Segments of High-value Customers Pg 27 - Evaluating Segment Value, Targetability, and Size to Prioritize Your Best Segment(s) Pg 28 - Step 5: Presenting and Incorporating Feedback Pg 28 - Building Your Final Presentation Pg 31 - Gathering Feedback Pg 31 - Translating Information into Action Pg 32 - End Note Pg 33 - Appendix Pg 33 - Typical Segmentation Variables and Sources Pg 35 - Additional Resources

First 3 Pages

Finding Your Best Customer: A Guide to Best Current B2B Customer Segmentation Table of Contents Pg 2 - Chapter 1: What is Customer Segmentation and Why is It Important Pg 4 - Why Establishing Segmentation Hypotheses and Variables is Important Pg 5 - Exploring Typical Customer Segmentation Schemes for B2B Software Companies Pg 6 - The Business Bene ts of Current Customer Segmentation Pg 8 - Chapter 2: The Best Current Customer Segmentation P...Read More