How do you choose the right segments to target?

You should start with data that already lives in your CRM and product logs. Then group customers by variables that shape willingness to pay. Usage intensity: Light vs. power users often accept different price‑volume trades. Industry or vertical: Regulations or budget cycles change spending capacity. Buying context: New logo, renewal, or expansion drives distinct value stories. Validate segments with historical sales outcomes and qualitative interviews. Moreover, refresh boundaries regularly because behavior and market trends change over time.