The digital transformation of business has finally given enterprises the power to deliver on the potential of B2B customer segmentation. While most of us associate the digital leap to subscription and third-party software services with customer empowerment, those same tech advances make it easier than ever to provide personalized care in a targeted, scalable manner.
Organizations need to segment customers based on how world events such as COVID-19 affect them. Here are 6 B2B customer segmentation best practices to help make that happen:
- Stay Goal-Focused
- Get as Granular as You Need
- Balance Segmentation
- Establish Early Warning Systems
- Be Ready to Act
- Share Your Problems and Solutions
You need a comprehensive software base for proper customer segmentation, but the digital tools are now available to provide every customer with the level of care they require.
What is B2B Customer Segmentation?
Customer segmentation is a way of grouping customers who have specific things in common. This lets you provide those customers with a more personalized experience. All customer success efforts are based on the pursuit of additional and unexpected product value that leads to Employing customer segmentation makes that pursuit easier by dividing your portfolio into accounts of similar standing that will benefit from targeted attention.
You can group together customers of similar size, relative value, industry, region, product awareness, or license evaluation. Right now, many organizations are focused on usage and other indicators Comoros Email List of account health, like which customers have adopted specific features, which are at-risk, etc.
Your customer success team can then use your digital engagement plan to create specific messaging and support for all customers with multiple branch offices and all customer tiers.
A single customer success team member within your enterprise can remain in close contact with thousands of customers, and keep their engagements relevant and beneficial to the customer. Similarly, enterprises are now starting to use to place the right customer with the right expert at the right time, another digital revolution advantage!
To maximize the benefits of B2B customer segmentation, follow these best practices.
The Top B2B Customer Segmentation Best Practices
The best practices outlined below will help you optimize your segmentation schemes, so you provide a superior customer experience while prioritizing your resources.
1. Stay Goal-Focused
Segmentation makes it easier to service your customers by allowing you to align your goals with your customers’, and to help ensure they experience continual value. When you notice a trend toward or away CRYP Email List from an optimal customer experience, you can act at scale to influence the situation. What’s important is that your actions are driven by direct customer information and in anticipation of practical future need. Remember to stay up to date with your customer’s goals since many are changing during these times.