Phase 2: Account Segmentation
Our account segmentation process will help you understand which accounts in your market are going to generate the most revenue over the shortest period of time.
Define account potential and you will achieve it.
In most businesses, the executive team is provided revenue potential by market level only. But they really need to know the revenue potential by account, product, and buyer. When your executive team has incomplete information, resources are not allocated correctly and performance falls short.
- Ideal customer profiles
- Customer acquisition cost by product
- Customer lifetime value by product
- Account potential
- Account scoring
- Propensity to buy formula by product
With this stage complete, it is time to move to Phase 3: Buyer Segmentation.