Focus Your Team Using a Customer Segmentation Model
Concentrate your commercial engine on ideal customers to boost win rates, margins, and strengthen long-term relationships.
Focus Your Team Using a Customer Segmentation Model
Sales Focus - Does your sales team call on virtually any customer using a shotgun approach? There may be thousands of potential customers to engage; however, you have limited time and resources to sell and deliver your products and services. Therefore, it is critical to identify the right mix of target customers where you have the greatest chance for success. Then you can focus your commercial engine on the best-fit customers.
What are the benefits of defining target customers?
- For Sales
- Focus resources and effort on the best target customers.
- Prioritize opportunities in your sales funnel.
- Improve customer acquisition and retention because they will align with your value proposition, they are more likely to buy and close faster, and they produce bigger and more profitable deals.
- For Marketing
- Clarify marketing strategies and tactics.
- Enable the development of Account Based Marketing communications that resonate.
- Establish pricing strategies based on overall value proposition.
- Focus product development on target customer needs.
- Diminish competition who cannot compete.
- For Operations & Supply Chain
- Improve margins.
- Prioritize order fulfillment.
- Focus on customer collaboration to foster continuous improvement.
- Provide enhanced aftermarket services.
What is the Process to segment your customer base?
- Define your Ideal Customer Profile
- Build a Customer Segmentation Model
- Define service focus by segment
- Assign resources to key accounts
- Communicate the segmentation plan internally
Contact Tiger Consulting to create and implement a customer segmentation model to help your teams focus on the best-fit target customers so you have the greatest chance for long-term successful relationships.
Mark Haubert – President of Tiger Consulting
October 16, 2025
Developing a high-performing sales and marketing organization isn’t easy. Visit our website www.tiger-llc.com to request a Maturity Diagnostic Survey for your team. Tiger Consulting is a management consulting firm that helps companies to build high-performing sales teams and to implement strategic marketing plans to maximize growth. Mark Haubert, President of Tiger Consulting, has sales and marketing executive leadership experience that spans small, mid and enterprise companies in the energy and industrial segments. Contact Mark at 713-249-4604 or mark.haubert@tiger-llc.com