Customer Segmentation Strategies
How to segment your customers for better targeting and personalization.
Why Segment Customers?
Segmentation lets you tailor messaging, pricing, and success motions to groups that behave differently. One-size-fits-all leads to wasted effort and missed expansion or churn signals.
Types of Segmentation
Firmographic
Company size, industry, region, and plan tier. Use for positioning, pricing, and support prioritization.
Behavioral
Usage frequency, feature adoption, session depth, and lifecycle stage (trial, new, power user, dormant). Use for engagement campaigns and churn prevention.
Value-based
MRR, LTV, expansion potential. Use for prioritization and resource allocation.
Health / Risk
Support load, payment failures, declining usage. Use for at-risk outreach and retention.
Best Practices
Keep segments actionable: tie each to a clear action (e.g. “trial ending + low usage → onboarding email”). Combine dimensions (e.g. high MRR + low engagement) for high-value at-risk. Revisit segments as product and go-to-market evolve.