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Account segmentation

Account segmentation in B2B organizations relates to the process of organizing the universe of current and potential customers into manageable groups based on share characteristics such as company size, industry, or long-term potential. Segmentation is a critical strategic decision that should be leveraged by functions across the commercial organization and inform key aspects of the go-to-market strategy such as targeting, sales coverage, and territory design. Embracing a unified, company wide segmentation model is a critical step in driving alignment between marketing and sales organizations.

Related terms

Account-based marketing (ABM)

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