segmentation-framework

When to Use

• Building or refreshing customer personas for marketing, sales, or product usage.
• Aligning RevOps/data teams on scoring logic.
• Preparing documentation for GTM activation or reporting.

Framework

1. Objective & KPIs – clarify why segmentation is needed and how it will be measured.
2. Data Inputs – list sources (firmographic, technographic, usage, revenue, intent) and required freshness.
3. Segmentation Logic – outline rules/cluster definitions, decision trees, and scoring weights.
4. Validation Checklist – sample accounts, lift vs KPIs, stakeholder review.
5. Governance – refresh cadence, change management process, and owner roster.

Templates

• Segmentation spec (definition, logic, KPIs, owner).
• Scoring weight table + calculator.
• Adoption tracker + feedback log.

Tips

• Start with simple rules before layering complex clustering.
• Document exclusions and fallback logic for incomplete data.
• Pair with activation-map to ensure each segment has downstream plays.

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