Optimizing ABM Strategies through Market Segmentation

What is Segmentation?

Breaking up your TAM (Total Addressable Market) into different consumer groups based on certain characteristics. In B2B this is typically Revenue and Industry as the key differentiators since we’re looking at companies and not people (B2C more like gender, age and income).

How it applies with ABM

ABM is about personalizing the market experience to different accounts and we can do that much easier once the market is segmented. Having your content tagged and categorized allows your sales team to pick the right content to share with the right prospect when they begin their account outreach.

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