Which customer segment should you focus on first?
Works sorts your customers into segments by how they buy. You choose four to five criteria. You give each criterion a weight. Works scores each segment on each criterion. It ranks the segments by weighted total. You choose a primary and a backup segment. Works records your reasons. It lists three to five effects on sales, marketing and product.
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Your sales team contacts the businesses in the primary segment first.
Your segments can come from your CRM or a customer spreadsheet. You can also list them from memory and rough revenue. You choose four to five criteria and weight them by your priorities now. Each score uses evidence, such as revenue and win rate by segment. You choose how to treat a score with little evidence: mark it low confidence, list a data gap, or use a middle score. You check close totals again before the ranking is final.
A scored segment matrix with weighted totals, and a confirmed primary and backup segment. The reasons for the chosen and lower-priority segments, and three to five effects on sales, marketing, and product.
The market size comes from Size the Market. The work has four stages. In the last stage, you choose a primary and a backup segment. Then the leadership team confirms your choice.
A few questions in plain words. The answers set up the run for your business.
The Segmentation Strategist groups your customers into segments, scores each segment, and ranks them. The Market Sizing Analyst estimates your market size. It can also score segments on how attractive they are and how well they fit your business.
Estimates your total addressable market (TAM), serviceable available market (SAM), and serviceable obtainable market (SOM) from sourced data, and scores segments.
Groups customers into distinct segments, scores them against weighted criteria, and ranks them in a priority order backed by evidence.
Jeanie leads a core crew of seven that runs your company day to day. They direct the specialist and workflow agents in each playbook, including the ones on this workflow.
The apps and accounts this workflow reads from and writes to. Connect them once and Works keeps them in sync.
These are starting points, not a limit. Connect the tools you already use.
3 Strategy workflows use these segments.
In the Strategy playbook, ranking your customer segments is part of your work on markets and customers.
Each template opens inside Works after you sign up.
You need the list of customer types you serve today. Revenue or margin by customer type helps, if you have it. Your win rate by segment helps too, if you track it. You also need what you know about the competition in each segment.
You choose a scale for each criterion, such as 1 to 5. Each score is multiplied by its criterion's weight. The results add up to each segment's weighted total. Works ranks the segments by weighted total. When a score has little evidence, you choose to mark it low confidence, list a data gap, or use a middle score.
You decide how close two weighted totals must be to count as a near tie, for example within about 10%. Works lists each near tie in the matrix. You check the weights and scores for both segments again. Then you decide which of the two segments ranks higher.
You get a scored segment matrix with a weighted total for each segment. You also get a confirmed primary segment and a backup segment. The reasons for your choice are written down. The reasons the other segments rank lower are written down too. You also get three to five effects on sales, marketing and product.