Mark Osborne explains how to segment customers by value using the 80/20 rule: identify the 20% driving 80% of revenue, then tailor your product, go-to-market strategy, and messaging specifically for that tier-one group.
just as you talked about the sort of building this ideal customer profile based on who you're actually getting as customers. Right. And then sort of segmenting that further into sort of tier 1, tier 2, tier 3. So, if you look at, you know, just those 20% of customers that are making up 80% of your revenue and thinking about who are they and how are they different than that other 80% of customers that's only generating 20% of your revenue, you start to find some really unique ways of focusing sort of what you deliver, how you go to market with it, the way that you can really sort of tell that one story, the one story you want to really resonate.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
