Segmenting customers
Once you have this information collected, take a look at how many customers of each type you have to determine your segment penetration.
You can then plot your customer segments onto a matrix to help you visualize where your sales teams should or should not focus. In particular, you can look for green field opportunities where you have low penetration in a segment, but high LTV / CAC.
Customer segments can also move between the four quadrants of the matrix as your product evolves and as you produce more data and insights (see step two).
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
