Better B2B segmentation: Four steps and a case study
Savanta
JUNE 20, 2011
Rather than trying to be all things to all people, they’ve segmented the market and targeted a niche group. The call was from a data centre “ specialising in the SME segment ”. This struck me as the B2B equivalent of targeting a FMCG product at everybody under the age of 70. In other words, real segments.
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