I’m not sure I have any magic insights. After maybe $8m-$10m ARR, you probably should segment into 3–4 categories, assuming you have customers in all segments:

  • “Commercial”. This often means SMBs.
  • Mid-Market.
  • Field/Enterprise.
  • Named Accounts. Similar to Enterprise, but going after very specific, top-tier accounts.

And then — start to reproduce this partially in other geographies.

The real key is starting as early as you can. Having the same reps handle leads in more than 1 of these 4 categories is a mistake, even in the early days. You get past it because the CEO is often the VP of Sales herself in the beginning.

But even as early as 3 reps, start segmenting.

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