Aug 122010
Often, the first question I ask my new prospects are “who are your customers?” Often, I hear “anyone who needs (fill in the blank that they offer)?” My response is usually that anyone in the world is very broad for a $5 million company. Many times, we work to help them get very, very focused on the most likely customers for the firm.
Here’s a good article on the Pragmatic Marketing site on this topic. The article, “Segmenting Customers: How to do it efficiently to improve enterprise products,” by Dutta Satadip talks about strategies firms can take to get much more focused on most likely customers.
One thing we’ve learned over the years though, is that it’s not enough to know you need to do it, but actually rolling up the sleeves to do it.
