Foundational Segments You Should Set Up

Saima

Hey there! Saima here from the 6sense Revenue Analytics team 👋

I wanted to talk a bit about some foundational segments that I ensure are built out in the 6sense to help me keep a finger on the pulse of our ABX efforts. The platform provides such rich insights into the profile of a segment, relevant keywords being researched, content that they are engaging with (your hard work!), and which activities have successfully reached and driven engagement with your target audience. So it’s really important to have a few key segments set up so you can look at those insights at a more granular level.

Here are some of my faves:

• ICP segments: A list of all accounts in your ICP. This will also give you the ability to measure ICP web traffic with Google Analytics (see Adam’s post here)
• GTM segments: To see the make-up and progression of cohort of accounts (e.g. Growth, Enterprise, Strategic accounts): Which campaigns are reaching these accounts, and which campaigns are successfully engaging them - you might be surprised to see how different or similar their behavior is
• Tier 1/focus account segments: Show progression/reach/engagement for that top VIP list of accounts you want to hone in on
• Won deals: See patterns of what works for deals sales has recently won, and build those characteristics into sales process and SLAs (see how I do it here)
• Existing customers: Really handy to use as an exclusion filter for other segments you may want to target

I'd love to hear which other account segments you consider foundational - drop in the comments below 💡