Segments for long-term success tracking

Christine Kelly

Hello! We are just starting to use our first two models, and I am looking to create some reporting segments to track our success with the platform. As you all know, you have to have the segment created to see the past performance, so I want to make sure we set up segments that, in a few months/years, we will want to see how we have influenced those accounts!

Can you suggest the best segments to set up when your model first launches? Or if you could go back to when you first launched your model - what segments did you wish you had set up?

Rachel Zerilla

@Christine Kelly Welcome to 6sense!! Have you set up your GTM segments? These are really important for reporting and tracking success over time with identified ICP, territories, etc, that are important for your business…here's an article with more info… https://support.6sense.com/knowledge-base/4773475344275-go-to-market-gtm-segments/

John Whiteside

Hello @Christine Kelly and welcome! I'll second Rachel's point. When I was a 6sense customer, I aligned my segment performance reports with the overall ICP we were focused on (two sets of enterprise accounts, one in North America and one in EMEA) but then also created sub-segments and reports for the regional and account tier breakdowns of our sales teams. That way, I was able to track how we were driving more engagement and buying stage progression in our overall ICPs, but also had a view for my sales peers - so I could sit down with, say, the seller running the US West territory and review what was happening with the various tiers of accounts in that patch and what programs were driving activities.

Having those all built out made it really easy to review at the right level with each stakeholder, and made us notice regional variations that would have gotten lost in the overall ICP (which could then drive discussions with field marketing about regional priorities).

Hope that helps!