Account and Customer Segmentation and Prioritization Questions

Covers strategies and frameworks for segmenting customers and accounts, tiering them for differential engagement, and prioritizing where to invest time and resources. Topics include segmentation criteria such as revenue, growth potential, strategic importance, industry, use case, maturity, geographic region, and behavior; designing tiered engagement models such as high touch, medium touch, and low touch; evaluating segments by size, growth, margin potential, competitive intensity, and strategic fit; allocating coverage and resources across segments; and defining trade off decisions to avoid under serving strategic accounts. Also includes approaches to make portfolio level choices about which account groups to pursue or deprioritize, how to scale engagement across many accounts, and examples of segmentation frameworks and the measurable business impact of portfolio segmentation.

HardTechnical

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As a senior PM, you're asked to present to the board why the company should deprioritize a customer segment that currently contributes 20% of ARR but shows negative gross margin. Prepare the narrative, key KPIs and charts you would include, and mitigation plans to minimize churn and PR impact.

HardTechnical

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You must decide which of three new verticals to pursue. For each vertical you have TAM estimates, estimated CAC, competitive intensity, and limited runway. Build a scoring and decision framework under uncertainty and describe how you'd prioritize and what minimal experiments you'd run to validate the top choice.

HardTechnical

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Case: The company doubled prices for top-tier accounts and observed 10% churn among them. Using segmentation and prioritization techniques, outline a remediation plan to recover revenue, reduce future pricing risk, and identify which accounts to prioritize for retention offers.

EasyTechnical

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List five measurable business impacts of introducing account segmentation (for example: conversion rate, CAC, churn, expansion MRR, sales cycle length). For each metric, briefly explain how effective segmentation can improve or harm it.

MediumTechnical

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SQL + analytics: Given these schemas, write a SQL query or describe steps to compute retention rate and expansion rate by segment for the last 12 months. Schemas:

accounts(account_id PK, segment)
invoices(invoice_id PK, account_id FK, amount, billed_at)
usage_daily(account_id, event_date, active_users)

Define the retention and expansion definitions you use and assumptions.

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