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What Is Customer Segmentation?

Nowadays, the abundance of data and the advances in machine learning and big data applications reduce the need for top-down segmentation of customers. However, smart customer segmentation based on commonalities help companies better address customer needs to provide the right experience and divide resources efficiently.

Details

Why Is It Important to Have a Good Customer Segmentation Model?

Market segmentation enables businesses to reach the consumers that would most benefit from or enjoy the company’s products or services. Companies can either concentrate their marketing on the most effective channels or reach out to dissatisfied former customers.

What Internal Data Should I Have for a Good Customer Segmentation Model?

A good model should use data collected from customer registration, transaction information, and previously completed qualitative or quantitative studies. In particular, customer registration and past transactions data should be inspected through the lens of a company’s specific product. For example, age and gender is very important data for a clothing company, but life stage less so.

What External Data is Essential for a Good Model?

Since segmentation is an issue of demographics, census data and public records are valuable sources of data. However, private surveys and questionnaires also contain important information.

What External Data May Prove Useful for a Model?

Additional external data includes cookies and web analytics tools. Academic studies on demographics and behavioral also help immensely.

What Are the Main Challenges of this Use Case?

The main challenges of customer segmentation are the dynamic nature of some segmentation characteristics (e.g. place of residence, life stage, etc.) and the difficulties of managing the large amount of data the model uses. An additional difficulty lies in assigning segments; many data providers offer pre-made segments but these may not suit your customer base.

Finally, even after useful customer segments have been assigned, selecting the best marketing campaign for them remains an issue.

Interesting Case Studies and Blogs to Look Into

HBS Digital Initiative: MetLife: A Case Study in Customer Segmentation
Community Colleges of Spokane: Case Study 2.1: Lego’s Market Segmentation Strategy

Tangible Examples of Impact

Twilio is paying $3.2 billion to acquire Segment, a technology startup … used for marketing and other applications that benefit from customer identification and segmentation.

Tech Crunch: Twilio confirms it is buying Segment in an all-stock deal

Relevant datasets

Audiens Data Exchange

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The Audiens Data Exchange enables users of the Audiens Customer Data Platform to sell their collected first-party data. The data exchange is public; all revenue generated as well as media agencies and advertisers from the sale of this data are publicly displayed.

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Fiind Account-Based Marketing

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Account-Based Marketing by Fiind provide businesses with AI powered target accounts based on their fit and buying intent along with services for measuring and optimizing targeted campaigns.

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Fiind Data Stewardship

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Fiind’s Data Stewardship services provide data management for businesses to enhance the success of their marketing and sales results.

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Fluent Mobile User Acquisition

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Mobile User Acquisition by Fluent allows businesses to have more successful campaigns and more engagement through mobile app users.

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Fluent Audience Now

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Audience Now by Fluent is a platform that provides targeted audience data for businesses to gain insights that improve their reach, visibility and increase customer and user acquisition.

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