A Guide towards Building Effective, Metrics-Driven and Mathematical Sales Segmentation Models for an Enterprise B2B SaaS Business

Autor:	Venketesh Iyer, Rahul Peravali
Rok vydání:	2020
Předmět:	business.industry Computer science Software as a service ComputingMilieux_COMPUTERSANDSOCIETY Segmentation Software engineering business
Zdroj:	Global Journal of Management and Business Research. :1-7
ISSN:	2249-4588 0975-5853
Popis:	The paper’s goal is to help B2B SaaS companies attain two primary goals - 1. Leverage best-in-class business firmographic data for building territory segmentation models 2. Balance the models against the most effective sales metrics, and 3. Understand and optimize for territory disruption year over year due to change in the scale of business. In the paper, we build a model based on the most fundamental building blocks of any SaaS business. The analytical model helps the sales operations, revenue operations and sales departments understand the main drivers of territory disruption and, build balanced territory segments to ensure equitable financial targets for sales reps.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::bb8a70fd5833e91493835a0030f0ac6c https://doi.org/10.34257/gjmbrevol20is5pg1 Zobrazit plný text záznamu