Run a market segmentation working session
Choose meaningful customer groups and the GTM implications of serving them.
Understand the decision
Bring evidence about problems, workflows, triggers, constraints, adoption, and outcomes. Segment variables should explain real differences in need or buying behavior. Industry and company size are useful only when they change the decision context.
Put the practice to work
For each candidate group, describe the urgent situation, user, decision owner, alternatives, proof needs, access path, implementation conditions, and reasons not to buy. Estimate attractiveness with transparent assumptions.
Review and improve
Select a priority and state consequences for messaging, product emphasis, sales motion, channels, and success. Record adjacent and excluded groups with a review trigger so the team can say no consistently.