Anyone know how defence contractors typically do customer segmentation?

Defence contractors typically segment by buyer type (government vs. prime contractor vs. sub), then by procurement vehicle (IDIQ, sole source, competitive bid) and budget cycle alignment. A lot of them also layer in mission area (ISR, C2, logistics) since requirements and decision-makers differ massively across those. Way more relationship-driven than framework-driven honestly — knowing who controls the budget line matters more than firmographic data.