Best way to segment B2B buyers for a SaaS product?

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We're trying to figure out if firmographics alone are enough or if we need behavioral data too. Any frameworks you've actually used that worked?

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Marcus Johnson · Answer

Firmographics alone will leave you frustrated — company size and industry don't tell you *why* someone buys. I'd layer in behavioral signals like product usage patterns, feature adoption rate, and support ticket frequency to build what's called a 'fit + engagement' matrix. Gainsight and Mixpanel are solid for capturing that behavioral layer if you're not already using them.

Best way to segment B2B buyers for a SaaS product?

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