Best way to segment customers for a specialty chemicals product?

For specialty chemicals, I'd honestly start with application/end-use as your primary segmentor — buying criteria and willingness to pay vary way more by application than by company size in my experience. Layer in a needs-based cut after that (e.g., performance-driven vs. cost-driven buyers) and you'll find it maps really cleanly to your sales motion. Company size as a primary lens usually just tells you who to call, not what to say.