How do you segment B2B buyers in the defence contracting space?

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Trying to build out a segmentation model for defence procurement decision-makers but standard consumer frameworks don't really apply. Anyone tackled this before?

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Amara Okafor · Answer

Yeah, consumer frameworks fall apart fast here. For defence procurement we typically segment by acquisition authority level (program manager vs. contracting officer vs. end user), contract vehicle preference (IDIQ, OTA, FFP etc.), and risk tolerance tied to program phase. Firmographic stuff like clearance level and service branch also does a lot of heavy lifting that you just don't get in standard B2B models.

How do you segment B2B buyers in the defence contracting space?

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