A Guide towards Building Effective, Metrics-Driven and Mathematical Sales Segmentation Models for an Enterprise B2B SaaS Business

Venketesh Iyer; Rahul Perevali

doi:10.34257/GJMBREVOL20IS5PG1

A Guide towards Building Effective, Metrics-Driven and Mathematical Sales Segmentation Models for an Enterprise B2B SaaS Business

Venketesh Iyer * § Head of Analytics, Business Planning and Operations at Facebook. Sales Operations, and Go-To-Market Planning leader. B.E., M.S., M.B.A

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Rahul Perevali

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University of California, Berkeley

A Guide towards Building Effective, Metrics-Driven and Mathematical Sales Segmentation Models for an Enterprise B2B SaaS Business

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MBR782GV

DOI
10.34257/GJMBREVOL20IS5PG1

A Guide towards Building Effective, Metrics-Driven and Mathematical Sales Segmentation Models for an Enterprise B2B SaaS Business Banner

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Abstract

The paper’s goal is to help B2B SaaS companies attain two primary goals -1. Leverage best-in-class business firmographic data for building territory segmentation models 2. Balance the models against the most effective sales metrics, and 3. Understand and optimize for territory disruption year over year due to change in the scale of business. In the paper, we build a model based on the most fundamental building blocks of any SaaS business. The analytical model helps the sales operations, revenue operations and sales departments understand the main drivers of territory disruption and, build balanced territory segments to ensure equitable financial targets for sales reps.

References

8 Cites in Article

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Owen Pearson What is Sales Segmentation Retrieved from.
Tien Nguyen,Anh Customer Segmentation: A Step By Step Guide For B2B.
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Gary Smith (null). Money Market Account.
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Venketesh Iyer (2020). The Four Most Crucial Elements of Conducting Sales Territory Segmentation at Scale.
Venketesh Iyer,Dan Zhang (2012). Pillars of Business Analytics Success: The BASP Framework.

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Funding

No external funding was declared for this work.

Conflict of Interest

The authors declare no conflict of interest.

Ethical Approval

No ethics committee approval was required for this article type.

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How to Cite This Article

Venketesh Iyer, Rahul Perevali. 2020. "A Guide towards Building Effective, Metrics-Driven and Mathematical Sales Segmentation Models for an Enterprise B2B SaaS Business". Global Journal of Management and Business Research - E: Marketing GJMBR-E Volume 20 (GJMBR Volume 20 Issue E5).

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GJMBR Volume 20 Issue E5

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Journal Specifications

Crossref Journal DOI 10.17406/GJMBR

Print ISSN 0975-5853

e-ISSN 2249-4588

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Classification

GJMBR-E Classification JEL Code: H19

Submission ReceivedDecember 15, 2019
Peer Review Double Blind
Handling Editor
Accepted January 4, 2020
Published January 15, 2020

Version of record

v1.2

Issue date

November 17, 2020

Language

English

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