In 1983, Bonomo and Shapiro proposed dividing the corporate B2B market into segments based on a number of criteria:
Demographics (type of business, location, scale).
Operational (technologies used in production, status and capabilities of clients).
Approach to procurement (based on the qualities of the product that are important when making a purchase, procurement policy, and established relationships with partners).
Situational (urgency, volume of deliveries).
Characteristics of the uae email list buyer (long-term cooperation with the supplier, common features between the supplier and the buyer).
In addition, the B2B business market is also conditionally divided based on other conditions:
Type of B2B activity (production of industrial equipment, food products, electric power industry, etc.).
Range of goods and services.
Number of staff.
Qualifications of employees (predominance of blue-collar or administrative professions, their numerical ratio, experience).
The scale of the enterprise, sales volumes on an annual basis.
Customers' need for a product or service.
Region of activity (city, region, entire country, international markets).
Degree of business automation.
Availability of branches.
The level of consumed goods and services.
Seasonality of work.
Management structure of the company.
Pricing policy (price segments of products, projected profitability of the enterprise, expense items).
Formed beliefs about a product or service.
Prospects for investment of resources and the volume of future profits.
The nature of the relationship (different with old and new clients).
Conditions for consumer choice (taking into account quality, cost, etc.).
Increase Your Profits by 10X: 5 Key Metrics You Must Track
Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
Read more posts on my personal blog:
After working with over 300 online projects , I can guarantee: monitor these metrics weekly and your company will not only survive, but also increase its profits by 10 times!
In the context of sanctions and crisis, knowing the ROI of your advertising decides whether your business will be successful. Tracking these 5 critical indicators is the key to your prosperity.
What you get for free:
5 Key Metrics to Increase Profits by 220%
The Secret ROI Formula: Instant Advertising Efficiency Calculator
Anti-crisis Solutions Matrix: Find the Perfect Strategy for Your Business in 15 Minutes
We have prepared all the documents and templates with formulas for you. And yes, it is FREE:
Download documents for free
Already downloaded
153442
Six Stages of Market Segmentation in B2B Marketing
Effective B2B marketing of a company is unthinkable without drawing up a detailed plan for segmenting the market in which the company operates. To develop a marketing strategy for B2B companies and prepare content, you need to complete six steps.
Selecting a comprehensive list of criteria for segmentation
This stage of B2B marketing is the basis of segmentation, since it determines the number and volume of formed niches.
Audience segmentation in b2b marketing is based on the following conditions:
Business scale.
Market type.
The territory in which the company operates.
Number of employees.
Availability of advanced technologies in business.
Attitude towards a product or service.
Next, you need to exclude from the resulting list those criteria and features that are of no interest. After that, micro-niches are identified in each resulting segment.
- Board index
- All times are UTC
- Delete cookies
- Contact us