What we have today (traditional segmentation)
What we will use to enrich the traditional segmentation
The ecosystem player
Segments
Firmographics
Characteristics
Network provider relationship
Typically skews towards being
Observable internal structure + process
Influencer · Validator
SoHo
1–10 employeesIndustry typeBusiness type (source of income)Years in business# head offices / branchesHR internal policies and company hierarchy
Focus on the cost savings and ease-of-use of the solutionIt’s highly likely that the purchaser of the solution is the one using the solution dailyLooks for fully digital aggregator solutions that behave like a one-stop shop
Help me with basic needs at lower costDon’t complicate it or make it harder
Core product loyalists
Typically no IT staff; employee(s) usually learn on the job or hire 3rd party expertise (unless the company has a technology focus)Co-working spaces, home officesLimited CapExMain considerations for technology purchases include price (because of limited CapEx) and ease of use (because of less experienced IT skills)SoHos prefer the pay-as-you-go subscription model for software purchase and sometimes opt for consumer products
One person with multiple roles and responsibilitiesUses the telco services daily and therefore influences the company decisions about itUsually don’t have any well-established company processes/requirements