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Territories & segmentation
Segmentation
Splitting the market and the sales motion by size or type — SMB, mid-market, enterprise — because each has a different cycle, deal size, and cost to serve.
Owned by: Sales analystTest band: Sales analyst
In practice
Set segment boundaries where the motion actually changes, not at round numbers. Report every metric by segment; blended numbers hide everything.
The kind of thing the test asks
- Why report win rate by segment rather than blended?