Segment Definition Agent

At each go-to-market strategy refresh, the agent runs before the new segments are set. Keeping this work to the strategy refresh avoids redefining segments mid-year and invalidating the reports that use them.

• Trigger: Each go-to-market strategy refresh
• Timing: Redefine segments when strategy is set, not mid-year

Next, the agent pulls every attribute held on each account. Starting with the full set lets it find which attributes predict outcomes, rather than only checking the criteria already used in your segment definitions.

• Fields: Every attribute held on the account
• Selection: Do not limit the lookup to attributes used in the current segments

To match those account attributes with real outcomes, the agent pulls won, lost, and churned records together. Including churn shows where a segment may win initially but fail to retain customers.

• Include: Won and lost outcomes
• Include: Churned outcomes

Using the account attributes and outcomes, the agent ranks each attribute by how well it predicts win rate and retention. It includes the weak attributes as well, so RevOps can see which familiar criteria do not explain the outcome.

From the ranked attributes, the agent clusters the customer base around the characteristics that predict winning and retention. It names each segment by the attributes that define it, rather than by company size.

Finally, the agent creates a report containing the segment model. It creates one record for each strategy refresh, so RevOps can compare this year’s definitions with last year’s outcomes.

• Creates: The segment model
• Records: One separate record for each strategy refresh