Glossary entry
ICP segmentation
The practice of breaking a single ICP into 3-7 sub-segments with different signals, messaging, and motions. The discipline that distinguishes mature sales orgs from immature ones: 'B2B SaaS' is not a segment, it's a market. 'Series-C B2B SaaS with modern data stack and VP-Data hired in last 90 days' is a segment — narrow enough to write a sequence for. Most orgs over-broad their ICP because narrowing feels like leaving money on the table; it isn't.
01Definition
TLDR
The practice of breaking a single ICP into 3-7 sub-segments with different signals, messaging, and motions. The discipline that distinguishes mature sales orgs from immature ones: 'B2B SaaS' is not a segment, it's a market. 'Series-C B2B SaaS with modern data stack and VP-Data hired in last 90 days' is a segment — narrow enough to write a sequence for. Most orgs over-broad their ICP because narrowing feels like leaving money on the table; it isn't.
02Why it matters
Segmentation is what makes signal-anchored outbound operationally tractable. Without it, every sequence is generic by default.
03Example
Worked example
ICP 'B2B SaaS 200-2000 emp' splits into 5 segments: post-funding, post-tech-migration, post-leadership, post-launch, expansion-ready.
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