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ABC Segmentation Mastery
Private Course for Commercial Leaders, to maximize the ROI per Customer Segment
6 weeks – 4 sessions
Trusted by hundreds of professionals
The #1 goal with this course is to teach segmentation focused leadership, and to implement segmentation focused GTM activities.
This course shifts the standard way of commercial leadership. How we do this, is by training commercial leaders to focus both strategy and execution on 3 customer segments (A, B, C), where segment A is the core segment that generates 80% of your revenue (or, in the case of an earlier startup phase: you want 80% of revenue to come from). Leading your team on segmentations means that your team focuses on the go-to-market activities and sales channels that deliver the highest ROI (investment vs profitability) per segment.
Set revenue goals, KPIs, and reporting metrics based on your top 3 customer segments.
Prioritize building GTM capabilities that are connected with your top 3 customer segments.
Instead of leading your team towards an monthly revenue goal, you will manage progress on 3-4 customer segments (or: product-market segments).
Rather than spreading efforts across multiple initiatives, focus on refining 1-2 high-impact activities per customer segment, to drive significant improvements. Prioritize building deep capabilities in your team that delivers consistent and impactful results, beyond individual skill enhancement.
Analyze and determine market size, sales performance and revenue goals by customer segment
Create a sales and profitability forecast by sales channel on 1 page (Lean-Case Canvas)
Create your go-to-market plan
In the last session, we focus on reporting - at the team level, the individual level, and the executive level.
Jan Smit is an accomplished commercial leader with extensive experience guiding B2B scaleups through critical growth phases. With a deep understanding of go-to-market strategies, he excels in helping companies close larger deals efficiently and ensuring role clarity within executive teams. As a former professional soccer player…
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Eckhard Ortwein is an exceptional trainer for this course, bringing over two decades of expertise in business strategy, product management, and software development. As the Founder and CEO of Lean-Case, a groundbreaking revenue and commercial planningsoftware, Eckhard offers unique insights into scaling businesses…
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Jan and Eckhard's training brought clarity to our revenue strategies. Their combined expertise in sales and product execution gave us actionable insights that we could implement immediately. Highly recommended for any scaleup looking to grow smarter, not harder.
The ABC Segmentation Mastery program completely transformed how we approach customer segmentation. The hands-on tools and frameworks helped us identify profitable segments and optimize our go-to-market strategy. We've already seen a 15% increase in ROI within just two quarters.
The structured approach to analyzing customer segments using the ABCD model was a game-changer for us. The training was time-efficient yet comprehensive, equipping our team with tools to focus on what really matters: profitable growth.
This program is to refine your commercial leadership focus, by leading your team on customer-segment based growth. If you’re ready to level-up your leadership game with 7 other seasoned leaders, we encourage you to join the course!
We are eager to work with you.
Of course, feel free to email us directly: hello@revenue-studio.com
How is this different from other programs (like WBD)?
Can I attend with another team member?
How much time do I have to spend between the sessions?
Are all the resources free?
Is this program for startup leaders or scaleup leaders?
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