Company Segmentation
How companies are classified into segments based on size, growth, and business characteristics.Overview
First tiering threshold: Companies must have 200 FTEs to proceed with segmentation. Companies are then classified into exactly one of four segments based on their business characteristics and operational metrics. This segmentation happens at the account level and determines how contacts are discovered and engaged.Current Segments
Segmentation Logic
Companies are classified using an AI prompt in Baseloop. See the Segmentation Classification Prompt for the complete prompt used to classify companies into segments.Contact Discovery by Segment
After segmentation, LinkedIn Sales Navigator is used within Baseloop to discover contacts based on Champions and Decision Holders personas. CTO inclusion varies by company size:- Rapid Growth startups: Decision Holders include CTO
- Bigger companies (Tech Scale-Up, Mid-Sized, Large Enterprise): Decision Holders do NOT include CTO
See Sales Navigator Boolean Searches for the exact search strings used to find these contacts.
Distribution by Segment
All segments are distributed to BDRs, but engagement differs:Email Generation by Segment
- Email enrichment (finding emails) continues for all segments
- AI email writing has stopped completely
- Large Enterprise: Uses HubSpot sequences only (not Smartlead)
- Other segments: Direct BDR outreach + Smartlead automated emails under Victor’s name