Customer Segmentation and Targeting
Covers identifying and articulating target customer segments and developing a focused go to market and product strategy for each. Topics include segmentation criteria such as demographics, firmographics, behavior, needs, willingness to pay, and adoption patterns; methods for validating segment opportunity; trade offs between targeting a narrow niche first versus pursuing a broader market; and approaches like land and expand. Candidates should explain how segmentation informs product prioritization, pricing, positioning, sales motions, acquisition channels, and success metrics. Interviewers may probe how to sequence segments, measure fit and traction, and adjust targeting when evidence suggests a pivot or expansion.
