Segment
Your sales effort is valuable. The key is knowing where to focus it
Coverage Planning targets and qualifies your customers and prospects by combining public data with your own. Activity Planning then turns your segmentation into a call frequency matrix: who to visit, and how often.
There is a gap between strategy and the field
The same visit frequency for everyone, regardless of potential: you underinvest in strategic accounts and spread your efforts across low-value customers. In prospecting, without reliable targeting, visits are driven by gut feeling, or do not happen at all.
Your sales force has limited time. You set visit frequency against each segment's actual potential, so every visit is invested where it matters most.
Designed for leaders who decide on facts
Executive & Sales Leadership
Give purpose to your sales priorities. Objective segmentation justifies where to invest effort, and where to pull back.
National Sales Management
Set call frequency on objective data, matched to each segment's potential.
Sales Ops & Commercial Excellence
Build objective qualification and segmentation that can be reused and rerun at will. Make analyses more reliable, accelerate decisions, and save valuable time whenever your sales strategy evolves.
Human Resources
Turn call frequency into a workload your teams can hold.
What good segmentation changes
Target the right prospects from the start
Every prospect gets a potential score, even without sales history. Your acquisition effort goes to the most promising opportunities.
01
Invest sales time where it creates the most value
Your effort follows the actual potential of accounts, not historical habits. Visits go to the customers and prospects that deserve your attention.
02
Call frequency you can manage and defend
Every frequency rests on objective criteria, and you can justify it segment by segment, to your teams and to your leadership.
03
Qualify, segment, set frequency
01
Target & qualify
Combine public data with your own to score every customer and prospect. Each one gets a potential score out of 100, even without sales history. You finally know who is worth the trip.
02
Segment
Group accounts into consistent segments on potential, profile, and the criteria that matter to you. That segmentation becomes a reusable reference across scenarios.
03
Set frequency
Segmentation turns into visit frequencies aligned with your objectives and priorities. Every account gets the effort it deserves.
Segmentation, down to the detail
01
Catchment areas analyzed, not guessed
Shops, tourist sites, and strategic POIs: what drives a point of sale's performance. Competition and border proximity: what holds it back. Qualified potential reflects the reality of the field, not just an address.
02
A method for every objective
Quantiles, equal potential, ABC/Pareto, or multi-criteria ABM: choose the method that matches your current priority. Once built, your segmentation becomes a reusable reference across scenarios.
03
All your sales pressure in one matrix
Cross your segments with your customer and prospect types (occasional, regular, strategic) to see your whole sales pressure at a glance. Freeze the cells that must not move, and test your adjustments one group at a time.
04
Call frequency managed, never fixed
Set a target, in visits or in workload, run the model, adjust, and rerun as often as you need. A new competitor, a market shift, a new priority: a few clicks recalculate your frequencies.
05
As many what-if scenarios as you need
Build coverage scenarios, save them, and compare them to keep the one that best supports your strategy.
You are in control. We secure the method
SMB or global enterprise: the challenges differ, the standard does not. You choose the level of support you need.
Option 01
Self-service
Build, test, and rerun your scenarios on your own, with support available whenever you need it.
Option 02
Expert-led
Our consultants weight the signals with you, pick the right method, and build a segmentation your sales challenges actually call for.
When should you (re)segment?
01
You are launching a prospecting campaign
Qualify prospects on public data and prioritize them before sending anyone out to knock on doors.
02
Your sales policy is changing
Turn new priorities into specific call frequencies.
03
Your visit frequencies are outdated
Inherited, never reviewed, and disconnected from today's actual potential.
04
You want to align effort with potential
Stop over-visiting small accounts and under-visiting large ones.
Frequently asked questions
Where does the qualification data come from?
From trusted public sources: national statistics and census data, official business registries, and OpenStreetMap. Coverage varies by country, so talk to our team about what is available in yours. In every case, we enrich your points of sale without relying on your sales history.
Can I qualify prospects I have never visited?
Yes, that is the point. Qualified potential is built on the environment around each point of sale, not on your past sales.
Which segmentation method should I choose?
It depends on your goal: prioritize effort (ABC), reveal concentration (equal potential), balance groups (quantiles), or combine several criteria (ABM). The tool includes them all, and our consultants help you pick.
Does potential account for competition?
Yes. A capture factor, based on a simplified Huff model, reduces potential according to competitors and your own points of sale, and a border effect corrects cross-border leakage.
Is my data secure?
Yes. Your data is hosted in France with an ISO/IEC 27001-certified provider, in a GDPR-compliant environment.
Ready to target what really matters?
30 minutes with a Datakiss specialist to see who is worth the trip, and how often.
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