1. Step 1
   1. Set up Segmentation
      1. Objective
      2. Scope
      3. Deliverables
   2. Set Up Customer List
      1. remove isolated extremes
      2. remove newest accounts
      3. remove too small accounts
         1. how small is too small
   3. Ways we can select
      1. Geographic base
         1. Reach
      2. Industry/sub industry
         1. Industry served
         2. Customer served
      3. Product Class
         1. who uses what they sell
         2. B2B/B2C/B2G
      4. Organization Size
         1. revenue
         2. #employees
         3. #clients
      5. Product Delivery
      6. Special needs
         1. technology
         2. knowledge
         3. funding
   4. Define What We Call Good
      1. Big Collaboration needed here
         1. Use Annual Contract Value (ACV)
         2. Or use Monthly Recurring Revenue(MRR)
         3. Subtract costs
            1. Maintenance
            2. Customer care
            3. Acquisition
         4. Adjust Score for Future Behavior
            1. Up for annual renewing
            2. down for expiration or cancelling
   5. Budget and resources
      1. use intern to collect data
      2. time dedicated to project
         1. 2 people x 4 hours/week = 1 FTE day/week
   6. Deliverables
      1. Far better understanding of our best clients
      2. Ability to select just 1 or 2 targets
      3. Ability to build a compelling focused marketing message that fits them
      4. Adding Quality Revenue
      5. Spend employee time on most lucrative targets
      6. Far better than shooting a rifle in the woods and hoping a deer runs into the bullit
      7. Improve our product
         1. Customize for one
         2. Customize for many
         3. Develop more flexible platform
2. Step 2
   1. Analyzing the Data
   2. What are the characteristics we want
   3. What is the structure of the market for ACH
   4. What are our Key Value Differentiators (KSD)
   5. Why do customers cancel
      1. cost
      2. service
      3. other
   6. Who is our marketing directed to
      1. Why
   7. Sources for outside opinions
      1. Competitor web-site
      2. other SAAS companies
      3. other priori schemes
         1. customer revenue
         2. customer size
   8. Some examples of findings
      1. Larger comp are better
      2. hospitals are better
      3. B2B is better
      4. Multi-national is worse
      5. recurring in-house payments are better
3. Step 3
   1. Collect Data
   2. Develop system
      1. to ensure proper and consistent documentation
      2. D&B
      3. Google
      4. Financial Strength when boarded
   3. Identify potential weaknesses
      1. incomplete data
      2. outdated data
      3. differing terminology
         1. profit
         2. EBITDA
         3. gross
         4. net
      4. Data that needs Subjective input
         1. agreeing on weight of data
4. Step 4
   1. Analyze and Prioritize
      1. Collaboration on significant points
   2. Score all characteristics
   3. Rank based on score
      1. ABC
   4. Check Real life with score