Colektia — Internal tool
Account Segmentation
Objective model to classify accounts into 4 segments based on weighted criteria. Use it for prospects or active clients to prioritize effort, define engagement cadence and design the right commercial strategy for each account.
What you can do here
🎯
Evaluate an account
Score any prospect or active client in 3 steps and get its segment and recommended action instantly
📚
Understand the methodology
Learn the 4 criteria, how they are weighted and what each segment means for your commercial approach
Key concepts before you start
The score is objective: it is based on 4 measurable criteria. Two people evaluating the same account should reach the same result.
4 weighted criteria: Potential MRR (40%), Past-due Portfolio Size (20%), Industry Reference (20%) and Geographic Expansion (20%).
4 segments: Strategic (80–100), Enterprise (60–79), Commercial (35–59) and SMB (0–34). Each segment has a defined engagement model.
MRR is always local: when filling in the billing potential, consider only the local contract. Do not include estimates from other countries.
Re-evaluate when something changes: a merger, significant portfolio growth or a new country expansion are all triggers to re-score the account.
🎯Evaluate an accountScorer
Enter the account name to begin. This works for both prospects and active clients.
Account name
📚Segmentation MethodologyReference
The segmentation model assigns each account a score from 0 to 100 based on 4 criteria. The score determines the segment, and the segment determines the commercial approach, engagement cadence and resource allocation.
Why do we segment accounts?
Not all accounts deserve the same effort. Applying the same model to a bank with 500k cases and a fintech with 2k cases wastes resources and misses opportunities.
Segmentation makes prioritization objective. Instead of relying on gut feel, the score gives a consistent, data-driven view of an account's strategic value.
It defines the commercial playbook. Each segment comes with a clear engagement model: who owns the relationship, how often to meet, and what the expansion strategy looks like.
It applies to prospects too. Run the scorer before the first meeting to decide how much effort to invest in the sales cycle.
The 4 criteria & their weights
⚠
MRR is always local
When evaluating billing potential, consider only the local contract in the country you are assessing. Do not include estimates from other countries, even if the client operates internationally.
The 4 segments
The segment determines how we engage with the account — not just how we label it. Each segment implies a different owner, meeting cadence, expansion strategy and support model.
When to re-evaluate
Segmentation is not a one-time exercise. Accounts evolve — a client that was SMB two years ago may be Enterprise today. Re-score whenever one of the following applies:
📅
Monthly — new accounts
Score every new prospect before the first commercial meeting. Use it to calibrate the effort and decide who should lead the conversation.
🔄
Quarterly — full portfolio review
Re-evaluate the entire portfolio every quarter. Detect accounts that have grown (upgrade) or lost relevance (downgrade) and adjust the engagement model accordingly.
⚡
By event — triggered re-score
Re-score immediately after a significant event: acquisition or merger, portfolio growth above 30%, expansion to a new country, or a major change in their financial product mix.