MONTH 5 · MARKET SEGMENTATION & CUSTOMER VALIDATION

Beachhead Segmentation Scorer

If I could only sell to 50 accounts in year one, which 50 — and can I name them?

Stop selling to "the market." Enter each candidate segment you're weighing — defined by MSA/geography, procedure volume, site type, and buying behavior — then score it on urgency of pain, budget authority, and access. The segment with the highest total isn't automatically your beachhead, but if it isn't, you should be able to say exactly why.