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How to pick a segmentation agency
The trouble with segmentation is that once you start looking…
…you’re faced with endless agencies claiming to offer it.
But be wary, the world is littered with mediocre segmentations
But be wary, the world is littered with mediocre segmentations
or worse.
How can you be sure you’re making a good choice?
How can you be sure you’re making a good choice?
An agency with
real segmentation expertise?
So if you’re thinking of appointing a segmentation agency, here are three areas
worth exploring…
#1The methodology
Technique has a
massive impact on segmentation outcomes.
So make sure you ask
what technique they use
and why, and watch out for
bland, generic responses.
And if they suggest focus groups…
STOP RIGHT
THERE!
Qualitative data
cannot deliver a
meaningful
segmentation at all.
And if they suggest focus groups…
In quantitative, the traditional and still most
commonly used clustering techniques
(such as K-means) have major flaws…
You have to guess the right number of segments
1
You have to guess the right number of segments
1
It can produce different results from the same dataset
2
You have to guess the right number of segments
1
It can produce different results from the same dataset
2
3
It often creates one big lumpy segment and a load of fuzzy, too-similar segments
You have to guess the right number of segments
1
It can produce different results from the same dataset
2
3
There is no error-checking mechanism
4
It often creates one big lumpy segment and a load of fuzzy, too-similar segments
Ensure that the clustering method used
can overcome these flaws and provide a
high level of accuracy.
#2Variables selection
Clustering can create segments from
any data you put into it…
…but this doesn’t
mean the segments
will mean anything.
?
It’s critical that your agency fully understand your business objectives and
market characteristics in order to select the right variables that will generate
meaningful segments that are useful for decision-making.
#3Communication of segments
Segmentation
generates a large
amount of data.
But your agency should distil
the results to be easily
absorbed and used across a
whole organisation.
The most important two questions the segmentation answers are
“who do we need target, and how?” and
“who should we avoid?”
Once you have your targeting strategy,
you need to understand each priority
segment as a real person: how to interest
and engage them, and how to convince
them to buy and use your products and
services.
Of course there is more to good segmentation than these 3 areas.
But any segmentation agency worth its salt will get all 3 right.
12
3
Unfortunately, many agencies deliver great
creative outputs and workshops, but at the
expense of analytical rigour, potentially leaving you
with a vivid, but wrong or bland, set of segments.
By asking some tough questions, you stand a better chance of getting a segmentation that’s
both vivid and rigorous.
If you want to know more, please get in touch:
020 7842 6830
Visit our website: www.clusters.uk.com
Clusters Limited, 30 Park Street, London, SE1 9EQ, UK. Registered in England and Wales. No. 5716244.
Copyright Clusters Limited 2015.