But who's the right customer right now?

2 ideas for segmenting customer accounts for cross-sells

Tyler Pleiss
February 16, 2025

In partnership with

Ok sure, customers are your best bet to introduce your new AI product.

But which of those customers are the right ones, right now?!

Well I’m glad you asked.

Let’s say you’ve pulled your list of customers for cross-sells. That doesn’t necessarily mean you have to or should prioritize every account on it.

Look into to your data to find even better opportunities for conversations.

Two types of data that you can further segment your customers by:

Closed lost opportunities: These are customers who have previously expressed interest in adding a new product, maybe not your AI product, to their suite. Some sort of growth opportunity has been identified, perhaps it wasn’t the right time or the product wasn’t in the right spot yet. Use these customers as an opportunity to re-engage them with conversations around your new AI product.
Partners with customer overlaps: In the case of new AI products there’s probably going come enhancements or new integrations with partner technologies. You can use these as moments for momentum to drive conversations and engagement around the product. “Have you heard we recently released [x] product and it now integrates with [y] product you’re already using?”

The general point of segmenting your customers this way is that you’re looking for where you can drive quick, high-quality conversations that turn into pipeline and revenue.

Below is an example of how you can orchestrate this over the course of one year:

You can learn more on how to create and orchestrate your own cross-sell strategy with my new guide, Identifying Cross-Sell Opportunities with an Account-Based GTM Strategy.

You can sign up today for the premium subscription to get access.

It’s February! Here’s what’s available:

Identifying Cross-Sell Opportunities: This new guide will walk you through the best steps for how to identify cross-sell opportunities, align with specific GTM teams, outline a plan and how to execute for revenue growth.
An early update as we launch our 2025 strategies at Movable Ink: We’re gearing up here at Movable Ink to launch our Q1 account-based GTM strategies. These span across several GTM teams and goals and I can’t wait to give you an early update on how we’re progressing.
Free consulting calls: Want to chat? No problem! You’ll get access to schedule a free call with me to talk shop.

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