Professional Documents
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SEGMENTATION
TOOLKIT
INTRODUCTION
START HERE
INTRODUCTION 1
Quite
confident.
How
experienced are Somewhat,
MAKING THE CASE 4 A B C D
Not very interested. Yes I’m interested! I have Yes I’m interested! I have I know my customers really
D
I’m more concerned with some budget time but not well. I’m not sure what this Step 8: Refine and Finalize Segmentation 42 B
other issues and projects. but not much time. much budget. toolkit can teach me that I
don’t already know. Step 9: Showcase Your Results 45 B C D
A C D
B Step 11: Track and Measure 49 B C
Path A offers a Some external There are some Skim the toolkit along
few basics to keep expertise might really great ways to pick path D. You may find a ADDITIONAL RESOURCES 50
in mind for later. help your organization. up knowledge without few tips and tricks
Follow path B for time- high costs. Follow you’ll like.
saving options. path C for low-cost SOURCES 52
options.
Resources Introduction
Look for these icons throughout the toolkit. Each indicates more in-depth information on a subject or
Traditionally, financial service providers have considered low-income consumers
helpful resources. as a single segment. Microfinance institutions were formed specifically to target
this segment – historically with a monoproduct offering. But some financial service
providers have begun to see more potential in the segment while others still
wonder what steps to take toward understanding it.
Case Studies
Learn from Other Organizations Customer research such as the Financial Diaries and other demand studies show
that the low-income or mass market is not one single segment; people’s worries,
Evidence of the value of customer segmentation from financial service
wants, needs, and behaviors are nuanced.
providers who’ve invested in this approach and methods.
Customer segmentation
reveals nuances in
A bird’s-eye view of the market demographics, attitudes, and
may tell you there’s an overall behaviors. These difference
opportunity but provides no insight may help you identify where your
into various customer needs or products and services can fill
who to focus on. unmet needs and provide the
most value to you and your
customers.
When you begin to divide a market by key customer characteristics, big differences in customer
value reveal themselves. The pie chart below illustrates a segmentation exercise applied to
This example looks at the market for financial services in a large unbanked population: transportation demographics. Each “pie slice” represents an opportunity area. Slices 2 and 4
elaborate specific details uncovered in the segmentation.
Average Opportunity
small loans to savings products. Some people are 1 • Need for financial transactions for their moderately
successful businesses
served by the competition, but a large portion
• 20 percent are currently unbanked
(40 percent) are currently not served by any financial
institution at all. 3 ADAPTED MESSAGING
Appeal to efficiency (time and cost savings)
5 4
Market Value: $6.25M
Average Opportunity: $10 per year
Number of People: 625K
Number of People Number of People
Not a target due to segment size and low
average opportunity per customer
VOLUME = TOTAL MARKET VOLUME = TOTAL MARKET
OPPORTUNITY OPPORTUNITY
4 A C D 5 A C D
B B
E. Shape communications
The scope of your segmentation strategy depends on the maturity of your organization, the diversity of
your market, your timeline, and budget.
MAKING
THE CASE
CGAP Photo Contest. Photo by Wirawan. 2015
6 A C D 7 A C D
B B
A bus driver counts his money, Indonesia. Photo by frog design. 2013
8 A D 9 A C D
B B
C
C. Identify and Estimate Market
Opportunities Experiments
WHAT’S THE POTENTIAL OF THE UNBANKED CUSTOMERS IN YOUR MARKET?
Download the Excel workbook (link below), and adjust the sample inputs to see the potential size of your market. You
Two billion people around the world – more than half the adult population – are currently unbanked.1 Reaching may be surprised at how significant it is!
even a small portion of this market offers significant potential.
Segmentation helps identify potential customers with the greatest unmet needs and the most willingness to
adopt your products and services. Once you identify specific segments you can estimate the size of the market
opportunity to be gained by better serving them and prioritize resources accordingly. DATA INPUTS Select country Indonesia
Consider the case study below about UBL Bank in Pakistan. Segmentation allowed the bank to estimate the size of
Gender Age Group Education Do not have an account because…
various customer segments and the opportunity to serve diverse needs.
Male 15-25 Primary or less Y N ANY
Female 26-35 Secondary …too far away
36-45 University or …too expensive
greater
46-60 …lack documentation
60+ …lack trust
…lack money
…religious reasons
Case Study: UBL Bank, Pakistan …family member already has one
Overall
Market Average
Opportunity
per Household Early
Adopter
Moderate
Interest
Traditionalist Super
Saver To complete this experiment for your country or to
customize inputs, download the full Excel workbook.
Households
C
10 A C D 11 A C D
B B
Case Study: Oversea-Chinese Banking Corporation, China Case Study: Centenary Bank, Uganda
TARGETING THE YOUTH MARKET GO-TO-MARKET MESSAGING LESSONS
Oversea-Chinese Banking Corporation (OCBC) identified Without segmentation, Centenary Bank’s “Take your bank But once the bank used segmentation to understand
Generation Y as a segment they wanted to target. What everywhere” messaging was generic and did not resonate their target customers, they were able to tailor
was next? The bank dove wholeheartedly into in-depth strongly with customers: messaging to address some of the pain points uncovered
customer research to identify new ways to shape their by customer research:
offerings. As David McQuillen, OCBC Head of Group
Customer Experience, put it, “We hung out with them
at malls, ate dinner with them, went shopping and
clubbing with them, and spent a lot of time looking in
their wallets and talking about money.”
A Final Note:
Debunking Segmentation Myths
By now you’re probably convinced of the value of segmentation – but you may still have
a few reservations. Let’s dispel some common myths:
2
segmentation in a practical way,
including tools and templates the segmentation.
that simplify the process. 3. Ensure buy-in by keeping
key stakeholders involved
FINDING THE
in the process.
STARTING POINT
14 A B C 15 A B C
Take the following quiz. Circle your responses, then add up your points to see where you fall on the scale at
the bottom of the page.
Formal Segmentation compared with Informal Segmentation Formal Segmentation compared with Informal Segmentation
STEP STEP
1 Define Your Objective 1 Define Your Objective
STEP STEP
2 Pick Your Population 2 Pick Your Population
STEP STEP
3 Brainstorm 3 Brainstorm
STEP STEP
4 Conduct Informal Qualitative Research 4 Conduct Informal Qualitative Research
STEP STEP
5 Dig into Existing Data 5 Dig into Existing Data
STEP
7b Engage a Market Resarch Firm (optional) Engage a Market Resarch Firm (optional)
STEP
8 Refine and Finalize Segmentation Refine and Finalize Segmentation
STEP STEP
9 Showcase Your Results 9 Showcase Your Results
STEP STEP
10 Apply Your Findings 10 Apply Your Findings
STEP STEP
11 Track and Measure 11 Track and Measure
18 A B C 19 A B C
It’s wise to revisit your assumptions and decisions At this point, identify the people who are crucial to your segmentation outcome and bring them in. The table below
frequently. Are you sure your business objective makes lists functional groups and their potential segmentation roles. Consider the functions of your own team and decide
sense? Is it too aggressive – or not aggressive enough? whether they should be a part of the exercise. If your organization is small and doesn’t include all these functions,
Maybe your initial hypothesis needs to be revisited after think about which team members may take on the general roles a segmentation requires.
you’ve completed some research.
AT A MINIMUM
Take your time. Remember that revisiting decisions
You’ll need a project lead from strategy, marketing, or product development; support from at least one more
is not a negative, it’s a step toward making the end
junior-level person; and high-level buy-in from at least one senior executive.
result more useful. Often, you’ll decide to further divide
segments into subsegments.
Design and User Research Generally part of product development. Include in any exercise, especially if product
Occasionally placed under marketing or an adjustments are a possibility
independent department
Strategy Generally works closely with CEO Potentially leads segmentation. Include in any
exercise, especially if broad strategic decisions
are part of possible outputs
Product Development Generally led by a director Potentially leads segmentation. Include in any
of product development exercise, especially if product adjustments are
part of possible outputs
Analytics Generally part of product development, Include if responsible for segmentation analytics
although some serve in marketing and
strategy
Customer Support Internal department Likely to be helpful as inputs into customer types
Interviewee prioritizes consumption choices, Kenya. Photo by Continuum. 2013
20 21 C D
B
STEP
1 Define Your Objective
Approach Worksheet
What are the business objectives you are looking to accomplish with this segmentation effort?
Where do they fit on the spectrum of strategic to tactical?
Strategic Tactical
Tools
Potential questions to think through
• What are the main business issues
facing the organization right now? Approach Worksheet (cont.)
• Are you looking to improve the
performance of a specific offering?
• What are the underlying assumptions • Are you launching a new product and
What do you
your organization is currently making think
need are thespecific
to identify most important characteristics?
aspects of your
about their customers customer base?types fit your business objectives (circle one or two below)?
Which segmentation
Describe your business objectives below LIFESTYLE
DEMOGRAPHIC ATTITUDINAL BEHAVIORAL
(PSYCHOGRAPHIC)
Use in situations with Use it when Use when Use when identifying
low resources/time conducting a more Worksheet
considering 3.1 specific
exploratory search, messaging options, product/service
What is your target market for this research effort?
ACCOMPANYING WORKSHEETS
ideally in or considering opportunities or
Circle the relevant market below complement with offerings at a more problems
other variables strategic level
• Outline
of
business
objec/ves
and
expected
segmenta/on
type
(from
chapter
2)
Materials
• Results
from
ini/al
data
analyses
and
research
Macro Medium
Easy to target Micro/’Niche’
Intuitively required
Identifies• Mee/ng
agenda
Highly predictive
(E.g. Kenya) - Notmarket
(e.g, Mass predictive
in of appealing
(e.g., small holder underlying drivers of consumer
behavior
Kenya) -farmers
Not predictive
in Kenya) of and beliefs behavior
behavior - Hard to target, - May not provide
- Hard to target may not predict insight for
• Project
Sponsor:
Decision
maker
for
implementa/on
of
segmenta/on
results
Describe the population you’re looking to better understand and why you’ve selected it behavior messaging
• Project
lead:
Reports
to
the
project
sponsor
and
leads
segmenta/on
effort
• Other
stakeholders:
Representa/ves
from
one
or
more
of
the
following
func/ons;
worksheets provided. Use the worksheets to record decisions, and look back on
Gender Religious beliefs offering usage
Exploratory Income Political views
Predictive Rationale for Similar products
Education
- Or - Interest in new usage/non-usage usage
Seeking deeper insight into how “Solving for” a specific desired
Location technologies Interest in product Usage intent for
populations break out Ethnicity
outcome newobjec@ves
features1. Recap
of
business
productand
segmenta@on
type
selec@ons
2. Review
of
r
esults
from
ini@al
data
analysis
If Exploratory, what are you trying to learn
about your customers? session
In-depth Interviews Surveys• Impar@al
Moderator:
While
having
an
impar/al
moderator
isn’t
required,
we
Focus Groups Customersuggest
data analysis
having
this
person
to
make
sure
that
they
are
focused
on
holding
a
good
Ethnography Conjoint analysis
discussion
without
also
having
to
think
about
their
own
contribu/ons
to
the
Max-diff content
Misc.
Tips
• Addi@onal
characteris@cs:
We
recommend
really
pushing
your
organiza/on
to
expand
their
op/on
set
here.
It
can
be
easy
to
default
to
standard
op/ons,
but
the
key
characteris/c
might
be
outside
that
list
and
seem
obvious
aPer-‐the-‐fact.
• Hypothesis
characteris@cs:
Pushing
yourself
to
form
a
strong
hypothesis
can
make
or
break
the
project.
Focusing
research
is
key.
One of the most critical steps in conducting a customer segmentation is to clearly define your business objectives.
The success of your segmentation depends on it. Use steps a, b, and c below to define your objectives.
Is it more effective for your organization to focus on broad strategic questions or more tactical issues?
a Use the questions below to define your priorities.
TACTICAL
STRATEGIC
Specific decisions related to products and services,
High-level decisions about business direction
communications, and operations
• What are the main business issues your • Do you think you need to adjust your offerings
CUSTOMER
to be solved?
may require adjusting your offerings and
• Which of these issues is specific to your current messaging?
SEGMENTATION
or potential customers?
• Do you plan to launch new products and
• Do you have particular goals regarding current services or expand into new markets?
PROCESS
or potential customers?
• Are you being challenged by new competition?
• What are the underlying assumptions
• Is use or purchasing down for any reason?
your organization currently makes about
customers?
STEP
What are your given assumptions about your segmentation exercise? Which parts of your 2 Pick Your Population
b organization‘s strategy are set and cannot be changed (e.g., focus on low-income customers,
mobile money products only, etc.)?
After selecting your business objective, the next step in a segmentation is to identify a population of current and
potential customers to analyze.
Form your business objectives by putting together your answers from “a” and “b” above. The
Think about how your newly specified business objective may influence relevant customers. Would you like your
c challenges and opportunities listed below may match your objectives and are a good place to start a
segmentation to be tactical in nature, i.e., focus on specific groups? Or should it be more strategic and benefit from
segmentation.
considering a wider population? Do you want to acquire new customers or retain current ones? Your answers to
these questions act as guidelines for who to consider.
CHALLENGE OPPORTUNITY
A few other questions to consider:
• What’s the total population set that may need your products or services?
ACQUISITION Increase customer awareness Expand customer base
• Do you want to review all of these populations?
Even if you think you know a population, push yourself to challenge your assumptions before you continue.
Enter new markets
EXPANSION Save for stagnant growth
Launch new products and services
CGAP Photo Contest. Photo by Das. 2015 Bank BTPN, Indonesia. Photo by frog design. 2013
24 C 25 A C D
B B
STEP
3 Brainstorm
Case Study: Digicel, Haiti
CHOOSING A RELEVANT CUSTOMER POPULATION FOR SEGMENTATION
As part of their mobile money refresh strategy and to increase users, Digicel ran a customer segmentation. In considering
the relevant universe of customers to segment, Digicel mapped out the intersection of all potential customers and You probably already have an idea of what your customer segments look like. But it‘s important to factor
customers that currently use their mobile money transfer services. in personal experience and intuition when it comes to forming your segmentation hypotheses.
The exercise prompted three questions that you can apply to your own segmentation:
Brainstorming sessions are good way to do this – assuming the right people are in the room and the right questions
are asked.
a What’s the total population set that may need your products and services?
Use the worksheet on page 21 as a starting point for running your meeting. It includes materials to prepare, people
to include, a draft agenda, plus tips and recommendations on brainstorming.
c If not, why exclude certain customers? First, review the segmentation variables listed below and the advantages and disadvantages of each.
Segmentation can be a mix of types of variables. David Meer’s Harvard Business Review article,
“Rediscovering Market Segmentation,” offers greater context.
26 A C D 27 A C D
B B
Now that you have the basics on overall variables, think about which are most relevant to your customers and
your situation. Dig into the list below and circle those that apply. Consider advantages and disadvantages from the EXERCISE 3 BUYING PROCESS
previous page.
In this exercise, map out each step of your customer buying process.
• Frequency of income (daily, • Level of loyalty to money • Has rational barriers to using
monthly, unpredictable) transfer products (low, money transfers (relevance,
medium, high) perception of benefits, etc.)
How do your customers feel about their purchase or the way they
• Has bank account
• “Stores” money vs. “saves” • Optimist / aspirational
6. POST-PURCHASE / USE
(Yes / No) interact with the new product or service?
(Yes / No)
• Has mobile wallet • Most frequently used
(no, mini, standard) transaction type (current • Need / desire for prestige
money transfer users) (Yes / No)
• Has national ID card
(Yes / No) • Use of internet • Perception and importance of Think about how these steps break out for different customers. In step 2, for example, how do customers learn
social norms
• Has structural barriers • Use of phone games about your products and services? If by word-of-mouth, who are their trusted advisors?
to using money transfers
(access, convenience) In steps 3 and 5, what convinces potential customers to use your products and services? Why might they choose not
to?
Use sticky notes on a whiteboard to map out all possible paths customers may take through the buying process. If
you’re feeling ambitious, assign a percentage to the number of customers that take each option at each step.
EXERCISE 2 A DAY IN THE LIFE OF YOUR CUSTOMER
Next, choose one of the paths you created. What type of customer would take it? How are they different from
customers who would take other paths? Repeat the process until you’ve thought through a few paths.
Have each person in your brainstorming session complete this exercise separately. Afterwards, compare notes and
discuss your results. Test your thinking by looking at the customer journey and identifying the biggest customer drop-off points. See
if your group agrees on these points, then relate them to previous conversations about which path particular
Close your eyes and imagine one of your customers. Think about what they look like, where they live, what they do
customers follow.
for a living. Imagine a day in their life. What’s the first thing they do in the morning? Are they going to have a busy
day? What do they do with their free time? What challenges do they face throughout the day?
Take a look at the case study on the following page to see an example of an adoption pathway and to learn
Next, think about how your customer uses financial products and services. When do they use them and why? Would more about drop-off points.
they choose your products and services over the competition? Why? What do they like about them? What do they
dislike?
28 A C D 29 A C
B
• Forget PIN Start impromptu conversations with a group of A customer sketch is a simple exercise to start
customers while they visit your branch. This is a characterizing your customer and learn where you
• Prefer to cash out
great way to learn about their experience without may lack information.
• Lack of awareness of full getting into the logistics of a formal focus group.
range of product options
ADOPTION (USE)
• Confusing functionality /
process
• Network downtime
• Insufficient agent liquidity
FOLLOW FRONT-LINE STAFF MYSTERY SHOPPING
Shadowing is a basic observation technique Mystery shopping is a quick and easy way to get an
CONSISTENT / that allows you to unobtrusively learn about impartial view of the customer experience at your
EXPANDED USE an experience from the perspective of a single organization or a competitor’s. It often provides
customer. Following a front-line staff member will a better understanding of the pain points you’ve
help you uncover patterns and insights about the heard about but didn’t truly comprehend. Check out
After completing brainstorming exercises 1, 2, and 3, write down your initial ideas on possible interface between staff and customers. the CGAP article on mystery shopping in Mexico.
segmentations before moving on to additional analyses.
30 C 31 C
To begin using data, think through what’s available internally and externally. Internal data may include customer
THEY GIVE YOU FEEDBACK,
a Outline the contents of your data. Which variables are available, and for what time periods? How many rows
registration or transaction information and previously completed qualitative or quantitative studies. For external AND YOU
do you have? CAN
(If more than oneESTABLISH
hundred thousand, consider using a program like Access or SQL.)
data, look to census data, public data, and academic studies. The following references and resources can help you
get started. AN ITERATIVE PROCESS
b FOR CO-INNOVATION
Identify desired outcomes of your analysis. What questions are you specifically asking? What answers do you
4 expect? The more specific you are here, the better. Drawing charts of the content you want to build is a great
DIRECTOR CONSUMER
technique (fill INSIGHTS
in with “dummy” data to start).
Opp/HH (rs)
2
UNILEVER
References / Resources
Heavy Early Super
User Adopter Moderate Interest Traditionalist Saver
0
($3.3M) ($9.3M) ($21.3M) ($7.4M) ($2.6M)
c Don’t underestimate the importance of starting with high-level aggregate statistics. For example, what’s the
DATA 0 2 4 6 8 10 12 14 16 overall average? The tenth percentile? The ninetieth?
MM HHs
• Country census data. Important data on population statistics, including geographies and demographics.
http://ghdx.healthdata.org/data-type/census
• Financial inclusion insights. Intermedia provides survey data and views of eight countries in Sub-Saharan Africa and
South Asia. http://finclusion.org/datacenter/
EXAMPLES: TRANSACTION DATA ANALYSIS
• Finscope. Nationally representative consumer and small business surveys in the financial sector.
http://www.finmark.org.za/finscope/
Start with an aggregate view to get an understanding
• Global Findex. Data provided by the World Bank includes dashboards across countries, key metrics, and raw data. of both the data and the accounts within
http://data.worldbank.org/topic/financial-sector
• Industry data reports collected in a number of areas, i.e., financial inclusion insights and reports by Frost & Sullivan,
AMOUNT + NUMBER OF TRANSACTIONS BY TYPE FOR ACCOUNT QUINTILES
Thomson Reuters, etc. http://finclusion.org/datacenter/ Account quintiles by total in-going / outgoing money in account over past 12 months
Select country Afghanistan
DATA INPUTS
• Micro-insurance coverage data by nation. http://www.microinsurancenetwork.org/world-map-microinsurance Amount Number of Transactions
Gender Male Female
• Useful Data Sources Measuring Financial Inclusion – a financial inclusion guide by CGAP. http://www.cgap.org/blog/10- 14%
Age Group Income Quintile Education Outflows 29% 28% 28% 33%
useful-data-sources-measuring-financial-inclusion 45% 41%
Other 44%
15-25 Lowest 20% Primary or less Buy 35% 40% 36% 39%
26% 5% 6%
26-35 Second Lowest 20% Secondary Billpay
DATA ANALYSIS CONSIDERATIONS Send $ 11%
5% 25% 27% 24%
36-45 Middle 20% Tertiary or greater Withdrawal 5%
7% 14% 10% 15% 22%
6%
46-60 Second Highest 7%
• Seven steps of data analysis. A walk-through of how to approach data analysis.20% Inflows
6%
7% 6% 6%
12%
http://www.oracle.com/us/corporate/profit/big-ideas/052313-gshapira-1951392.html
60+ Highest 20% Other 44% 45% 40% 44% 38%
32% 28% 33% 30% 30% 28%
Receive $ 20%
• Top Ten Tips for completing data analysis. A collection of tips and tricks for completing data analysis. Deposit
http://www.statsmakemecry.com/smmctheblog/top-ten-tips-for-data-analysis-to-make-your-%20research-life-ea.html Q1 Q2 Q3 Q4 Q5 Avg Q1 Q2 Q3 Q4 Q5 Avg
Total 5M 16M 20M 40M 150M 231M 121 115k 132k 155M 225k 150k
% of relevant unbanked market attained 20%
EXCEL ASSUMPTIONS Per Account 40 128 220 420 978 365 22.3 24.3 25.0 29.1 42.0 27.3
Customer “saved” up a
Acct. value Deposit Withdrawal Send $ Airtime
significant amount before
80 a large transfer of money,
Frequent pattern of deposit potentially for taxes due to
60 send. Potentially for business timing of transfer
purposes due to frequency
40
20 Reflect on what your data outputs mean. Do they confirm or dispel your original hypotheses? What are their
f
limitations? It’s easy to get a false sense of security from fancy charts and large datasets. Pay attention to
0 what the data excludes and what you still may not know!
Jan Feb Mar Apr May Jun Jul
STEP
6 Develop Hypothesis Segmentation
HOW MANY SEGMENTS DYNAMIC VS. STATIC SEGMENT IDENTIFICATION IN
It’s at this point that the various elements of segmentation come together. Revisit notes from your brainstorming DO YOU NEED? SEGMENTS PRACTICE
sessions, informal qualitative research, and data analysis. What stands out as a viable segmentation? Does it make
sense? Does it fulfill your objective? Generally you want to create “Segmentations are viewed by When you implement a
as many segments as you too many of their sponsors as segmentation it’s important
find meaningful differences in one-time, go-for-broke efforts to to identify which segments
behavior and attitudes related provide a comprehensive portrait customers belong to. If agents
ESTIMATING THEESTIMATING MARKET OPPORTUNITY THE
to ESTIMATING
MARKET
your products&and OPPORTUNITY
PRIORITIZATION
THE
services.MARKETof&OPPORTUNITY PRIORITIZATION
customers that can inform & PRIORITIZATION
all or other employees need
Case Study: Hypothesis Segmentation While exceptions may exist, subsequent marketing decisions. to easily identify segments,
segmentation tends to produce In our view, segmentations should demographic characteristics are
HYPOTHESIS SEGMENTATION What market data is available? What market data Which is available?
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PRIORITY LEVEL USE CASE DRIVER BASED more expensive and difficult to dynamic. They concentrate on will questions
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Examples Examples Examples segment groups.
perception overload; thinking and behaviors, which often
Sometimes customer segments
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segments in your head is quite a reshaped by market conditions can be identified using only
challenge! such as fluctuating economics, internal data. In this case,
emerging consumer niches, and your segmentation needs to
TAILORING PRODUCT / SERVICES TAILORING PRODUCT / SERVICES TAILORING PRODUCT / SERVICES SHAPING COMMUNICATIONS
Gold: High Bronze: Low Farmers buying Students Savings Prestige new technologies that evolve rely onSHAPING
data fields COMMUNICATIONS
that your SHAPING COMM
transactions transactions goods receiving funds seekers seekers
rapidly. Once you identify your organization collects or plans to
To what extent the offering(s) To what
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To what canextent
be altered?
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MORE GEN MORE GENERAL MORE GENERAL segments, it’s important to
Behavioral Segmentation Demographic + Behavioral Attitudinal Segmentation
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the
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Based on priority level of Based on customers’ most valued
are only slight adjustments arepossible?
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segmentation
• Point out mostshould be • Point
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X No insight into customer X Somewhat difficult to X Driver needs not very static,
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X Not useful for messaging X May not be mutually X Difficult to find in data
or product design exclusive
36 B 37 B
STEP Each type of research offers its own methods, as noted below. However, for some of the more advanced techniques
7a Conduct Additional Research it’s best to partner with a market research firm when possible.
QUALITATIVE QUANTITATIVE
You may wonder why to continue with additional primary research after reviewing all your data and brainstorming + Simple + Can fit a variety of
hypothesis segments. If you simply don’t have the resources, that’s a good reason! Otherwise, consider the - Difficult to ensure analytics
following questions before deciding about further research: SURVEYS
INTERVIEWS truthful responses - Questionnaires and
Carefully formed
One-on-one interviews with wording need to be
set of questions sent
members of your target fine-tuned for best
HOW FAR OFF COULD out to target
WHAT’S AT STAKE? population results
YOUR HYPOTHESES BE? population
Why are you conducting segmentation in the first How much do you trust the internal and external
place? Is it to finalize a go-to-market strategy that data you collected? How sure is your team about
could make or break a new product launch? If so, the hypotheses developed? Did you develop + Can help spur + Factual: shows actions
participant ideas, SECONDARY DATA that have actually
you may decide that the expense of additional several sets of hypothesis segments or did FOCUS GROUPS creativity transpired
ANALYSIS
research could help you avoid a costly failure. everyone agree on the same assessment? Carefully moderated,
- “Groupthink” can elicit Similar to data - Retrospective;
prompted discussions with
biased responses analysis. Can be more tough to pick out
On the other hand, if you’re using this toolkit as an Share you hypothesis segmentation with a few groups from your target
advanced or include a wider unmet needs
population
exploratory exercise you may be better off saving of your agents or tellers. Do they recognize the range of sources
resources. Think through the potential activities customer groups you came up with?
your segmentation would affect, and consider
the cost of possibly making a decision based on + Follows behaviors and + Tests actual behavior
inaccurate information. ETHNOGRAPHY attitudes A/B TESTING in response to
Close observation + Helps bypass certain Randomized different stimuli
of select people’s participant-reported experiment with - May be difficult to
actions with focused biases two variants, A and B, which estimate required
questions (e.g., are the control sample size for
- Time consuming
attitudes, values, etc.) and treatment groups significant results
If you’re considering conducting additional research, think through the mix of research methods and determine - Difficult to scale
what you can do internally versus externally. Here’s some more detail about qualitative and quantitative methods:
1 =1yellow
= yellow
SPECIFIC QUANTITATIVE TECHNIQUES
2 =2green
= green
3 =3red
= red
4 =4dark
= dark
redred
PURELY QUALITATIVE BLENDED / SEQUENTIAL PURELY QUANTITATIVE CONJOINT
MAX DIFF
RESEARCH RESEARCH RESEARCH Advanced research technique
Advanced research technique
to identify how people value
Focused on non-quantifiable Methods can be mixed within the same Research focused on measuring and to identify which attribute
different product and
information, generally more exploratory study (e.g., a qualitative interview that quantifying. Can be exploratory but is people find most important
service attributes
includes a short survey) or sequential often for testing hypotheses
…you’re completing more exploratory …you have sufficient time and resources …the burden of proof is high and you
research on customer preferences and to conduct two research phases, require a precise estimate of market
needs; there’s not sufficient secondary benefiting from the relative advantages opportunity
research to form hypotheses; or the of qualitative and quantitative research
nature of behavior change is so great that
you require deep insights on actions and
attitudes For further details, dig into www.mktresearch.org
38 B 39 B
- Develop Request for Quote based on project specifics 2. Moderation: Good moderators make focus groups look easy. In reality, however, it takes someone with a lot of
skill and experience to successfully navigate a group and extract insights.
Review quotes or proposals. Hold
- 3. Cultural context / translation: Even if Zoona had a great moderator, the local market research firm understood
brief discussions with market research firms
cultural context and was able to translate languages of attendees from various regions and backgrounds.
- Select market research firm
Zoona still wanted to conduct part of the process in-house so they could control some outputs and save money.
They used the following process:
Decide on sample size
Develop screener
MARKET RESEARCH RESEARCH PARTICIPANT DISCUSSION GUIDE
FIRM SELECTION RECRUITMENT DEVELOPMENT
Develop discussion guide / survey
Decide on relevant customer
Identify list of potential Create initial set of
Translate discussion guide / survey (if necessary) population to research and
firms from trusted questions based on previous
number of focus groups
recommendations questionnaires
[Quantitative] Code survey if tested online, test for errors / bugs budget allows
Recruit respondents
[Qualtative] Conduct research, record notes Conduct brief interviews with Pre-test questions on
Develop screening criteria
[Quantitative] Code data short list of firms customers at Zoona booths
based upon hypothesis
(see sample questions (as well as with internal staff);
[Quantitative] Prepare and clean database segmentation exercises
on following page) adjust
Analyze findings
Conclusions and recommendations based on analysis External firm starts Refine and finalize discussion
recruitment based guide with
upon criteria market research firm
FINANCIAL SERVICE MARKET RESEARCH Completed internally
COMBINATION
PROVIDER FIRM
Completed with/by
market research firm Conduct focus groups
40 B 41 B
If you plan to hire an external market research firm, here are some important things to consider:
• Talk through the business objectives you want to achieve and the role market research plays in your
segmentation effort. A quality firm will help you understand and refine your objectives.
Tools
• Look for the firm’s desire to learn deeply about your organization’s issues and objectives. COST ESTIMATE WORKSHEET
• If possible, have the firm be a part of hypothesis discussions so they understand the greater context You’ve probably wondered how much all this is going to cost. While it’s difficult to provide specific
figures, CGAP can provide input on various ranges you may expect to pay or produce in man-hours
of what you’re looking for. for a given effort.
• Don’t underestimate the hours your team may need to spend on the effort. Consider it a red flag if the firm
plans to complete research in isolation from your team.
• Ask questions about the firm’s ability to complete segmentations using many different techniques.
They should be able to cater methods to the situation at hand.
1) What’s your experience with qualitative and quantitative research methods in this market?
a. What range of methods do you offer?
b. What training does your project lead or team members have?
c. Would you provide a few example of projects you’ve lead and what you learned? Would you provide references?
3) One thing we definitely want to ask participants is, “[Insert your question here]”
How would you go about eliciting valuable responses to that question?
a. How would you lead into the question to uncover more truthful, less guarded responses?
b. What exercises would you recommend?
STEP
8 Refine and Finalize Segmentation d IDENTIFY FURTHER RESEARCH (IF NECESSARY)
You may choose to do further research. If so, what specifically do you need? Make sure your research
has a definitive end.
Refine you segmentation by reviewing the quantitative and qualitative information gathered. Then confirm or adjust You may decide that more sophisticated quantitative analyses are required. There are several options for
your original hypothesis segmentation by following steps a through d below. statistical modeling that can help remove researcher bias in segmentation, identify statistically significant
differences across your segments, and assess the size of your market opportunity more accurately
PROCESS
(including K-means / hierarchical clustering and latent class segmentation methods). For these more
At this point, the foundation for finalizing your segmentation should be largely set. A strong hypothesis
advanced techniques, it’s best to work with a qualified market research firm.
segmentation backed by good qualitative and quantitative information gathering and clean analysis of these
materials can make the complexities of segmentation easier. If you’d like a primer on advanced techniques, Theodoros Evgeniou from INSEAD provides a great
summary. Mktresearch.org also offers snapshots of advanced techniques.
If you’ve completed qualitative research, first go through your notes or transcripts as a whole and jot
down key themes and interesting findings.
Do the same with quantitative findings. Have your team look over preliminary data cuts, tables, cross-
tabs, etc. Check for statistical significance to determine which findings are most reliable.
A helpful exercise is to have team members write findings on sticky notes and place them on a
whiteboard. Arrange the notes in groups or categories.
Once you’ve laid out a framework, look through your notes to find supporting quotes and additional
details that add nuance to your conclusions.
Your completed research should help you either confirm or reject the hypotheses laid out earlier. Check
to see if this is the case. Were you able to test all hypotheses? Note which ones remain untested.
Sense check your discussion by going back to the beginning. Review (and confirm) the overall objective
of the exercise and how your team thought they’d complete the segmentation. Does the proposed
segmentation meet your objectives? Why or why not?
Are any key hypotheses or questions still unanswered?
c
Market in Indonesia. Photo by frog design. 2013
CHECK YOUR INTUITION
Segmentation is a mix of art and science. As with most business decisions, there’s generally not a
specific “aha!” moment when you realize you have the right segmentation. A good test is when segments
help answer your business objectives and seem intuitively right. Ask around – do other stakeholders
recognize these segments? Have they met these types of customers before?
44 D 45 C D
B B
STEP
9 Showcase Your Results
Case Study When you’re ready to share the results of a segmentation with your organization, keep in mind that most
EXAMPLES OF FITTING OBJECTIVES AND SEGMENTATION TYPES TOGETHER stakeholders want to hear outcomes first. It’s best to focus on results and why they’re useful. Some people care
. more about data points and processes, so be prepared for these questions as well.
Segmentation exercises are unique to each organization and the situation that confronts them. It’s impossible to put
forth a set “if this, then do that” type of guide. However, here are a few examples and the logic for choosing each type of
segmentation: Regardless of the characteristics used to drive your segmentation, it helps to depict segments in a personal way
when sharing. Creating persona profiles rather than relying on tables and charts, for example, helps your audience
digest the most important segment characteristics. Also, prepare examples of the types of things these customers
SEGMENTATION TYPE / might say if you spoke with them. Actual and illustrative quotes bring segments to life.
SITUATION RESEARCH METHODS
RATIONALE
For those who want to “see the numbers,” try to pull out the most salient points instead of pouring over tables and
• Financial Service Provider 1 Financial Service Provider Due to the need to explore charts. For example, what are 3-5 characteristics that really differentiate each segment? Once you zero in, reveal the
wanted to better understand 1 sought a segmentation customers more deeply and this
data points that support them.
their customers, improve based mostly on use-case (a being an initial segmentation,
overall customer experience, combination of demographic qualitative research that
and protect against new and behavioral characteristics), relied on focus groups was the
A good segmentation is one that people feel good about. These segments are “easily recognizable.”
competitive threats due to its ability to be easily focus. In total, eight focus groups
understood across the of six or seven people were
FSP 1 MORE GENERAL
• The organization wanted a MORE
organization andGENERAL
be used to MORE GENERAL
held, organized by hypothesis
segmentation that was easy to form specific product offerings segmentation
communicate internally and
with agents, and that would
provide insights for concrete
product changes for priority
segments
• Financial Service Provider 2 Given the focus on developing In focusing on identifying market
sought to move into the a strategy for a new product, opportunities, Financial Service
unbanked market with a new Financial Service Provider 2 Provider 2 focused mostly on
branchless banking product selected a behavioral and quantitative research but used
attitudinal segmentation for its a mix of both. This included in-
• They wanted to understand improved ability to predict future depth interviews, focus groups,
which segments would be behavior. They felt confident in and a nationwide survey of 2,000
FSP 2 mostMORE
profitable and should
GENERAL MORE GENERAL
their experience and knowledge, unbankedMORE GENERAL
individuals to identify
be targeted first as well as in the resources they discrete segments with different
had to put forth for the effort financial services needs and
• In addition, they wanted to varying levels of sophistication
understand the product
and messaging changes that
would be required for those
segments
STEP
10 Apply Your Findings
Case Study: Bank BTPN, Indonesia
AN EXAMPLE OF HOW TO PRESENT SEGMENTS TO YOUR ORGANIZATION The most important step in segmentation is putting your findings to use. A perfect segmentation is worthless to
your organization if it doesn’t lead to value creation. The question is, how do you make sure that happens?
From Dalberg and frog design’s work on project Bertumbuh for Bank BTPN.
Back in Chapter 1 we talked about the value of segmentation in terms of its ability to help you:
SEGMENTATION PERSONA SNAPSHOTS
• Uncover market opportunities and prioritize segments (focus resources)
“ON THE VERGE” “THE ESCALATOR” • Tailor products and services
Almost endless energy and possibilities; Making progress in a slow and steady
• Shape communications
focused on ST consumer desires way, is a big saver. Focus on lifestyle
goals; business goals are simply a way to
achieve them Now that you have your results, it’s important to brainstorm with appropriate teams in your organization to answer
the following questions and develop a plan of action:
“STUCK” “THE ELEVATOR”
Not unusual to have to borrow to feed Success is the highest priority. Strong
the family. Hard to envision future when drive, always looking for opportunities to
immediate needs are such a challenge expand business or grow wealth
ESTIMATING MARKET OPPORTUNITY AND PRIORITIZATION
“THE MOVING WALKWAY” “THE COMMUNITY HUB” What market data are available? What competition exists in each segment?
Not progressing upward, but in an Trusted center of community. Highly • Did segmentation research gather data to assist with • Are they highly competitive segments?
emergency has enough buffer to respected for personal character traits market sizing, or is further research required? How do your offerings fit each segment?
keep from falling Which segments hold the most value? • Do your offerings currently match the segment?
• By numbers and average opportunity, which segments • Do you have the ability to alter your offerings
hold the most potential value? to fit?
• Which segments are the most likely to increase • How do you expect your offerings to hold up
SIMPLE DATA COMPARISON FOR “ON THE VERGE” in value over time? against the competition?
• Facile with • Small income • Mentoring to make How can their customer journey and experience be improved?
TECHNOLOGICAL LITERACY
technology • No access dreams a reality FACILE WITH SMARTPHONES, APPS, AND MORE
and people who’d To what extent can offerings be tailored? What messages resonate best with your target
• Flexibility in location support of family
take advantage AVAILABILITY OF RESERVES • Is your organization considering developing an entirely segments?
and occupation
of his youth NO RESERVES new offering, or are only slight adjustments possible? • Can you address specific concerns or aspirations
MIX OF FINANCIAL TOOLS • What’s your organization’s appetite for further directly?
• Financial literacy
USES INFORMAL TOOLS ONLY change? • Point out valued features of products and services
What needs to be changed? Which channels are most effective in reaching your
• First, identify the product characteristics that are deal- target segments?
breakers for your target segment and ensure they’re • Is your target tech savvy? Do they rely on word-of-
correct mouth or personal connections? Think through how
• For less important characteristics, it may be better to they receive information on products and ensure your
be slightly off the mark if it enables broader reach to advertising and messaging fits
other segments
48 B C 49 B C
STEP
Of the five pillars of customer centricity identified by CGAP, segmentation is most relevant as a tool that helps 11 Track and Measure
uncover customer insights. But it also touches upon aspects of the other pillars. Segmentation results and
prioritization can help your organization become more focused and efficient across all pillars.
Think through some of the To track segments over time, Build segmentation into
data points you wish you had first profile them in your the daily language of your
when you conducted you database. Ask agents to profile organization. Ensure that
segmentation. a subset of customers using everyone – from sales to finance
Customer-focused Focusing Collecting Based on insights Creating and surveys. Then use the results to – understands your segments
What are some ways to collect
leadership and operations on information, generated, design, measuring value match their data patterns to the and is up to date on how your
culture customers – generating insights, concepts, test, at customer, firm, that data going forward? For
rest of your customers. organization is performing in
compliance, risk, informing strategy build, delivery, and society level example, adding a few questions
IT, HR, finance, and customer scale, renewal each customer group.
to your registration process or Incorporate segment size and
marketing, legal, value propositions,
training empowering data capture fields at the point key usage behaviors into your
employees of transaction. basic reporting.
• Global Microscope on the regulatory environment for microfinance 2014 (including Excel spreadsheet). • Conjoint Analysis: A brief introduction on conjoint analysis from a market research consultancy.
http://www.eiu.com/public/thankyou_download.aspx?activity=download&campaignid=microscope2014 http://www.mit.edu/~hauser/Papers/GreenTributeConjoint092302.pdf
• Personalities of the Underbanked. • An Introduction to MaxDiff: A short slide show presentation on how maximum difference
http://www.finmark.org.za/wp-content/uploads/pubs/FS2012_FROG_personalities_of_the_underbanked_1.pdf scaling works – Parametric Marketing LLC.
http://www.slideshare.net/surveyanalytics/sva000-an-introduction-to-max-diff-v2-200100824-11
• World Bank Consumer Protection and Financial Literacy Surveys.
http://responsiblefinance.worldbank.org/surveys • A Massive Social Experiment On You Is Underway, and You Will Love It: An Introduction
to A/B Testing as It’s Used in Modern Tech Organizations – Forbes.
http://www.forbes.com/sites/parmyolson/2015/01/21/jawbone-guinea-pig-economy/
SEGMENTATION RESOURCES
• Averages Lie: Using Smart Segmentation to Find Growth – McKinsey. RELEVANT CGAP RESOURCES
http://www.mckinseyonmarketingandsales.com/smart-segmentation-going-small-to-get-relevant
• Insights Into Action: What Human Centered Design Means for Financial Inclusion.
• Cluster Analysis and Segmentation – Theodoros Evgeniou, Professor, INSEAD Business School. http://www.cgap.org/publications/what-human-centered-design-means-financial-inclusion
http://inseaddataanalytics.github.io/INSEADAnalytics/Report_s45.html
• The Many Faces of the Poor: Mass Market Segmentation.
• Handbook of Market Segmentation: Strategic Targeting for Business and Technology Firms – Art Weinstein http://www.cgap.org/blog/many-faces-poor-mass-market-segmentation
(2004).
http://www.amazon.com/Handbook-Market-Segmentation-Technology-Customized/dp/0789021579/ref=sr_1_1? • Mystery Shopping Infographic.
s=books&ie=UTF8&qid=1443120916&sr=1-1&keywords=Handbook+of+Market+Segmentation:+Strategic+Target http://www.cgap.org/data/infographic-mystery-shopping-mexico
ing+for+Business+and+Technology+Firms
• Power of Micro-segmentation.
• Latent Class Analysis – MarketResearch.org. http://www.cgap.org/blog/lessons-leadership-power-micro-segmentation
http://mktresearch.org/wiki/Latent_Class_Analysis
• Segmentation: A Tool to Enhance Activity Levels.
• Market Segmentation: Conceptual and Methodological Foundations – Michel Wedel and Wagner Kamakura http://www.cgap.org/blog/segmentation-tool-enhance-activity-levels
(2000).
http://www.amazon.com/Market-Segmentation-Methodological-International-Quantitative/dp/0792386353 • Segmentation of Smallholder Households.
http://www.cgap.org/publications/segmentation-smallholder-households
• Market Segmentation: How to Do It and How to Profit From It – Malcolm McDonald and Ian Dunbar (2012).
http://www.amazon.com/Market-Segmentation-How-Do-Profit/dp/1118432673/ref=sr_1_1?s=books&ie=UTF8&qi • Segmenting the “Bottom of the Pyramid” in Mexico.
http://www.cgap.org/blog/segmenting-%E2%80%9Cbottom-pyramid%E2%80%9D-mexico
d=1443120932&sr=1-1&keywords=Market+Segmentation:+How+to+do+it+and+How+to+Profit+From+It
• Understanding the Financial Service Needs of the Poor in Mexico.
• Rediscovering Market Segmentation – Harvard Business Review.
http://www.cgap.org/publications/understanding-financial-service-needs-poor-mexico
https://hbr.org/2006/02/rediscovering-market-segmentation
• Segmentation and Positioning for Strategic Marketing Decisions – James H. Myers (1996).
http://www.amazon.com/Segmentation-Positioning-Strategic-Marketing-Decisions/dp/0877572593
Sources
CASE STUDIES
EXERCISES
NOTES
1. http://www.worldbank.org/en/news/press-release/2015/04/15/massive-drop-in-number-of-unbanked-says-
new-report
2. https://hbr.org/2006/02/rediscovering-market-segmentation
IN CONSULTATION WITH