If you have multiple products or multiple product tiers,

[Shakhawat]

Which product a customer purchased should be documented as part of the sales process when a deal closes.

Ideal customer profile (ICP)
An ICP is a hypothetical description of the type of company that realizes the most value from your product or service. In your CRM, this takes the form of groupings of companies based on shared characteristics that indicate their fit.

You’ll need to determine what characteristics are common employment database amongst your successful customers in order to build your ICP. The most common factors to look at are company size, revenue, and industry.

Once you know what those characteristics are, you’ll need to create a company property and automation that identifies companies in your database as the ICP they fit. Then you can send tailored communications based on the commonalities of companies that fit your ICPs share and prioritize leads that work at those companies since they’ll be the best fit.

Buyer personas
Buyer personas are semi-fictional representations of the people working at ICPs who are the best fit to engage in your marketing and sales process. Similar to your ICP, in your CRM buyer personas are identified based on specific contact characteristics. These typically include role in their organization, seniority, and pain point.

Based on what those properties are, you can map contacts to the appropriate buyer persona and then segment by persona in order to tailor your outreach and communications.