Grosser: Stripe segmented prospects by business model to map product offerings
Jeanne DeWitt Grosser · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · Nov 30, 2025 · at 1:02:28
Jeanne DeWitt Grosser describes Stripe's product-driven sales segmentation methodology.
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“And then for Stripe, the other thing that we cut it was business model. So are you a B to B? Are you B to C? Are you B to B to B e.g. A platform or B to B to C e.g. A marketplace? And why is that relevant? Well, if you're B to B, you were going to need business payments, right? Credit card was useful for a PLG function PLG sale, but you were going to need ACH wires, et cetera. And you probably had a recurring business, so you were going to want straight billing. You know, if you were B to C, that's consumer, so you're going to want consumer payments. Apple Pay is super important. If you were in the, like, the platform or the marketplace, you were going to buy our Connect product. So it helped us basically then craft a more targeted and replicable sales.”
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