Grosser: Segmenting solely by company size misses key sales differentiators
Jeanne DeWitt Grosser · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · Nov 30, 2025 · at 1:01:17
Jeanne DeWitt Grosser (COO of Vercel, former Stripe GTM executive) explains multi-dimensional sales segmentation frameworks to Lenny Rachitsky.
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“A very, very typical company segmentation is small, medium, large. That's a rational way to do things. Small, you often have a single decision maker. Medium, you know, a small team, and large, it's complex, it's a committee, etc. So the buying process does change across SMB mid-market enterprise. But if you stop there you are likely missing, okay, but what are the things within your offering that also change the way something gets sold?”
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