Articles by Tien Anh Nguyen
Customer Segmentation: A Step By Step Guide For B2BCustomer segmentation involves dividing customers into groups based on similar needs, values, or economic value. Properly segmenting customers allows companies to focus their efforts on the most profitable segments. To identify the best customer segments, companies should analyze customer data, develop hypotheses about characteristics of good customers, collect relevant data, validate the hypotheses, and prioritize segments based on customer quality, size, and growth potential. Presenting the findings to stakeholders and acting quickly on the results is critical for companies to reap the benefits of customer segmentation such as improving products, marketing messages, and sales strategies. Effective customer segmentation requires preparation, planning, and adapting the process based on new information and feedback.
10 Hiring & Retention Metrics for Fast-Growing StartupsHiring and retaining the right employees is crucial for startup growth. While headcount growth is important, other metrics like turnover, promotions and cost of hire provide a more comprehensive picture. Tien Anh recommends tracking 10 HR metrics for fast-growing startups including: • Annual turnover • Voluntary turnover • Performance-related terminations • Number of new positions filled • Average tenure • Cost of hire • Time to hire These metrics can help companies develop better strategies for building effective teams. However, Tien Anh cautions against blindly attaching to specific numbers as the wrong incentives can create a toxic culture.
- What They Really Think About You: How to Structure and Conduct Customer Interviews
Tien goes over a perspective on interview structure and conduct that is geared more toward learning about prospective buyer journeys, as opposed to active customers of a product (like the Atlassian article).