What industry do they belong to?In order of importance:
How many users do they have?
How often do they use Bidsketch?
What features do they use the most?
The next step was to have phone calls with most of the founders/CEOs on the list.
Some key questions I asked in my phone calls:
How many employees do you have and how many people use Bidsketch?
How much time does Bidsketch save you on each proposal?
How important is feature X to you/your team?
Describe your typical/ideal proposal workflow.
1. Know your users
2. Understand their needs
3. Determine the right customer segments - 3 is a good number of segments
4. Target each segment in your pricing model
Extra credit - Most users don't get the difference between Basic and Advanced. Ergo, they opt for Basic, because it is cheaper. Create segments that provide an association between users and their actual profession/status.