How to Solve for Inefficient Resource Allocation across Industries

Many B2B SaaS companies struggle with inefficient resource allocation across industries. Sales and marketing teams often squander time and budget chasing leads in low-priority verticals or accounts that don't fit well. This results in poor conversion rates, missed opportunities in high-value segments, and frustration for go-to-market teams striving to hit their numbers. GTM Bloat describes these accumulated inefficiencies, which significantly hinder GTM Velocity.

How to Solve Inefficient Resource Allocation with AI

Copy.ai's Market Segmentation package offers two key workflows that combine to optimize resource allocation across target industries and accounts:

• Lead Scoring: Dynamically scores leads based on industry fit and revenue potential
• Account Prioritization: Prioritizes target accounts based on lead scores and ICP criteria

These AI-powered workflows, as part of a broader GTM AI strategy, help go-to-market teams quickly identify and focus on the highest-value industries and accounts. This leads to improved win rates and sales efficiency.

1. Lead Scoring Workflow (Market Segmentation package)

Score leads based on their industry and revenue potential to highlight where teams should focus.

Inputs Needed:

• Contact research data including industry, company size, revenue

What the Workflow Does:

• Step 1: Analyzes lead data to identify industry and estimate potential deal size
• Step 2: Scores each lead based on how well the industry aligns with target verticals and the estimated revenue opportunity
• Step 3: Tags leads with their industry and lead score
• Step 4: Outputs a dataset of all leads with industry and score

This workflow helps teams quickly spot patterns around which industries have the highest concentration of high-value opportunities. Use this data to refine targeting and messaging.

Example in Action: A B2B SaaS company sells a supply chain solution applicable to multiple verticals. They input 500 leads into the Lead Scoring workflow. The AI analyzes each lead and outputs a dataset. It shows 35% are in Retail with an average lead score of 85. 20% are in Healthcare with an average score of 62. 10% are in Automotive with an average score of 90. The team then prioritizes Retail and Automotive over Healthcare.

2. Lead Prioritization Workflow (Market Segmentation package)

Build on Lead Scoring by factoring in additional ICP criteria to identify the highest-priority target accounts.

Inputs Needed:

• The lead score from the Lead Scoring workflow

What the Workflow Does:

• Step 1: Analyzes accounts based on ICP criteria like industry, revenue, employee count, tech stack, and geography
• Step 2: Identifies the accounts that are the closest fit with the ICP
• Step 3: Factors in lead score based on industry to further prioritize the target account list
• Step 4: Outputs a prioritized target account list for sales and marketing to focus on

Use this account list to align outbound efforts around penetrating the highest-value industries and companies.

Example in Action: The SaaS company takes their scored leads in Retail and Automotive and inputs them into the Account Prioritization workflow along with their ICP (over $200M in revenue, 500+ employees, based in North America, using an ERP system). The AI cross-references the data and produces a ranked list of 50 target accounts that match the ICP and have high lead scores. Sales and marketing now have a laser-focused list of high-potential accounts to pursue.

Putting Them Together

Use the Lead Scoring and Account Prioritization workflows together as part of a cohesive GTM AI strategy. This allows go-to-market teams to:

1. Identify the industries with the biggest revenue opportunities
2. Pinpoint the specific accounts that are the best fit for their solution
3. Allocate sales and marketing resources to high-value segments
4. Personalize messaging and outreach based on industry and account attributes
5. Improve close rates by focusing on the most winnable deals
6. Boost sales efficiency by eliminating wasted effort on low-potential industries and accounts

Why Copilots Aren't Sufficient

AI copilots can help craft targeted messaging to specific industries or accounts. But they can't dynamically analyze leads, score them based on potential value, and identify patterns across market segments. A GTM AI Platform like Copy.ai provides data-driven insights. Without these, teams must guess where to focus their resources for maximum impact.

Looking Ahead

Optimize your go-to-market strategy to focus on the right industries and accounts. This aligns the efforts of sales and marketing to drive efficient growth and accelerate GTM Velocity. Some additional ways to build on this foundation include:

• Use Copy.ai's Battlecards workflow to arm sales with detailed talk tracks for each target industry
• Make use of the Persona Development workflow to craft resonant messaging for each ICP
• Deploy the Win/Loss Analysis workflow to continuously refine messaging and targeting based on real deal outcomes

Combine a data-driven market segmentation approach with AI-powered workflows from a GTM AI Platform. Execute your go-to-market strategy using these tools. This will help B2B SaaS companies accelerate revenue growth and secure a leading position in their target verticals.

Related Resources

If you found this guide helpful, then you might also be interested in the following resources:

• How Companies Can Eliminate Bloat and Improve CAC with Chris Walker: Learn how to streamline your customer acquisition process and reduce wasteful spending.
• Making the Shift to Profitable, Efficient Growth with Sam Jacobs: Discover strategies for aligning your go-to-market approach around efficient, sustainable growth.
• Exploring ARR per Employee with Kyle Poyar: Dive into the key efficiency metric of ARR per employee and how to optimize it across your organization.

Implementing a GTM AI strategy is a journey, but the impact on growth efficiency and sales velocity can be transformational. To learn more about how Copy.ai can help you deploy AI to eliminate GTM bloat, book a demo with our team today.