Your revenue team helps connect your sales, marketing, and customer success efforts around a shared goal: Driving revenue and margin expansion. That often means coordinating across a variety of operational decisions and functions, including incentive compensation, territory design, pricing, resource allocation, and more, even when ownership of those activities sits with different teams across the organization.
Customer segmentation — or the ability to group prospects, leads, customers, and accounts into different cohorts based on specific unifying criteria — supports each of these levers. As such, the customer segmentation software you use has the potential to have wide-reaching impacts on your organization’s ability to reach its sales targets and revenue goals, as well as other strategic initiatives.
Whether you’re looking to replace an existing customer segmentation solution, consolidate capabilities across your technology stack, or make segmentation more useful for broader planning decisions, choosing the best solution for your needs can be difficult. That’s especially true when you consider the fact that so many different types of software offer customer segmentation capabilities, including sales planning software, CRMs, CDPs, and more
The right solution won’t just be a platform that allows you to split your accounts into simple lists and audiences; that’s a given, and something that every solution can offer. The ideal customer segmentation solution will empower you to identify and prioritize high-potential accounts, test different segmentation approaches, and use those insights to make better-informed decisions around coverage, territories, capacity, quotas, and resource allocation.
The guide below explains what customer segmentation software is, the different types available to enterprises, and the different ways that your revenue team can use segmentation in pursuit of your targets. It then takes a closer look at 9 of the best customer segmentation software platforms currently available, highlighting their strengths and weaknesses so that you can feel confident as you choose the platform that’s best for your business.
Customer segmentation software is a tool or capability that allows a business to organize customers, prospects, or accounts into actionable groups based on shared characteristics, behaviors, or other criteria.
Businesses typically build customer segments around certain shared attributes that might inform how the business markets or sells its products and services. Segments can also inform a company’s broader customer communications strategy, outside of sales and marketing.
In addition to building customer segments based around attributes like demographic, firmographic, and geographic data, it’s also possible for businesses to inform segments with behavioral data, transactional data, and engagement. Depending on your organization’s data governance requirements, you may be able to use a surprisingly wide variety of customer data to build your segments, as long as you have enough data and know that it’s accurate.
Other common use cases for segmentation software include:
Usually, customer segmentation as a capability is built directly into other tools that a business uses. This commonly includes sales and territory planning software, customer relationship management (CRM) platforms, customer data platforms (CDPs), email and marketing automation platforms, and web analytics platforms. Each of these software categories deploys segmentation somewhat differently, and may be better suited to specific applications.
Sales and territory planning software with built-in customer segmentation capabilities may be especially relevant to revenue teams, as it allows segments to be deployed in revenue-critical applications that directly influence sales, revenue, and margin.
The right customer segmentation platform for your organization will depend on what your RevOps team needs to do with the segments it creates. This might include scoring and prioritizing accounts, testing different segmentation models, or using segments to inform decisions around coverage, territories, capacity, quotas, and resource allocation.
As you compare platforms, look beyond the attributes they allow you to use to build segments. Consider whether a solution supports account scoring and prioritization, scenario modeling, dynamic updates as underlying data changes, and integration with the downstream planning activities that matter to your team.
The table below summarizes some of the key differences between the customer segmentation platforms on our list, including who they’re best suited for, their key capabilities, and what differentiates each solution.
With that background in place, here’s our review of the best customer segmentation software solutions currently on the market for revenue teams.
In compiling this list, we conducted our own research into the capabilities of each platform by studying each platform’s official website and product pages, as well as customer feedback and reviews on the software review site G2. On top of that research, we layered the enterprise nuance that can only come from years spent as a leader in the industry.
Varicent is an AI-native enterprise sales planning and incentive compensation management platform with customer segmentation capabilities built directly into its Sales Planning solution. This deep integration allows revenue teams to connect how they segment, score, and prioritize accounts with broader planning decisions around territories, quotas, coverage, capacity, incentives, and resource allocation.
With Varicent, your RevOps team can segment accounts according to the attributes that matter most to your business, such as intent to buy, wallet size, expected revenue, and more. Account scoring can then help your team assess the potential of individual accounts and prioritize where sellers and resources should focus.
Varicent also allows teams to create and compare different segmentation scenarios by adjusting the criteria, variables, and assumptions used to define account groups. This makes it possible to model how changes to your segmentation strategy could affect opportunity distribution, territory balance, seller capacity, coverage, quotas, and other downstream planning decisions before putting those changes into action. AI-powered capabilities further support this process by helping teams evaluate what-if scenarios, surface recommendations, and identify potential issues across the broader sales plan.
Key strengths:
Considerations:
Best for: Enterprise revenue teams that want to connect customer segmentation and account prioritization with broader sales planning activities like territory optimization, quota planning, capacity planning, and resource allocation.
See why Varicent was named a Leader in the 2026 Gartner® Magic Quadrant™ for Sales Performance Management and Ranked 1st in all evaluated Use Cases in the Critical Capabilities Report.
Anaplan’s segmentation and scoring application lets businesses build and manage segments according to a variety of customer attributes, including wallet size, revenue potential, and other scores. Revenue teams can compare segments, model scenarios, and analyze performance in order to inform future sales planning activities.
Key strengths:
Considerations:
Best for: Enterprise teams with needs that extend beyond sales planning
Board.com’s sales analytics platform allows teams to use a variety of customer data to perform segmentation based on needs, preferences, key buying factors, business attributes, and more. Algorithmic segmentation makes it possible to automatically create segments based on similarities, even when those similarities may not be obvious to you.
Key strengths:
Considerations:
Best for: Mid-market and enterprise teams with significant data and analytics backgrounds
The HubSpot CRM comes with built-in customer segmentation capabilities that can be leveraged across each of the company’s different “hubs,” which includes sales enablement, marketing, and customer support. Sales teams commonly use segmentation to decide which prospects and leads to prioritize, while marketing uses segmentation to build lists and audiences for communication.
Key strengths:
Considerations:
Best for: Mid-market and enterprise teams with a focus on sales enablement and marketing
The Salesforce CRM, like HubSpot, comes with built-in segmentation capabilities that can support both sales and marketing activities. Specifically, its Data360 (formerly Data Cloud) product allows teams to design dynamic audience segments based on a variety of attributes in order to perform better targeting and outreach.
Key strengths:
Considerations:
Best for: Mid-market and enterprise teams that want to stay within the Salesforce ecosystem
Oracle’s sales planning software includes customer segmentation in addition to other sales planning capabilities like territory planning, forecasting, quota, and commission modeling. Teams can segment accounts by industry, revenue range, size, employee range, market potential, and more, and assign specific accounts to sellers.
Key strengths:
Considerations:
Best for: Enterprise teams that need a comprehensive sales planning solution and that are already embedded in Oracle’s technology ecosystem
SAP has customer segmentation embedded into both its sales and marketing products. On the marketing side, teams can use SAP to segment customers into audiences to use in campaigns and outreach. For sales, accounts can be grouped according to various attributes and used to inform territory and quota planning.
Key strengths:
Considerations:
Best for: Enterprise organizations already operating within the SAP ecosystem that need customer segmentation alongside sales and marketing capabilities
Adobe Real-Time CDP is, as its name implies, a customer data platform. Businesses use it to centralize data in order to create unified customer profiles capable of informing sales and marketing activities. Teams can create customer segments and audiences manually or through natural language prompts, and compare performance between different segments to inform future campaigns.
Key strengths:
Considerations:
Best for: Large enterprises that need a CDP capable of centralizing data from diverse data sources
Twilio Segment is Twilio’s customer data platform, which is capable of compiling data from a variety of sources to generate unified customer profiles. Companies can use this data to create audiences and segments to inform their marketing and advertising campaigns and to orchestrate buyer journeys in a variety of channels.
Key strengths:
Considerations:
Best for: Mid-market and enterprise companies needing a CDP for audience segmentation and cross-channel activation
With so many options to choose from, it can be helpful to create a checklist that you can use to quickly evaluate whether a particular platform offers the specific functions and capabilities that you require from whatever customer segmentation solution you ultimately choose.
Start first by compiling your dealbreakers. These are the specifications that a solution must have in order for you to even bother considering them. Then, create a list of value-adds or secondary capabilities that you’d like to see but which aren’t mission critical. Filter all of the platforms you’re considering through this list, first through the lens of dealbreakers and then through the lens of secondary capabilities, until you have a manageable list with which to perform a more thorough, head-to-head comparison.
Not sure what capabilities to include on your list? For most enterprise organizations, these are a good place to start:
Because segmentation is built into Varicent’s broader sales planning platform, your team can use account segments alongside other inputs to inform related decisions around territories, quotas, capacity, incentives, and resource allocation. Use it to identify high-potential accounts, align resources and territories effectively, and set realistic and achievable quotas and targets. Is your RevOps team also managing complicated incentives compensation plans as a part of your broader sales strategy?
Varicent’s incentives compensation management platform makes it easy to create multiple plans; support complex structures including splits, accelerators, SPIFFs, and other structures; automatically calculate commissions and payouts; and more.
Ready to learn more about how Varicent can support your revenue and sales goals? Explore our product tours or book a free demo today.
Businesses can segment customers by a wide range of different attributes or datapoints. Some common examples, by data type, include:
Integrations are highly platform-dependent, and will vary from vendor to vendor. That being said, customer segmentation platforms are often capable of integrating with the following categories of software:
Once your revenue team generates customer segments, they can use those segments to inform a wide variety of sales planning decisions. Some common use cases for RevOps teams include:
It depends on the platform. Some customer segmentation platforms are capable of using factors like firmographics, buyer intent, engagement, opportunity size, and revenue potential to score and prioritize B2B accounts. Revenue teams can use these scores to prioritize which accounts to target and to inform decisions around territories, coverage, and resource allocation.
Customer segmentation software is any digital platform that empowers businesses to group accounts or customers based on shared attributes or characteristics. A customer data platform (CDP), on the other hand, is specifically designed to unify customer data from multiple sources, which can include CRMs, ecommerce systems, point-of-sale (POS) and billing systems, email platforms, marketing platforms, and more. The goal of a CDP is to present a unified, persistent customer profile. While many CDPs include customer segmentation capabilities, so do many other categories of software, including sales planning software, CRMs, etc.
Customer scoring is the process of assigning a value or priority to individual customers or accounts, which can then be used to prioritize selling efforts. Segmentation is the process of grouping customers together based on shared attributes or characteristics. Customer scores can be a useful data point when segmenting your customer base, depending on the goals you have for segmentation as an exercise.