ℹ️ ⛳ Before we get started: Make sure you’re able to properly extract your customer base. It’s the angular stone of all the learnings we’ll gather in Chapter 2 to build your future ideal customer profile, so let’s be super careful.
🛠️ What you’ll need: Google Sheets or Excel.
🔥 Key takeaways from the chapter:
- The Excel skills you need to feel comfortable during the rest of the course.
- Extract a customer base with zero error 🙂
⏳ Estimated work time: 2 hours
Your Customer Base Extracted
🤷♂️ Why do we need your customer base?
We’ll learn in Chapter 2 how to enrich it in order to find the most significant patterns within your current customers.
What customer base is expected?
A so-called “customer base” is actually composed of 2 key pillars :
- Accounts (the company name at least, plus all the information attached you can have, such as domains, revenues, etc).
- Contacts (the contacts associated with the company, plus all the information you can have about them, such as their job title, usage activity, etc).
What we need here is a consolidated view of accounts plus contacts.
Here you need to get only one contact per company for each company line.
Meaning we need on the same line information about the company AND about the main contact inside the company.
Here’s a blank template of what you need to extract here:
How to understand this short template?
- In yellow, this is account-level information.
- In blue, this is contact-level information.
- All bold data is compulsory to extract.
So you need at least to extract these 5 data:
- Company Name
- Company Domain
- Best Contact - First Name
- Best Contact - Last Name
- Best Contact - Email
The other ones in italics are optional & inspirational but can be interesting if you want to deepen your analysis with MRR split or whatever.
Do not worry too much if you can’t have company domains right now, as we’ll detail in Chapter 2 how you can very easily extract domains from emails.
In the end, you need something that looks like the template above.
How to select the best “main contact”?
The one who really signed the deal.
If you don’t have this info, choose the one you’re most in contact with.
If you don't have this info either, select the one that uses your service most.
If you don’t have this usage data, finally pick the one that sounds the most relevant based on their job title or your own internal knowledge.
Where can you extract this customer base?
Most of the time, this info can be found right inside your sales CRM.
But if you miss one of the five key pieces of info you need to extract, you might need to cross-check with your marketing automation software or data management platform (such as Segment or Tableau if you’re using any).
Import a .csv inside a Google Sheet
How to extract a specific piece of cell
Final Words & Key Milestones
Before going to Chapter 3, you need to have a correct export of your customer base.
If you need help, send us an email right now: email@example.com
Let’s enrich your customer base🔥