If you’re running account-based sales or marketing, you know getting the right accounts in your sights is half the battle. Solidroad promises to help, but tools don’t solve bad processes—and most teams overcomplicate things fast. This guide is for anyone who wants to actually use Solidroad for segmenting and targeting accounts, not just set up another fancy dashboard nobody looks at.
Let’s cut through the noise and get you moving.
1. Get Your Data House in Order
First things first: Solidroad (here’s the product page) isn’t magic. If your data is a mess, no amount of filters or automation will fix it.
Do this before you even open Solidroad:
- Make a list of your current accounts in a spreadsheet.
- Deduplicate obvious repeats (“Acme Inc” vs. “Acme Incorporated”).
- Fill in key fields—industry, revenue, region, owner—consistently.
- Trash stale, dead, or clearly junk accounts. Be ruthless.
Pro tip: If you don’t trust your CRM’s data, don’t sync it yet. You’ll just import chaos.
2. Define What Actually Matters for Segmentation
Don’t get sucked into segmenting by every possible field just because you can. In most cases, you need only three to five criteria to start.
Ask yourself: - Who are our best customers really? (Not just the biggest logos.) - What makes an account a good fit? (Industry, size, tech stack, geography, pain points, etc.) - Which fields do we have reliable data for?
What works:
Start simple—think revenue bands, industry, and buying stage. Add more only if you know why you need them.
What to skip:
Don’t bother segmenting by fields nobody updates (“number of employees” that’s never filled in, for example).
3. Set Up Account Segments in Solidroad
Now, open up Solidroad and get to the meat of it. Here’s how to create segments that actually help, not just look pretty.
a) Go to the Accounts Tab
Solidroad’s “Accounts” view is where everything happens. Use the import feature to get your cleaned-up list in—don’t sync until you’re sure.
b) Build Segments with Filters
- Click “Create Segment” or “+ New Segment.”
- Pick your criteria: industry, revenue, region, etc.
- Name segments something obvious (e.g., “Mid-Market SaaS – US”).
Real talk: Less is more here. Make segments you’ll actually use. “Enterprise Accounts – Healthcare – Northeast” is good. “Accounts with more than 1,000 employees using Salesforce in Canada and a green logo” is not.
c) Test and Tweak
- Click into segments—do they make sense?
- Are the right accounts showing up?
- If not, adjust your filters or fix the underlying data.
Pro tip: Don’t be afraid to delete segments you never use. Clutter kills clarity.
4. Prioritize: Not Every Account Gets Equal Attention
Just because an account fits a segment doesn’t mean it deserves your team’s time. Solidroad lets you score or tag accounts—use this, but don’t overthink it.
How to prioritize:
- Use a simple scoring model: e.g., 1 (Cold), 2 (Warm), 3 (Hot).
- Tag strategic accounts for manual review.
- Look at engagement signals if you have them—recent activity, opened emails, etc.
Honest take:
Automated scoring is only as good as your inputs. Gut check the results—if your “top” accounts are duds, fix the model, not just the list.
5. Assign Ownership and Action
Segments are useless if nobody’s responsible. Solidroad lets you assign account owners and set tasks directly from each segment.
Steps:
- Assign a clear owner to each segment or account.
- Set specific next actions (call, email, research).
- Use custom fields or tags for things like “Q3 Priority” or “Pilot Target.”
What to ignore:
Don’t waste time with “nice to have” tasks—focus on activities that move accounts forward.
6. Monitor, Don’t Micromanage
Solidroad’s dashboards are handy, but you don’t need to live in them. Set up a simple cadence for checking in:
- Weekly: Review segment performance. Are accounts moving? Is pipeline growing?
- Monthly: Prune dead accounts, merge duplicates, update segment logic.
- Quarterly: Rethink your segmentation. Did you learn something new?
Pitfall to avoid:
Don’t chase every metric. If a dashboard makes you feel busy but doesn’t change what you do, it’s just noise.
7. Iterate—Don’t Set and Forget
Segmentation isn’t a one-time project. Markets change, your focus changes, and your data (sadly) decays.
Good habits:
- Revisit your segments every quarter.
- Validate that your “best-fit” criteria still match reality.
- Ask reps (or yourself) which segments actually drive results.
If something isn’t working, scrap it.
There’s no bonus points for sticking with a broken process.
What Actually Works (and What Doesn’t)
Works: - Start small, iterate often. - Use only the fields you trust. - Make segments for actual action, not reporting.
Doesn’t work: - Overcomplicating your segmentation model. - Assuming more filters = more insight. - Copying someone else’s “ideal” segments without checking your own data.
Ignore: - Fancy AI recommendations if they don’t match what your reps see. - Vanity dashboards nobody reads.
Keep It Simple—And Keep Moving
Solidroad can help you wrangle accounts, but it won’t think for you. Start with a few real-world segments, watch what actually leads to wins, and be brutally honest about what isn’t working. Don’t get hung up on perfection—good segmentation is a living thing.
When in doubt, simplify. Complexity is the enemy of action. And action is what lands deals.