Step by step guide to creating custom B2B segments in Enecto

If you’re tired of one-size-fits-all segments and want to actually target the B2B leads that matter, you’re in the right place. This guide walks you through building custom segments in Enecto—step by step, no fluff, and with some honest opinions about what’s useful and what’s a waste of time.

This is for marketers, SDRs, and sales teams who need sharper B2B targeting and don’t have hours to burn clicking around. If you’ve ever wondered “Is this segment even doing anything?”—keep reading.

What You’ll Need Before You Start

Let’s get the basics out of the way:

  • Access to Enecto: You’ll need a working account with the right permissions (if you can’t see “Segments,” you’re not an admin).
  • A clear goal: Are you trying to find accounts in a certain industry, geography, or company size? Don’t build segments just because you can.
  • Some idea of your data: If you haven’t checked in on your company data lately, take five minutes to look at what’s actually there. Garbage in, garbage out.

Pro tip: Segments are only as good as the data feeding them. If your CRM is a mess, fix that first.

Step 1: Get to Know Enecto’s Segmentation

Before you start dragging filters around, know what you’re working with. Enecto’s segmentation tool lets you group companies (not individual contacts) based on all sorts of criteria:

  • Firmographics (industry, size, revenue)
  • Technographics (what tech stack companies are running)
  • Website behavior (visits, pages viewed)
  • Geography
  • Custom fields (your own data imported from CRM or CSV)

What’s good: You can get pretty granular, and the UI is less clunky than some other B2B tools.

What’s not: Don’t expect magic. If the data isn’t there, it won’t guess for you. Also, some filters (like “intent signals”) are vague and can be misleading—use with caution.

Step 2: Map Out Your Ideal Segment

Don’t start building in the tool yet. First, sketch out what you actually want. Otherwise, you’ll end up with a Frankenstein segment nobody trusts.

Ask yourself:

  • Who are we actually trying to find?
  • What real attributes matter? (e.g., SaaS companies with 200-500 employees in Europe)
  • What’s just noise? (e.g., “All companies that visited our blog once”—not helpful)

Write this down. Seriously. It’ll save you time later.

Step 3: Create a New Segment in Enecto

Now, log into Enecto and:

  1. In the main menu, click on “Segments.”
  2. Click the “Create Segment” button.
  3. Give your segment a clear name. “Q3 Target Accounts – SaaS, 200-500 employees, EU” is better than “New Segment 7.”

You’ll see a filter builder. This is where the magic (or mess) happens.

Step 4: Add Firmographic Filters

Start with the basics. Most B2B targeting comes down to three things:

  • Industry: Enecto uses standard industry codes. Pick the ones that make sense, but don’t get too narrow—many companies straddle categories.
  • Company Size: Usually by employee count. Be honest: does your sales team really care if it’s 100 vs 120 people?
  • Location: Country, region, or city. Use this if your product actually depends on geography—don’t just add it because you can.

Pro tips: - If you’re not sure which industries perform best, check your closed-won data. Don’t just guess. - Don’t stack too many filters at once. Start broad, then narrow down.

Step 5: Layer On Technographic and Behavioral Data

If you want to get fancy, add filters for:

  • Technographics: Useful if you only want companies using, say, Salesforce or HubSpot. (Just know that this data is never 100% accurate.)
  • Website Behavior: For example, companies who visited your pricing page more than twice in the last month.
  • Custom Fields: Imported from your CRM—think “Account Owner,” “Lifecycle Stage,” etc.

Honest take: Technographic data is hit-or-miss. Some companies block trackers, others mask their stack. Treat it as a signal, not gospel.

Step 6: Preview and Test Your Segment

Before you hit “Save,” use Enecto’s preview feature to see which companies your segment actually includes.

  • Gut-check: Do these look like the accounts you want?
  • Too broad? Add another filter.
  • Too narrow? Remove a filter or widen criteria.

Don’t be surprised if your first draft is way off. That’s normal. Iterate.

Step 7: Save, Name, and Document Your Segment

Click “Save.” Give your segment a name that anyone can understand in two months (not just you). Add a short description—future you will thank you.

Example: - Name: “US SaaS – 200-500 Employees – Visited Pricing” - Description: “Targeting SaaS companies in the US with 200-500 employees who visited the pricing page at least twice in the last 30 days.”

Step 8: Set Up Automatic Updates (If Needed)

Enecto lets you set segments to update automatically as new data comes in.

  • Turn this on if your CRM or website data changes a lot.
  • If your target list is static (e.g., a set of named accounts), you might want to keep it manual.

Caution: Automatic updates can be a double-edged sword. If someone changes a field in your CRM, accounts might drop in or out. Monitor this, especially in the first few weeks.

Step 9: Use Your Segment—Don’t Let It Collect Dust

Segments are only useful if you actually use them. Here are a few ways to put your new segment to work:

  • Export the list for outbound email or LinkedIn campaigns.
  • Sync with your CRM or marketing automation tool (Enecto has integrations for most of the usual suspects).
  • Share with your sales team—don’t just email a spreadsheet, actually show them how to use it.

Pro tip: Track how these segments perform over time. If nobody ever replies, or sales says the leads are junk, tweak your filters.

What to Ignore (For Now)

Not all features are worth your time right away:

  • “Intent” data: These signals sound sexy, but they’re often vague. Use them as a tiebreaker, not a core filter.
  • Overly complex logic: If you find yourself using more than 5-6 filters and nested “AND/OR” logic, you’re probably overengineering it. Start simple.

Troubleshooting: Why Your Segment Doesn’t Work

If your segment is broken—or just not useful—check these common culprits:

  • Bad or missing data: If your CRM is full of blanks or outdated info, your segment will reflect that.
  • Too narrow filters: Sometimes nobody fits your criteria. Loosen up.
  • Not enough feedback: Ask sales if the accounts actually match your ICP (Ideal Customer Profile). Don’t assume.

If all else fails, export the segment and eyeball it in Excel. Sometimes a manual review catches what the tool misses.

Keep It Simple and Iterate

Building good B2B segments in Enecto isn’t rocket science, but it does take some trial and error. Don’t aim for perfect on the first try. Start with a clear goal, build something basic, and tweak from there.

Remember: a segment nobody uses is worse than no segment at all. Keep it simple, stay skeptical of fancy features, and check in regularly to make sure your segments are still worth your time.