What Are Segments?
Segments classify your pipeline records into strategic groups based on responses to grading questions. If you’re familiar with customer segments—and that’s what you’re looking for—you’re in the right place. High-performance sales and dealmaking teams use segmentation to ensure actions and strategies stay aligned from the first touchpoint through the entire pipeline.
In PipeAI, segments give you greater control over which actions are recommended after grading a record. They also help your team stay aligned on how different types of records should be handled. Over time, you’ll unlock segment-specific performance insights across your pipeline to power smarter grader optimization.
Why Use Segments?
- Focus on high-value record types
- Create targeted action rules by segment
- Ensure consistency across users and teams
- Understand performance by segment
How Segments Work
Segments are automatically assigned to records during grading. Each time a grader runs, it may update the segment based on logic you’ve defined. Segments are stored on the record and persist across team handoffs.
Setting Up Segments
Step 1: List Segments (Org Settings)
- Go to Organization Settings > Segments
- Add your list of segment names (e.g., Enterprise, SMB)
Step 2: Map a Question to Segments (Per Grader)
- Go to Grader Setup > Questions tab
- Turn “Segments” on
- Select the grader question that you want to link to (determine) segments
- Map each possible answer to one of the segments you created in Step 1
Only one question can be used per grader to determine the segment. Multiple graders may each define their own logic.
Keep in mind: if the selected question or answer options are changed, the mapping may break.
Segment Assignment Behavior
- Only one segment may be assigned to a record at a time
- The most recently used grader with a segment mapping will update the record's segment
- If no response is given, or mapping is missing, the record will have no segment
- If segment logic is removed across all graders, the segment is cleared on next grade
- Segments are not manually editable
You’ll always see what grader/question/answer assigned the segment.
Using Segments in Action Rules
- In any grader, you can use "Segment is..." as a rule condition
- Combine with grade thresholds and other logic to trigger personalized workflows
Examples:
- If Segment = Enterprise and Grade = A → Assign Account Executive
- If Segment = SMB → Trigger self-serve email sequence
Best Practices
- Start simple: 2–5 segments is usually enough
- Align labels to team strategy (e.g., by customer size or need)
- Review segment logic regularly as your process evolves
