Segment Attractiveness Scoring

Not all segments deserve equal investment. Segment attractiveness scoring evaluates each segment on five dimensions: market size (total addressable revenue), growth rate (trajectory of the segment), competitive intensity (how many competitors target this segment and how effectively), win rate (historical success in this segment), and strategic fit (alignment with your capabilities and direction). Each dimension scores 1-5. The composite score determines the investment priority. High-attractiveness segments receive dedicated competitive intelligence, tailored positioning, and focused sales effort. Low-attractiveness segments receive monitoring only.

## Segment Attractiveness Scorecard

Segment: [Name / Description]

| Dimension            | Score | Rationale                  |
|----------------------|-------|----------------------------|
| Market Size          | ?/5   | [TAM estimate + source]    |
| Growth Rate          | ?/5   | [YoY growth + trajectory]  |
| Competitive Intensity| ?/5   | [# competitors, win rates] |
| Historical Win Rate  | ?/5   | [Our win rate in segment]  |
| Strategic Fit        | ?/5   | [Capability alignment]     |
| COMPOSITE            | ?/25  |                            |

Investment Tier:
  21-25 = PRIMARY (full CI investment, dedicated positioning)
  16-20 = SECONDARY (monitoring + opportunistic pursuit)
  11-15 = TERTIARY (monitoring only)
  1-10  = CONCEDE (do not invest, redirect resources)