Cespedes, Frank V., James P. Dougherty, and Ben S. Skinner III. "How to Identify the Best Customers for Your Business ." MIT Sloan Management Review 54, no. 2 (Winter 2013): 53–59.

When identifying the most profitable market segment, look for the group of customers that... A good example of targeting profitable customers is Jayne, a speech pathologist, who used to work with ...

Identifying and entering a lucrative niche ... from others in the market will help you attract and retain customers. Profitable niche markets often hide in plain sight, waiting for the astute ...

A top-tier server backup provider found itself with: A market segmentation that omitted the profiles of its most profitable customers No clear means to identify, target and understand key customer ...