Staging environment
Free Lesson

Segmenting accounts into 1:1, 1:few, and 1:many plays

Part of Building an AI GTM Engine

Hosted by Michael Slawson and Ben Holley

Fri, Oct 2, 2026

6:00 PM UTC (1 hour)

Virtual (Zoom)

Free to join

123 students

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What you'll learn

Learn the inputs to segmentation

Explore closed won analysis, call transcripts, signals and firmographic data as the clues that drive segmentation.

Size segments based on team structure

Learn mental models for how to bucket the accounts you enrich to the team that you have.

Top plays for each segment, generally speaking

While no two companies are alike, learn about the plays the best companies run for each segment of value in their TAM.

Why this topic matters

Some of the most important upstream work you can do is source and score your TAM based on your best current understanding of the market you sell into. Once you do that, you need to know where to put those accounts and which inputs to drive towards those accounts. Some accounts are worth maximum effort, others consistent effort, and a long tail are worthy of long tail effort. Learn how to tell the difference and what to do about it.

You'll learn from

Michael Slawson

Built and sold a 7-figure agency, GTM @ Clipboard Health, Hum Capital, Deloitte

I build revenue engines for venture- and PE-backed B2B companies: diagnosis, systems, and execution. I built my agency from zero to $1M in revenue, completing 50 engagements in under two years with no employees and a few excellent GTM engineers. Then I sold it.

I have a wide range of B2B and finance experience, including:

  • Grew Clipboard Health's hospital and health systems vertical by 5x over 18 months, into the company's second-largest revenue line.

  • At Hum Capital, originated 40% of company revenue across ~2,000 direct conversations with founders and executives seeking non-dilutive capital.

  • At Deloitte Advisory, I underwrote $2.6B of debt financing across five major U.S. infrastructure projects.

Versed in a wide range of GTM tooling and systems.

Ben Holley

10+ GTM systems in production, GTM @ Apero, AirOps, Cyft, Clay, Lightyear

I build the systems that run go-to-market: signal automations, cold email infrastructure, attribution, and AI workflows. At AirOps I influenced $1.7M in pipeline in a single quarter and generated $700K from one lead magnet in a matter of weeks. I have 10+ systems in production, and all of them live in a repo.

I have a wide range of B2B GTM and engineering experience, including:

  • Employee #2 at Cyft, where I helped the team raise $5M from Base10 and built the outbound and channel partner program from scratch.

  • Booked meetings with 1% of the Fortune 500 at Lightyear, finishing #1 in outbound accepted meetings for H1 '24 on an enterprise motion I built from the ground up.

  • $1.6M in pipeline in one quarter as an SDR at PandaDoc, ranking #1 on a 10-person team and then #1 across a 50-person sales org.

See all products from Michael

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