A practical guide to defining your target audience

Turn a broad market idea into a concise set of contact and company criteria.

Start with the business outcome, then describe the companies most likely to need what you offer. Add role and seniority only after the account criteria are clear.

Use exclusions deliberately. Removing irrelevant industries, regions, and company types is often more useful than adding another narrow title.

Before submitting, ask whether every filter changes a real decision. If it does not, leave it out and keep the audience understandable.