STP: Segmentation, Targeting, Positioning

Overview

When to Use

• User launching a new product and needs to define the target audience
• User asks "who is our customer?" or "which segment should we focus on?"
• User wants to craft a positioning statement or differentiation strategy
• User's marketing feels unfocused — "we're trying to be everything to everyone"

• For competitive industry analysis → use Porter's Five Forces
• For growth path decisions → use Ansoff Matrix
• For internal capability assessment → use SWOT

Framework

IRON LAW: Sequential Execution — S Before T Before P

Segmentation FIRST, then Targeting, then Positioning. In that order.
Choosing a target without segmenting first means you're guessing.
Positioning without a clear target means you're positioning for everyone
(which means no one).

IRON LAW: Segments Must Be MAMS

Every segment must satisfy all four criteria:
- Measurable: You can estimate the segment's size and purchasing power
- Accessible: You can reach the segment through available channels
- Material: The segment is large enough to be profitable
- Substantial: The segment is distinct enough to respond differently to
  different marketing mixes

A "segment" that fails any criterion is not actionable.

Step 1: Segmentation — Divide the Market

Step 2: Targeting — Select Your Segments

• Concentrated: Focus on one segment (highest risk, highest specialization)
• Differentiated: Target 2-3 segments with tailored offers (moderate risk)
• Undifferentiated: Same offer to all (rarely recommended — defeats the purpose of STP)

Step 3: Positioning — Define Your Place in the Customer's Mind

For [target segment],
[brand/product] is the [category]
that [key benefit/differentiator]
because [reason to believe].

1. Relevance: Does the target segment care about this benefit?
2. Differentiation: Can competitors claim the same thing?
3. Credibility: Can you deliver on this promise?

Step 4: Perceptual Map (Optional)

Output Format

# STP Analysis: {Product/Brand}

## Segmentation

| Segment | Profile | Size | Growth | Key Need |
|---------|---------|------|--------|----------|
| Seg A | {description} | {$X / N people} | {X%} | {primary need} |
| Seg B | ... | ... | ... | ... |
| Seg C | ... | ... | ... | ... |

## Targeting

| Segment | Size | Profitability | Competition | Fit | Score |
|---------|------|-------------|-------------|-----|-------|
| Seg A | H/M/L | H/M/L | H/M/L | H/M/L | {total} |

**Selected target(s):** {segment(s)} — {rationale}
**Targeting strategy:** Concentrated / Differentiated

## Positioning

**Statement:**
For {target segment}, {brand} is the {category} that {benefit} because {reason to believe}.

**Validation:**
- Relevance: ✓/✗ — {evidence}
- Differentiation: ✓/✗ — {evidence}
- Credibility: ✓/✗ — {evidence}

Examples

Correct Application

Incorrect Application

• Positioning statement: "For everyone who likes healthy food" → Not a segment. "Everyone" fails the MAMS test (not Measurable, not Substantial as a distinct group). Violates Iron Law.
• Jumped straight to positioning ("we're the premium option") without segmenting or targeting → Violates Iron Law: S before T before P.

Gotchas

• Over-segmentation: Creating 10+ micro-segments that are too small to serve profitably. Each segment must pass the MAMS test, especially "Material" (large enough).
• Demographic-only segmentation: Demographics describe who, not why they buy. Always combine with behavioral or psychographic bases for actionable segments.
• Positioning on features, not benefits: "We have 20g protein" is a feature. "Replaces a meal in 60 seconds" is a benefit. Customers buy benefits.
• Positioning that's not differentiated: "High quality at a fair price" describes every brand. If your competitor can make the same claim, it's not positioning.
• Ignoring the perceptual map: Where customers THINK you are matters more than where you WANT to be. Validate positioning with customer research when possible.

References

• For perceptual mapping techniques, see

  references/perceptual-mapping.md

• For comparison with other marketing frameworks, see

  references/framework-comparison.md