Client Base Segmentation Setup in Bitrix24
The CRM has 5,000 contacts. A marketer wants to launch a campaign to clients who bought last year but haven't bought this year. The only way — export to Excel, filter manually, upload back. Half a day of work, results become outdated in a week. Bitrix24 has a built-in segmentation tool — it filters the base by dozens of conditions and automatically updates the selection.
What is a Segment
A segment is a saved selection of contacts or companies by specified conditions. Segments are used in CRM-marketing for campaigns, sales generator, and analytics.
Two types:
- Dynamic — the list updates automatically. If a new contact matches conditions — it's added. If it stops matching — it's excluded.
- Static — fixed list. Filled manually or from filter results. Doesn't update.
Filtering Conditions
Segments are created in CRM → CRM Marketing → Segments. Available filters:
| Category | Example Conditions |
|---|---|
| Contact Info | City, country, phone (exists/empty), email (exists/empty) |
| Deals | Deal amount, last deal date, stage, funnel |
| Purchases | Product/service, number of purchases, average check |
| Activity | Last contact date, lead source, communication channel |
| Custom Fields | Any custom contact or company fields |
Conditions combine with AND/OR. Example: "city = Minsk" AND "deal amount > 10,000" AND "last purchase > 90 days ago".
Practical Segments
Sleeping Clients. Condition: has completed deals, no active deals, last deal closed > 6 months ago. Used for reactivation via sales generator or email campaign.
VIP Clients. Condition: deal amount for year > threshold. Separate segment for personalized offers and priority service.
No Email. Condition: email field is empty. Segment for manager task — call and update contact.
New This Month. Condition: contact creation date — last 30 days. For welcome email sequence.
Segments and Campaigns
Ready segment connects to CRM-marketing channels:
- Email Campaigns — bulk send with personalization
- SMS Campaigns — via connected SMS provider
- Messengers — if integrated (WhatsApp, Telegram)
- Sales Generator — automatic deal creation by segment
- Ad Audiences — export to ad platforms (Facebook, Google Ads, VK)
Segment Maintenance
Dynamic segments work automatically but need checking: if you added a new custom field or changed funnel logic — segment conditions may lose relevance. Recommended: audit segments quarterly — check record counts, condition relevance, segment overlaps.
What We Configure
- Audit client base: data completeness, email and phone availability
- Create dynamic segments for marketing and sales tasks
- Configure filtering conditions with standard and custom fields
- Connect segments to campaigns and sales generator
- Export segments to ad audiences
- Document: segment descriptions, conditions, purpose