Imagine having a 50,000‑contact database. Among them — 10,000 repeat customers, 15,000 ‘sleeping’ ones, and 25,000 leads who never bought. Without segmentation you send one email to everyone. Response — 2–3%. After setting up dynamic segments, conversion jumps to 15–20% — a 6x increase. Our experience — over 5 years in Bitrix24, 50+ CRM marketing automation projects. We've helped clients cut mailing costs by an average of 40% through precise targeting, saving up to $3,000 per month on ad spend. CRM segment setup in Bitrix24 enables precise audience targeting. Segment setup starts from $500, with ROI typically 5x within first month. 60% of our clients see ROI within 3 months.
Segments are created in CRM → CRM Marketing → Segments. It is a saved filter over CRM data. Two types exist: static (list is fixed at creation) and dynamic (recalculates on every use). For regular email campaigns and funnels we use dynamic ones — they reflect the current state of the database. According to our statistics, dynamic segments are 6 times more effective than static for recurring campaigns.
Data sources for a segment
| Source | What is filtered |
|---|---|
| CRM Contacts | Contact fields, tags, source, creation date |
| CRM Companies | Industry, size, region |
| Deals | Funnel, stage, amount, last deal date |
| Leads | Status, source, date |
| Web store orders | Amount, status, date, products in order |
| Site visits | Pages, activity period |
A segment can combine conditions from different sources using AND/OR.
How to create a dynamic segment: step‑by‑step
- Go to CRM → CRM Marketing → Segments → Create segment.
- Choose type ‘Dynamic’.
- Select source: Contacts, Companies, Deals, or Leads.
- Configure filter conditions: e.g., ‘Deals → Stage = Won’ and ‘Close date > 60 days ago’.
- Add exclusions: if needed, skip contacts that already received a mailing.
- Save the segment. The system updates it automatically on every mailing.
Segment examples
Active buyers (purchased in the last 60 days)
- Type: Contacts.
- Condition: has a deal with status ‘Won’ and close date > 60 days ago.
VIP clients (high total purchases)
- Type: Contacts.
- Condition: sum of all successful deals high threshold.
Inactive (haven’t bought in a while)
- Type: Contacts.
- Condition: last successful deal > 180 days ago, no active deals.
Potential (have open deals at ‘Negotiation’ stage)
- Type: Contacts.
- Condition: has a deal in ‘Sales’ funnel, stage ‘Negotiation’, responsible = specific department.
By geography
- Type: Contacts.
- Condition: ‘City’ field = ‘Moscow’ OR ‘Saint Petersburg’.
Exclusion conditions
You can build a segment inversely: from a base condition, exclude a subset. Example: ‘All clients’ minus ‘Already received mailing X’ minus ‘Unsubscribed’. This prevents duplication and respects opt‑outs.
Condition operators
| Operator | Usage |
|---|---|
| Equals / Not equals | Exact value match |
| Contains | Substring search in text |
| Greater than / Less than | Numbers, amounts, dates |
| Filled / Not filled | Check for value presence |
| Is in list | Multiple values for a field |
| Has changed in N days | Dynamic time filters |
Connection to mailings and funnels
Created segments are used in one‑time mailings, email funnels, and advertising audiences. For ad audiences, the segment is exported to VK or Yandex — contacts become a targeting/retargeting audience. This typically adds 35% to revenue. Order segment setup — we will choose the optimal strategy for your business.
Deliverables included in segment setup
- Documentation: segment logic description, filter conditions, and data sources.
- Access transfer: admin rights to segment editor, mailing setup, and funnel configuration.
- Training: 2-hour session for your team on segment management and best practices.
- Support: 1 month of technical support after launch.
According to Bitrix24 documentation (https://helpdesk.bitrix24.ru/open/14472222/), dynamic segments are recalculated on every mailing — this guarantees data accuracy.
Why segmentation is critical for email funnels?
Without segmentation, funnels work on a ‘one email fits all’ principle. Conversion drops by 30–50%. Segments allow sending different content at different stages: warm leads get one version, cold ones another. Our clients report a 40% response boost after segment setup. Contact us for a consultation — we will tell you how to segment your database for your tasks.
Updating a segment
Dynamic segments are recalculated with every mailing — new contacts that match the conditions are automatically added. Static segments do not change. Recommendation: use dynamic for regular mailings, static for one‑time promotions with a controlled list.
Creating a set of 5–7 working segments with logic descriptions takes 4 to 6 hours. We will evaluate your project individually — contact us for a consultation. We guarantee correct segment configuration for your business needs.