Without a well-defined ICP, all your marketing and sales effort scatters. We bring order to that.
Many companies define their ICP in a meeting without data. The result doesn't reflect who actually buys and why.
In B2B there are multiple roles in the decision: champion, decision maker, blocker. Ignoring them means losing deals.
Without clear criteria, sales wastes time on leads that will never convert. The ICP prevents this.
Between 8 and 12 interviews with current and churned customers to understand real buying patterns.
Firmographics, technographics, behavioral signals and pain points documented. Ready to use by sales and marketing.
Champion, decision maker, influencer and blocker. Motivations, objections and language of each.
BANT or MEDDIC adapted to your product. Concrete criteria for sales to qualify quickly and accurately.
Which segments to attack first and why. Justified with conversion data and customer value.
The triggers that indicate a prospect is ready to buy. Useful for outbound and lead scoring.
We review CRM, conversion and churn data. We identify initial patterns. Week 1.
We conduct interviews with current, lost and churned customers. Weeks 1-2.
We analyze the data and extract key patterns. We build the ICP and personas. Week 3.
Presentation with the team, alignment and training for sales and marketing. Week 4.
8-12 customers is enough to find solid patterns. If you have fewer, we can complement with lost sales conversations or pipeline prospects.
We do. Customers speak more candidly with a third party than with their vendor. That gives us much more honest and useful data.
Yes. We recommend reviewing it every 12-18 months or when you launch in a new segment. Markets change and the ICP must evolve with them.
Yes, and in fact it's the most powerful combination. The ICP is the key input for building truly differentiated positioning and messaging. We offer a combined package.
First consultation at no cost. Response within 24 hours.
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