DEFINING THE ICP
FIRMOGRAPHIC CRITERIA | DEMOGRAPHIC CRITERIA |
INDUSTRY | JOB TITLE |
SUB VERTICAL | JOB FUNCTION |
REVENUE RANGE | |
NUMBER OF EMPLOYEES | |
NUMBER OF MARKETING/SALES PROFESSIONALS | |
REGION | |
INTENT OR PROPENSITY TO BUY | |
Step 1: Identify best fits/ best current customers.
Step 2: Research customers in more depth and list the details.
Step 3: Segment the ideal customers.
Step 4: Build a list of similar companies with the firmographics.
Step 5: Determine the personas.