IJH Ep2 Infographic.pdf

ICP GUIDE- Map out your new ideal customer

Ask the questions;

What is our ICP (Ideal Customer Profile) as of today

Why do we need to do a change

Step 1

What do we want to achieve?

Look into all important data aspects of your existing verticals/ICP. Split per vertical and segments below:

Step 2

• Win-rate
• ACV; Average Contract Value
• Value per deal; ACV * win-rate
• Growing these customers over time? Net and gross retention; are we
• Number of customers per vertical
• Total ARR per vertical

What industries have been affected by covid-19 and what industries need to adapt over the coming years that could open up business opportunities for your product/service?

Step 3

!

Redefine your verticals based on the previous steps and look into the data aspects once again. What is the full market potential? Too small, too broad or good size?

Step 4

Decide on your ICP.
Verticals + Segments + Geography

Step 5

Step 6

Get internal commitment by making sure everyone understands why and how to find and engage with them.

Align marketing & sales.

Track and follow-up on a weekly basis. Are we creating and closing deals in the right segments? Repeat, repeat, repeat.

Every company is different and the steps may vary, but
it’s always a good idea to develop from what someone else
has already done. Thank you for downloading this guide,
we hope it has helped you a few steps along the way.

You’re doing a great job - keep it up!