## 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!**