ICP marketing done right

If you allow your ICP to fray, you’ll lose

From the beginning, we knew we needed to define a good ideal customer profile (ICP). There are manyapproaches to defining a good ICP, but a quality we underestimated is specificity . Simply put, an ICP must be a single market segment :a group of people for whom the value of solving a problem is roughly the... See more

You know exactly how many accounts are in your ICP.

Many companies define their ideal accounts based on factors like company size, industry, and geography. I’d encourage you to consider other factors, too, such as their existing tech stack or which roles they’re hiring for . This should be easier than ever with tools like Keyplay or Clay, which allo... See more

This was extremely effective – so much so that buyers became inundated with emails, cold calls and LinkedIn messages (and then stopped replying). The overall volume of outbound has ballooned; it’s harder and harder to make manual BDR/SDR teams economical, especially if a startup hasn’t fully honed its ideal customer profile (ICP) and messaging.

The efficacy of any marketing tactic comes down to data, creative, and logistics