Plan · Where to play
02.ICP and segmentation
Who you sell to and how you slice the market. Defines the Ideal Customer Profile, the buying-center personas and the segment cuts that drive targeting, messaging and resource allocation across the funnel.
Sufficient when: Sufficient when 80% of new pipeline matches the defined ICP.
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Sub-processes
6 processes in this dimension
- Account tiering
- Buying committee and persona mapping
- Define ideal customer profile
- Firmographic and technographic segmentation
- Segment value proposition
- Target account list build