ideal customer profile

“By being responsible for churn, they're gonna do what they can to sell into the right ICP that's not gonna churn, and keep that customer whole so that they have to sell less new bookings.”

“What is going to be key for you is to first of all draw a picture of your ideal customer profile. And you shouldn't do that three, four years down the line. You should do that even before starting your company. You should do that when you're actually designing…”

“Yeah, but I think it's like specifically logos that your ICP knows and respects, right? Because like, oh, if they're using this product, then like, oh, it's pretty good. There's like those proof points where it's not just some company that nobody knows and lik…”

“Once you approach 10% market share in your, not, not in the whole world, but in your core ICP, your core market, it starts to slow down at 10%.”

“You do not want to start with purchasing a sequencing tool, purchasing a system that gives you contact information and blasting your ICP. I've talked about this before, but you really want to start with who you are targeting being in your own network.”

“Sell to your ICP. It tastes good, but if you do this more than four quarters, the competition is going to pass you by. They're just going to pass you by, right?”

“And if you know your ICP down pat, A five K ACB and below, I would, 100% try to figure out how do you get as much of an automated process to engage.”

“And I find that that approach just allows for too much thrash in an organization, whether the product's not going to work perfectly for this end customer, potentially it means that this customer that we sign up is not going to have successful outcomes and is g…”

“Instead of the traditional five to six percent of prospects being in market a month, which is a way a lot of marketers think about things, right? I'm going to try to reach everyone in my universe. But the only 20% are really in my ICP and of that 20%, maybe fo…”