ICP Magicians - Sunday Learnings The “Hell Yes” we got from a CEO/Founder on our first discovery call for our ICP product was very gratifying. He called the team ICP Magicians in his intro to his Rev Ops leader. That made me smile. The team is pretty magician like. What they do is a bit more data science than magic, but magic is a pretty flattering description. On our discovery call the CEO/Founder was very clear that aligning his Sales, Marketing and Product teams on Target Market Prospects was his top priority. Seems to make sense. He wants to use data from is current clients to identify and define his Target Markets (ICP) with a high degree of conviction. Our value prop is to identify the most thorough set of attributes of his current clients as well as a conversion metrics heat map and other characteristics to make it easy to do so. A few things stood out in our exporation of PMF and value proposition positioning. The Job to Be Done of ICP sits with the CEO. Nobody else. Sales and Marketing seem to care less about defining ICP and Target Market prioritization than the CEO does. Sales and Marketing Leaders presented with the opportunity to better understand current client attributes have responded with general apathy… “Meh, what we have is good enough.” The CEO we met with was not content with “Good Enough”. He wants, “The BEST possible” to align the entire organization on the North Star of the highest priority prospects before any money is spent on the GTM funnel of Marketing and Sales so only the likeliest to be happy and high LTV customers enter the funnel. He also emphasized that this data will inform the product roadmap. But is this CEO unique or do other CEOs/Founders see defining Target Markets and ICP as their Job to be Done and a High Priority on their list of todos?
Seth DeHart’s Post
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