From a platform perspective, how do you identify ICPs? Are you focused on a cluster or individual ICP?

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3 Answers

Platform Product Management

Deepak Mukunthu

Salesforce Senior Director of Product, Agentforce AI Platform • 3y

Assuming ICP stands for Ideal Customer Profile, you need to have a clear understanding of the persona you are targeting with your platform. For that persona, you could target different profiles of companies - enterprise, SMB or small shops, depending on your business goals.

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Pavan Kumar

Gainsight Director, Product Management | Formerly Cisco • 2y

Identifying Ideal Customer Profiles (ICPs) from a platform perspective involves understanding the unique needs and characteristics of customers who derive the most value from the platform's offerings. When identifying ICPs, platform teams typically focus on defining characteristics that are relevant at both the cluster and individual levels. Here's how it can be approached: Cluster-Level ICPs: Segmentation Analysis: Conduct segmentation analysis to group customers into distinct clusters based on ...Read More

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Anton Kravchenko

Carta Sr. Director of Product Management | Formerly Salesforce, MuleSoft, Apple • 2y

Whether I focus on a cluster of ICPs or individual ICPs usually depends on (I) time constraints and (II) 0-1 vs 1-N product motion. Usually, when I pitch a new idea to my executive team, I like to clearly articulate a big picture using data and trends and then deep dive into individual customer anecdotes. In other words, I combine explore and exploit strategies and limit my research with just enough data to kick off the debate. This allows me to quickly iterate on everyone's feedback and make a ...Read More

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