How do you handle disagreements about who is the ICP for your product?
You feel the need to message on point for an ICP type "A", but you're getting pushback from the team that the ICP is "G". Should you follow you gut or do some form of A/B to please everyone?
1 Answer
Jeff Rezabek
Workyard Director of Product Marketing • July 19
When you disagree about who the ICP is for your product, you need to look at the data. Have your RevOps team (if you have one) dig into the numbers to identify the true ideal customer profile—the prospects that will be easiest to close.
Some data you'll want to collect includes:
Conversion rates
Time to close
Retention rate
Churn
Lifetime value
Industry/verticle
Company size
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