ICP Build & Consulting
A clear understanding of a business’s ICP, or Ideal Customer Profile, is the foundation for effective sales and marketing.
What Details Are Included in an ICP Build?
When an ICP is not adequately defined, efforts to sell a product or service can become inefficient and unfocused. This service ensures that a company’s ICP is sufficiently detailed, including the following variables:
Demographic Information:
- Title/Position
- Industry/Vertical
- Company Size
- Geographic Location
Psychographic Information:
- Goals and Objectives
- Challenges and Pain Points
- Priorities and Values
- Attitudes and Beliefs
Firmographic Data:
- Annual Revenue
- Number of Employees
- Market Share
- Growth Rate
Technographic Data:
- Current Technologies in Use
- Adoption Rates of New Technologies
- Technology Pain Points
Behavioral Data:
- Buying Behavior
- Product Usage Patterns
- Engagement with Content
- Response to Marketing Campaigns
Situational Factors:
- Current Solutions in Place
- Recent Changes (e.g., mergers, acquisitions)
- Stage in the Business Lifecycle
Budgetary Constraints:
- Typical Budget Allocated for Solutions
- Cost Sensitivity
Decision-Making Process:
- Key Decision Makers and Influencers
- Length of the Sales Cycle
- Decision Criteria
How JHMG Creates A Clear ICP For Your Business
Our SaaS consultants take a systematic approach to define and validate your company’s ICP. We evaluate your business’s focus, website data, customer data, and more, then run focus groups or interviews to deliver a final report on the specifics of your ICP(s).
ICP Buyer Surveys and Extensive Research
The process of clearly identifying your ICP(s) often involves creating a robust set of questions, recommendations, and buyer surveys to confirm the accuracy of your ICP.
Through exhaustive research—including industry information, surveys, and competitor analysis—we generate a comprehensive picture of your SaaS ICP that covers all bases, from psychographics to preferred communication channels.
This bespoke service focuses on efficiency when developing the ICP report, and we emphasize practical recommendations that can be immediately implemented in product development, brand building, and strategic market positioning to target the right customer segments effectively.
Ideal Customer Profile (ICP) Build and Consulting Deliverables For Enterprise B2B SaaS
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