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How to Create a Target Account List for Your Enterprise ...
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An ABM campaign takes a “flipped funnel” approach, meaning that it’s limited to a smaller number of prospects. Because of that, selecting and prioritizing your target accounts is the most important part of the process. “Your target account list should be based on your ideal customer profile — the description of the type of customer that would most likely take advantage of your product.” ICPs are extremely useful to any team that’s new to account-based marketing. Along with targeting accounts that are a good fit for your company, they also help you define the problem you’re solving for, align your product with the needs of your customers, and create a roadmap for future sales. And by using this approach, you are naturally aligning your product, marketing, and sales teams to the same operating framework.
ICPs are extremely useful to any team that’s new to account-based marketing. Along with targeting accounts that are a good fit for your company, they also help you define the problem you’re solving for, align your product with the needs of your customers, and create a roadmap for future sales. And by using this approach, you are naturally aligning your product, marketing, and sales teams to the same operating framework. “Although some people use them interchangeably, an ideal customer profile (the type of company that you are targeting) is not the same as a user persona (the specific person or the type of person within that company you are hoping to reach).” How to Create an Ideal Customer Profile
How to Create an Ideal Customer Profile “To create an ICP, the first step should be to compile a complete list of your current customers.” Once you have a list of your best current customers, begin looking for commonalities. Here are a few characteristics to keep an eye out for:
How to Create an Ideal Customer Profile “Start to narrow that list down to include just the customers who have gotten the most out of your product.” Once you have a list of your best current customers, begin looking for commonalities. Here are a few characteristics to keep an eye out for:
How to Create an Ideal Customer Profile “A good place to start is with the customers who have signed the biggest contracts, as well as those who have increased the size of their contracts since the initial sale.” Once you have a list of your best current customers, begin looking for commonalities. Here are a few characteristics to keep an eye out for: