How to reverse-engineer your ICP

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1. Step 1: Build the Data Foundation “Enrich your source of truth (CRM software, CDP software, etc.) with accurate and fresh data.” To accurately define your ICP, you’ll want to make sure you have complete firmographic and technographic data (like company size, technologies used, industry, etc.) for accounts in your database. Having the right data infrastructure in place will help set you up for success in later stages of the ICP building process.

   In Data hygiene

2. Enrich your source of truth (CRM software, CDP software, etc.) with accurate and fresh data. “To accurately define your ICP, you’ll want to make sure you have complete firmographic and technographic data (like company size, technologies used, industry, etc.) for accounts in your database.” Step 2: Define Success Criteria

   In Required fields and data completeness

3. Step 4: Conduct Your Analysis “Analyze your data set for shared firmographic and technographic traits like industry, number of employees, or country, for example.” You may notice that your customers with the highest ACV all have 100-500 employees, use HubSpot CRM, and are located in North America. Looking for commonality among your best-fit customers brings you to the fifth and final step.

   In Firmographic segmentation

4. Look at the past to select your best-fit customers. “Additionally, it’s important to talk with your sales and customer success teams to gather qualitative data on which customers they think are most successful.” Step 4: Conduct Your Analysis

   In Identifying customer advocates

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