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How to reverse-engineer your ICP
clearbit.com
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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.
Step 2: Define Success Criteria “Ask yourself what your business is trying to accomplish to define the success criteria for your ideal customer.” If you’re looking to maximize revenue growth you may want your success criteria to be high annual contract value (ACV). If your main goal is long-term customer retention, you may want to focus on finding companies with a high lifetime value. Determine what matters most to your company before diving into the analysis.