Collection
ICP & Targeting
14 articles
01What is an ICP rubric?The structured, scoreable definition of your Ideal Customer Profile.3 min→02Build your first ICP rubricGather win data, find the patterns, and encode them as weighted criteria.3 min→03Add firmographic criteriaThe foundation of most rubrics — size, revenue, industry, geography, ownership.3 min→04Add technographic criteriaWhat tools an account uses — often a better predictor than firmographics alone.3 min→05Set disqualifiersAbsolute exclusions — use them sparingly but decisively.3 min→06How ICP scoring worksHow each account gets scored against the rubric, and what the score drives.3 min→07Tune your ICP after 30 daysCompare predicted vs actual outcomes and refine the rubric with real data.3 min→08Multiple ICPs for multiple motionsWhen to run more than one rubric — and how to keep it from getting out of hand.3 min→09ICP for enterprise vs SMBHow enterprise and SMB rubrics emphasize different criteria and disqualifiers.3 min→10ICP for vertical-specific motionsHow to build rubrics tuned to a specific vertical's firmographics and stack.3 min→11Using lookalikes to expand your ICPML-based expansion to find accounts similar to your converters, beyond current criteria.3 min→12ICP & intent — how they combineFit answers who; intent answers who's buying now — together they set priority.3 min→13Troubleshooting low ICP coverageWhy a rubric matches too few accounts — and how to diagnose and fix it.3 min→14Sharing ICP rubrics across the teamHow rubrics are shared, scoped to groups, exported/imported, and collaborated on.3 min→
