Every business has its “best” customers, aka those who see significant value from your products or services, become long-term repeat buyers, and advocate for your brand.
But when it comes to figuring out who those customers are and how to best serve them, alignment is key.
Then, GTM leaders need to closely monitor sales metrics (such as ACV, churn, and NRR) to ensure your ICP is still relevant 6, 9, and 12 months down the road – which is especially challenging for high-growth companies looking to go upmarket.
In this episode of Revenue Jam, Insightly’s Chip House and Brad Rosen from Sales Assembly talk through defining ICP (ideal customer profile) and ensuring that it resonates across your organization.
Brad Rosen
Chip House