Clear definition of accounts/users who get the most value.
Aligns product, messaging, and targeting. Drives win rates and retention.
Firmographic (size, industry), technographic (stack), trigger events, buyer roles, pain severity.
ICP: US B2B SaaS, 20–150 FTE, HubSpot/Stripe stack, inbound > 30% traffic, CS leader buyer.
Go‑to‑market slide: one ICP card with bullets and example logos/case study.
ICP: US B2B SaaS (20–150 FTE); HubSpot/Stripe; CS leader buyer.