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Why we picked it Roberge is the person who made data-first sales normal, and his argument here is the same as this answer: your ICP is not who buys, it is who retains and expands, and you find that by measuring your own accounts. Short and directly usable when you sit down with the closed won list.
How to Create Your Ideal Customer Profile (ICP)
On The Science of Scaling by Mark Roberge 15 min
