Podcast · 15 min

How to Create Your Ideal Customer Profile (ICP)

Mark Roberge · The Science of Scaling Free Advanced

How to Create Your Ideal Customer Profile (ICP)

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.

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The question it answers

  1. How do the best companies replace ICP opinion with a scoring model built on their own data?

Read with it

  1. A concrete menu of the events that put an account into a buying window, from job changes to fiscal cycles, which is exactly... UserGems Article · 10 min read 18 buying triggers for identifying B2B buying cycles UserGems
  2. Kellogg's framing, that the ICP begins as a founder hypothesis and should end as a regression on renewal, expansion and win... Kellblog Essay · 9 min read Your ICP Starts as an Aspiration and Becomes a Regression Dave Kellogg
  3. The build guide: weighted dimensions, negative signals that subtract points, and score bands that decide routing. It is the... Understory Article · 15 min read ICP Scoring Rubric Examples for B2B SaaS Teams Naufal Nugroho
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