✍️ Essay
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Freemium
Advanced
Elena Verna draws the line between a broad product usage ICP and a narrower sales ICP, and shows how to build both from behavior data you already have instead of assumptions. If you have paying customers using the product differently, this essay gives you the vocabulary and method to split them into segments worth treating differently. It is written for someone with real usage data, which is exactly your situation, though the back half of the piece is gated for paid subscribers.
I'd Segment That...
From Elena Verna, Elena's Growth Scoop
- Your self serve ICP and your sales worthy ICP are usually not the same group
- Segment by actual product behavior, not just firmographics
- Use segment data to decide where human sales effort actually pays off
