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This compilation centers on ServiceChannel's real story of narrowing 'retail' down to a small set of exact target companies defined by size, structure, and named buyer, the same discipline the short answer asks for. It is a rare case where you hear the actual criteria a company used to cut a huge vague market down to a workable ICP.
The customer segments hiding in your own data
On Not Another CEO (ICP Compilation)
- 'Segment until it hurts,' meaning keep narrowing past the point that feels comfortable
- Define your ICP with concrete, checkable criteria, not adjectives
- A narrow ICP shortens sales cycles and stops teams from chasing bad fit logos
