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Territories & segmentation
Ideal customer profile
The description of the accounts that buy fastest, pay most, and stay longest — industry, size, tooling, trigger events — derived from the customers you already have.
Owned by: Senior sales analystTest band: Senior sales analyst
In practice
Rank existing customers by LTV and cycle length, then describe the top quartile. That is the ICP; everything else is a distraction for the pipeline.
The kind of thing the test asks
- The most reliable way to define the ideal customer profile is…
More in territories & segmentation
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