Thank you for this! Would you be able to recommend what you would do to make your Major and Minor ICP more specific? I think I am missing that here.
Think of the pain they’re in to increase the specificity –
- Major ICP – I’m sick of being late to meetings. I’m sick of my colleagues being late to meetings and complaining.
- Minor ICP – I’m sick of looking stupid to my boss (probably Major ICP) when my travel plans fall apart.
Don’t get too wrapped up in that though. It’s easier to at the following variables to make the ICP more accurate. These should be reverse engineered from the customers you have that you want to find more of –
- Company size – Rather than 10-10k, what is the range of your best customers. Eg 500-1000.
- Location – Rather than any company that travels to so-cal, where do your best customers travel from?
