• Author
  • #9516715
    Asset Review – ICP – Next Step to move them through the Buyers Journey
    Tim Treman
    Mar 14, 2024

    My ICP is a:

    Job Title: Director of Learning and Development

    Industry: Automotive and or Manufacturing

    Location: HQ in the US

    Company Size: > 2000 employees > 10,000 End users of our software platform

    Current Goals: Educate their direct and indirect customers on their prodcuts to increase customer retention and sales.

    Main Pain Point: They are looking for a provider who can create a customer learning experience for each of their external network of learners. Examples of users would be, Customers, Dealer Networks

    Current Solution: Currently they are either holding in-person training sessions or creating their own “homegrown” systems that are hard to use and have low participation.

    Buying Process: Initial Demonstration -> RFP -> Short List -> Scripted demo –> Negotiation –> Signature

    Technology: They may have a Learning Management System(LMS) or multiple LMS for each learning group or location.

    Michael Stone
    Mar 18, 2024
    Michael Stone Mar 18, 2024

    Educate their direct and indirect customers

    There is probably value in breaking this down further. An ICP with direct customers probably wants different things to those helping their customers, customers for example.

    learning experience

    Can this be better defined too? What is the outcome they want?

    Tim Treman
    Apr 1, 2024
    Tim Treman Apr 1, 2024

    Thanks, Michael, I appreciate your thoughts. Good point.

    Will Barron
    Apr 5, 2024
    Will Barron Apr 5, 2024

    Sorry Tim. I missed this one. I’ve moved it over the “Asset Review” section of the platform which is where I spend most of my time.

    One thought is that you could go a little deeper with your goals and pain points.

    For example – Nobody is that bothered implementing another tool. What they really want is to reduce the pain of overwhelm of choosing a tool or increase sales quickly because the company is behind on their forecasts etc.

    Can you go a layer deeper and get to a bigger goal or more painful issue?

    That then becomes the difference between having a nice to have product vs. a must have.


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