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Draft ICP for Review
My generic target is companies that have numerous cellular devices in the field as part of their operations / sales teams.
Starting with industries with large sales forces, medical device sales, pharma sales, insurance, Industrial sales.
Specifically, I am now targeting medical equipment companies. 1000+ employees in the US.
The proposed ICP is:
- Finance Executive – VP, Director
- Company is in growth mode and hiring
- Pain Point is the wireless bill is growing and prospect is unlikely not able to manage this expense.
- Currently, Prospect does not have the expertise to understand and manage their wireless service and just pays the bill.
- Buying Process: Problem identified, Telecom billing sent, Analysis done. Business case supplied, Review savings…. Finally, some sort of internal review and approval
- Technologies: wireless communication devices, phone, tablet, video, 5G in-building cellular system
Major ICP:
A finance exec who is managing a company expansion. Additional employees means an increase of wireless devices and wireless expense to support growth.
This is looking pretty solid. Good job Don.
Is there some external trigger event that you monitor for see when the finance director gets to the point that they no longer can mange their bill?
Certain number of remote employees or something similar?
No worries if not but if you can identify that specific moment and connect with your prospect when they’re feeling that pain, your messaging will be amplified.
Will,
Thanks for the comments.
Yes, there is a trigger. Many of these companies are hiring. Meaning more devices. Also the usual change in roles, new exec hire.
Yes, there is a trigger. Many of these companies are hiring. Meaning more devices. Also the usual change in roles, new exec hire.
Perfect. That makes sense.
I’m struggling to develop an ICP for target clients. I work with a range of businesses hiring Marketing and Digital professionals, from SME’s to global corporations. I have a different point of contact in each business – it could be a hiring manager, HR, a department head etc…
Do I set about defining different ICP’s I wish to target and put them on different journeys?
Hey Jay, best making your own thread and I’ll answer it there.
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