• This topic has 5 replies, 3 voices, and was last updated 1 week, 2 days ago by Will Barron.
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  • #9516853
    Draft ICP for Review
    Don Madden
    Apr 22, 2024

    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.

    Will Barron
    Apr 23, 2024
    Will Barron Apr 23, 2024

    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.

    Don Madden
    Apr 23, 2024
    Don Madden Apr 23, 2024


    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.

    Will Barron
    Apr 25, 2024
    Will Barron Apr 25, 2024

    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.

    Jay Thandi
    May 20, 2024
    Jay Thandi May 20, 2024

    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?

    Will Barron
    May 20, 2024
    Will Barron May 20, 2024

    Hey Jay, best making your own thread and I’ll answer it there.

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