• Author
    Posts
  • #9516527
    Major ICP Review
    Philip Ayazi
    Participant
    Feb 6, 2024

    My Major ICP are lab managers working in oil and gas. They tend to be located along the gulf coast across Texas and Louisiana. Companies are either between 100-1000 employees or greater than 20,000. Current goals tend to be replacing aging equipment, adding new capabilities, or expanding current capabilities. Their pain points are costly maintenance and downtime, poor service, equipment limitations. They either don’t have a current solution or are using competitor products. The buying process takes 6-12 months and involves multiple people. The technologies they are using is elemental analysis equipment.

    If they are exploring solutions my next step is to provide consultation on what would be required of them to be able to perform the analysis they are looking to accomplish. If they are comparing vendors, I usually provide an equipment overview and follow up with case studies.

    Can anyone provide critiques or feedback on my major ICP?

    #9516541
    Michelle Dixon
    Participant
    Feb 7, 2024
    Michelle Dixon Feb 7, 2024

    I think you’ve gone in depth enough here. Does the buying process have to take 6-12 months?

    #9516556
    Philip Ayazi
    Participant
    Feb 7, 2024
    Philip Ayazi Feb 7, 2024

    That tends to be the average. The fastest I’ve closed a deal was 2 months. Some have taken 18 months

    #9516565
    Will Barron
    Keymaster
    Feb 9, 2024
    Will Barron Feb 9, 2024

    Current goals tend to be replacing aging equipment, adding new capabilities, or expanding current capabilities.

    Which one of these prospects is your IDEAL customer?

    You can have more than one ICP but the goal is to narrow down the most ideal in the first instance.

    They either don’t have a current solution or are using competitor products.

    Same point as above.

    #9516586
    Philip Ayazi
    Participant
    Feb 9, 2024
    Philip Ayazi Feb 9, 2024

    Good points. Specifically, they replacing aging equipment from competitor products they are not satisfied with.

    #9516587
    Will Barron
    Keymaster
    Feb 9, 2024
    Will Barron Feb 9, 2024

    Good points. Specifically, they replacing aging equipment from competitor products they are not satisfied with.

    That’s much better. It allows you to be way more specific in your initial cold out reach to the buyer, which in turn will lead to higher meeting booking rates.

  • You must be logged in to reply to this topic.