ICP Clarity: From Profile to Buying Pattern

In this session, we go through two things: your current ICP definition and any closed customers you've had — pilots, paid, even one-call wonders. We look for the pattern across the ones who moved fast. What was happening inside their company before they came to you? What changed that made the problem impossible to defer?

That pattern becomes your real ICP — situational, not just firmographic.

You leave with: An ICP definition at a specificity level where you can identify accounts, not just describe them. Plus one to two situational conditions that characterise your best buyers.