Picture the target market as a dartboard with the ICP as the bullseye, the small subset of best-fit customers that renew, expand and grow Listen
Dan said best-fit customers typically represent a small subset of the install base, and the ICP's purpose is to focus the organization on the accounts that will drive the business forward. He said that for demand gen teams with a $3 million budget to create great leads, the ICP typically fails them because it doesn't give them the information they need, so they end up leaning into quantity over quality.
“so your ICP is the bullseye of the dartboard.”
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From The Critical Importance of Focusing Your ICP w/ Dan Sperring (Founder, AlignICP).