Are ALL Target Accounts/ICPs equal? How to determine Accounts as “3 Tiered” ?

In my previous post, I talked about TAM (Total Addressable Market) and ICP (Ideal Customer Profiles) as to how you can “define & refine” your ICPs.

Key criteria to define / refine your ICPs are categorized into :-

1. Demographic
2. Geographic
3. Psychographic

In this post, I elaborate on why not all accounts/ICPs are NOT equal and how to classify them?

✍️ Tier 3 – 70% of your total ICPs/Accounts

Fit the basic “demographic” characteristics of your ICP, and 70% of your accounts should fall under this grouping. These accounts are targeted with “standard” persona-based messaging.

✍️ Tier 2 – 25% of your total ICPs/Accounts

Meet all the criteria of a Tier 3, but they have “technographic” or other critical qualifiers that make them a higher priority. These companies should comprise 20 to 25% of your accounts and will have “specialized” persona-based messaging.

✍️ Tier 1 – 5% of your total ICPs/Accounts

Set of accounts demanding most of your resources – time, effort, money. These accounts need “one to one” focus / campaigns.
Because of the very nature of these accounts, it’s a high risk-reward accounts.

#b2bsales
#b2bmarketing
#b2bgtm
#accountbasedmarketing
#accountbasedstrategy