How Tech Companies can leverage “Ideal Customer Profile (ICP)” and “Account Based Strategy (ABS)” approach for acquiring and growing “Enterprise Customers”?

1. Defining Ideal Customer Profile (ICP) :-Template as defined by you r own criteria. In addition to company profile, you MUST include technology landscape, incumbent vendors, etc.

2. Identifying ICPs :- After you defined the criteria for ICPs, you need to identify companies that fit into your ICP. You can use local stock exchange as one of the sources to identify listed companies and third party sources for private companies. There could be two-sets of ICPs;

i. Strategic Accounts – to give you a foot-hold and drive growth
ii. Named Accounts – to expand and scale

Why to Create Account Based Strategy (ABS) for ICPs?

Many organizations assume and confuse ‘company profile & contacts’ as ABM or ABS. It’s far from the truth. Every organization has access to such superficial information and does not have any inherent advantage except for counter-productive ‘spray and pray’ approach. ABS is very strategic, with “actionable intelligence”, tech companies can acquire and grow key accounts…

Feel free to reach out to me for “demo & discussion” on how ABS can help your organization.

#ABM #ABS #GTM #Customeracquisition #B2B