Playbooks

Reverse-engineer your ICP from closed-won deals

Extract the real patterns from deals you won, not the patterns you wish you won.

Steps

Export closed-won. All won opportunities with account and contact attributes.
Compare to closed-lost. Differential analysis on firmographics, technographics, signals.
Extract ICP profile. Top differentiating attributes become ICP filters.
Score TAM. Apply ICP filters to full market, rank by fit.
Validate. Compare ICP score distribution of new wins vs. losses quarterly.

ICP definition backed by data, not opinion. Scoring model uses ICP features.