Only 18% of Most Organization’s Pipelines Actually Fit Their ICP!
Watch Our On-Demand Webinar and Then Read How Our ICP Management Solution Will Help You Identify Your Best Fit & Most Ready, Winnable and Expandable Accounts
Bad ICP = Bad Pipeline = Bad Customers = Higher Churn
In their Sales and Marketing Alignment Report, Mutiny found that 82% of sellers and marketers say closing more enterprise accounts is important to their company. But only 15% of sellers say marketing is highly effective at generating opportunities with high-value accounts.
If sales and marketing teams are struggling to make their revenue numbers — it’s most likely because the teams are targeting the wrong companies – and the wrong people inside those companies.
Watch This Webinar Recording to See How Your GTM Teams Can Be More Efficient and Effective by Focusing on Accounts That Are Predictive of Winning and Expanding.
How Your GTM is Broken – Why Your GTM is Inefficient and Ineffective
Poor Account Targeting: There is no guidance beyond “intent data signals” on who to target and why and intent data signals are not predictive of accounts being “Best Fit”, “Most Ready” and “Most Winnable and Expandable.” You want accounts that will see your value and grow with you.
Limited Account Insights: Most GTM teams do not have any direction to engage, land and expand accounts. Instead of telling an account story, teams continue to tell a persona and industry story until accounts go dark. They do not have the guidance to address the why change, why now, why stay, why evolve and why expand conversations.
The Impact of Better Targeting…
How We Will Help Your GTM Teams Define Your Ideal Customer Profile For Each Industry and Solution
Review Existing Accounts
We’ll uncover the existing accounts that are driving the greatest long-term revenue growth AND are getting the most value from your solutions. Then pinpoint the key operational characteristics that are predictive of long term “partnership” success – as well as the business problem profile and the strategic priorities that will predict account readiness.
Complete a win/loss analysis
We’ll complete a win/loss analysis and see why accounts select your – and why accounts decide to move forward with the competition. We want to identify the accounts where your competitors are a better fit – and more importantly those accounts where the competition is irrelevant.
Assess the current and past pipeline
We’ll review the accounts that are engaging with your GTM teams right now – and see why they may be engaging and why they are progressing in their buyer journey. We’ll look at accounts leaving the pipeline or going dark and look for key common characteristics that would predict accounts that would waste time and resources.
Gap/Impact Story Identification
We’ll take a deep dive and learn about the gaps that your solution uniquely fills – and the impact you have. We’ll capture the situational stories that prove your differentiation and look for accounts in similar situations where your teams have the greatest relevance.
Uncover the right signals
We’ll match signals to your ICP so AI can efficiently identify your best fit, most ready accounts that match the ICP and the business problem profile.
Test the ICP
We’ll test the ICP plus see which ICP and business problem profile signals have the greatest strength so we can identify your next market segments, the accounts that are most likely to engage – and the existing accounts you should be strategically expanding.
“The key isn’t just having a bigger funnel, it’s having a better funnel. Are we aiming at the right targets to begin with – and are we having the right engagement with them?”
Getting Your ICP Right is Only the 1st Step…Here’s How We’ll Help Your GTM Teams Engage, Land and Expand Your New ICP Accounts
ICP Orchestration
Most ICP definitions are stuck in PowerPoint. While a good ICP definition starts with descriptions and qualitative insights, it can’t stop there. It needs to be translated into account scoring models and data. It needs to be orchestrated across all GTM teams (sales, marketing, customer success and product teams).
Accountability
We’ll assess your pipeline on an ongoing basis to ensure that marketing is engaging the right accounts that have the greatest chance of driving stage progression – and that sales and customer success teams are interacting with accounts that have the greatest chance of closing at a high ACV.
Optimization
ICP development is not a one-time event. On an ongoing basis, we will review the ICP, your pipeline and closed/won accounts to evolve your ICP definitions and ensure your GTM teams are targeting the right accounts that will have the biggest impact on your top and bottom lines.
Aligning the Account Experience with ICP
We’ll evaluate the current GTM and identify where and how you will need to change processes, content, messaging, POVs, account-based value props and the social/email/live conversation to align with the new POV. You need more than just better targeting if you want maximum success from your ICP program.
Account Prioritization
By layering our qualification/disqualification account insights on top of ICP and business problem profile signals, we’ll help your GTM teams prioritize “winnable” accounts and cut wasteful time on accounts that have a limited chance of moving forward.
Account Intelligence
Account insights for the complete buyer’s journey and customer lifecycle so marketing will know how to create demand with the “most winnable, ready and accessible” accounts and sales and CS teams will know how to address the why change, why now, why you, why stay, why evolve and why expand conversations.
Improve Your Aim, Grow Your Pipeline and Win with ICP Management Services
Discover the companies you should target
Our platform will help build you a living model that represents your best customers and uses it to find net-new targets that fit the profile in existing and entirely new markets.
65%
increase in net-new accounts
Get prioritized target account lists for every GTM function
With dynamic and prioritized target account lists for every GTM function, you’ll know you’re investing your time and resources engaging with the prospects that show the most promise.
67%
improvement in new logo acquisition cost
Get the enablement every GTM function needs to land and expand ICP accounts
With the right content, messaging, stories, POVs, account-based value props and the right account insights, your GTM teams will be able to create more high-value wins with the accounts that show the most promise. Your teams will accelerate sales cycles, increase enterprise win rates and double their deal sizes.
114%
increase in enterprise win rates
Why 6sense Intent Data is Not Predictive Like You Think
Let’s discuss how you can build an ICP management program that lands and expands more high-value. winnable, accessible, and ready accounts.
When you book your free ABM strategy program, we will:
- NDiscuss your current ICP and share how you can rethink your ICP so it becomes more predictive.
- NAssess your current pipeline and see how much of your pipeline is made up of ICP accounts.
- NGain an understanding of your business goals and challenges and share how your ICP and ABM accounts should support your business goals.
- NShare account-based approaches that will help the team win with more ICP accounts.