ICP & segmentation
Define who you sell to, segment your TAM, and build a target list that reflects your real buyers.
Account prioritization
Account prioritization is the process of ranking target accounts to determine where sales teams should focus their immediate efforts and resources.
Bullseye framework
A strategic model that organizes a target market into three concentric circles to focus sales and marketing efforts on the highest-potential accounts.
Buyer persona
A semi-fictional, detailed profile of a key individual within a target company, outlining their role, goals, and motivations to guide marketing and sales engagement.
Economic buyer
The economic buyer is the person within a buying organization who has discretionary budget authority and the final power to approve or veto a purchase.
End user
The end user is the person within a customer's organization who directly interacts with and uses a product or service in their daily work.
ICP fit score
An ICP fit score is a numerical rating that quantifies how closely a company matches an organization's Ideal Customer Profile (ICP).
Ideal buyer
An ideal buyer is a detailed profile of the specific individual within a target company who is most likely to champion and purchase a product.
Ideal Customer Profile
An Ideal Customer Profile (ICP) is a detailed description of the type of company that gains the most value from a product and is most profitable to acquire.
Jobs-to-be-Done
Jobs-to-be-Done is a framework that frames customer motivation as the 'job' a person is trying to accomplish, shifting focus from product features to buyer outcomes.
Lookalike account
A lookalike account is a prospective company that statistically resembles a business's best existing customers based on shared firmographic and behavioral attributes.
Named account
A named account is a specific company explicitly assigned to a sales representative or team for focused engagement over a defined period.
Segmentation
Segmentation is the process of dividing a broad market into distinct subgroups of companies that share similar characteristics and buying behaviors.
Serviceable Addressable Market (SAM)
Serviceable Addressable Market (SAM) is the portion of the total market that a company can realistically target and serve with its current products and sales channels.
Serviceable Obtainable Market (SOM)
Serviceable Obtainable Market (SOM) is the portion of the SAM that a company can realistically capture, given its current resources, strategy, and market position.
Target account list
A target account list is a curated set of high-value companies that a sales team commits to engaging over a specific period, such as a quarter or year.
Technical buyer
A technical buyer is a stakeholder within a buying committee who validates a product's technical feasibility, security, and integration capabilities before a purchase.
Total Addressable Market (TAM)
The Total Addressable Market (TAM) represents the maximum possible revenue a company could generate by selling its products or services to 100% of a specific market.