How to scale your business with your ideal customer in mind

How to scale your business with your ideal customer in mind

Learn how to use data to define and redefine your ICP as your business evolves (and how Clearbit and Frame.io did just that).

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New HubSpot ICP book cover

What's inside

1

Chapter 1

Introduction: Finding your Ideal Customer Profile (ICP)

Why defining your ideal customer profile is necessary to improve efficiency and drive alignment across the business

2

Chapter 2

Building a holistic go-to-market strategy with your ICP at the forefront

Breaking down TAM, SAM, SOM, ICP, and personas and how, together, they help you form a complete go-to-market strategy

3

Chapter 3

How to reverse-engineer your ICP

Defining your ICP in five steps.

4

Chapter 4

Activating your ICP

Creating buyer-centric experiences that convert

5

Chapter 5

Frame.io's story: How to move upmarket

The process for defining the best segments to grow into

6

Chapter 6

Clearbit’s story: why redefine an ideal customer profile?

When it's time to get critical about how you grow

7

Chapter 7

The search for a healthier ideal customer profile

The surprising result of our lifetime value-based ICP analysis

8

Chapter 8

Moving your business forward with your ICP

Revisiting your ICP as your business changes

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