Here’s the framework I used to map out the ICP, buyer persona and value proposition for RevOpsCharlie when starting out - a useful framework to borrow for your own process.

Ensuring your go-to-market teams are clear on your definition of what makes an ideal customer (and what makes a very poor customer) is the foundation of a clean pipeline, higher close rates, and expansion and renewal opportunities.

Here’s a simple table to map out your ideal customer profile.

Whenever you launch an outbound campaign go back to basics with the pipeline pyramid.

Build your campaign foundations with the ICP, the Buyer Personas, and a strong value proposition and offer.