How do we define our ICP together?
In onboarding, starting from your best current clients. You sign off on the final document, and it decides who we contact, which meetings count and what you pay for.
How do we define our ICP together?
We look at your best current clients: industry, headcount, number of locations, how far they are from your office, what they had before you (a part-time IT guy, break-fix, nothing), what made them switch, and who signed. That tells us who actually buys from you, which is a better starting point than who you would like to sell to.
Then we add disqualifiers, meaning the businesses that look right but never buy: too small, an in-house IT team, franchise locations with a corporate vendor, and whatever else your history shows. You sign off on the final ICP document. From then on it drives targeting, qualification and billing: a meeting that doesn’t match it isn’t billable.
What is in the ICP document?
Industry, company size floor and ceiling, region, the decision-maker we want in the room, the disqualifiers, and the written definition of a meeting held. Each line is specific enough to check a real company against. An illustrative example and the full process are on the ICP and target lists page.
Can the ICP change later?
Yes, in writing, and by agreement. If the market feedback shows one vertical replies and another doesn’t, or you want to add a region, we update the document and both sign off again. What never changes without your signature is the standard your meetings are billed against.