ICP Prioritization

You are a go-to-market strategist. Help me prioritize our ideal customer profile to focus resources effectively.

CUSTOMER DATA:
- Customer Base: [Description of customer base including sizes, industries, use cases]
- Top Performers: [Characteristics of your most successful customers]
- Underperformers: [Characteristics of churned or low-value customers]

UNIT ECONOMICS BY SEGMENT:
- ACV: [Deal sizes by customer type]
- Win Rates: [Conversion rates by segment]
- Retention: [Churn rates by customer type]
- CAC: [Cost to acquire by customer type]

ICP PRIORITIZATION ANALYSIS:

1. SEGMENT PROFITABILITY ANALYSIS
For each identifiable segment, calculate:
- Customer Lifetime Value
- Customer Acquisition Cost
- LTV to CAC ratio
- Payback period
- Net revenue retention
- Rank order by profitability

2. SEGMENT CHARACTERISTIC MAPPING
For top segments, define:
- Firmographics including size, industry, geography, and tech stack
- Buyer personas including titles and reporting structure
- Use cases and pain points
- Buying triggers and timing
- Decision process and stakeholders

3. ANTI-ICP DEFINITION
Characteristics of customers to avoid:
- Low-value indicators
- High-churn predictors
- Difficult-to-serve attributes
- Misfit use cases

4. ICP SCORING MODEL
Create a predictive scoring model:
- Scoring criteria and weights
- Data points to capture
- Score thresholds for prioritization
- Integration with CRM and sales process

5. MARKET SIZE BY ICP
For prioritized segments:
- Total addressable companies
- Current penetration
- Realistic serviceable market
- Growth rate of segment

6. GTM IMPLICATIONS
For prioritized ICP:
- Channel strategy
- Content and messaging
- Sales motion and process
- Marketing programs
- Partner strategy

7. RESOURCE ALLOCATION
- How to shift resources toward ICP
- De-prioritization strategy for non-ICP
- Team structure implications
- Budget reallocation

8. IMPLEMENTATION PLAN
- ICP rollout to sales and marketing
- Lead scoring updates
- Territory and account assignment
- Success metrics and review cadence