How to Uncover Your ICP

This blueprint provides a structured methodology for identifying the customers your organization should prioritize as it scales. It walks through how to analyze existing customers using SPICED, layer quantitative and qualitative insights, and uncover patterns that signal strong fit, impact, and long-term value. By documenting ICP attributes and defining clear account segments, teams can align Sales, Marketing, and Customer Success around a shared target and create a reliable foundation for account-based strategies, messaging, and execution.

Best For

• Revenue and GTM leaders defining or refining account-based strategy

• CROs and founders seeking more consistent growth from focused targeting

• RevOps and GTM operations teams responsible for segmentation and data modeling

• Marketing leaders aligning messaging and campaigns to high-fit accounts

• Sales leaders prioritizing territories and improving win rates

• Scaling SaaS companies struggling with broad targeting or inconsistent deal quality

Key Takeaways

• ICP development starts with identifying customers you want more of, not just more customers.

• Quantitative data reveals patterns, but qualitative insight explains why they matter.

• SPICED provides a consistent lens for diagnosing fit across customers and segments.

• Strong ICPs evolve as markets, products, and strategy change.

• Clear segmentation makes ICPs actionable for GTM teams.

• Cross-functional involvement builds trust and adoption of the ICP.