Advanced ICP segmentation
Stop selling to everyone. Choose who
We define your ideal customer with real data: firmographics, buying signals and scoring, turned into microsegments that sales and marketing can activate.
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What ideal customer profile segmentation is and why it matters
The ICP, or ideal customer profile, describes the companies that get the most value from your offering and bring the most value to your business. Many companies define it in a generic sentence, or simply keep it in the sales team’s heads. We build it from your data: we analyze your best customers, the ones you lost and the ones that never bought, and find the patterns that set them apart. With the help of AI we turn those patterns into measurable criteria, a scoring model and actionable microsegments for prospecting, campaigns and content.
The challenge
Signs of a poorly defined ICP
Full pipeline, few closed deals
Lots of opportunities that stall because they don’t fit what you sell. Your sales team wastes time on accounts with no potential.
Campaigns for everyone
Generic messages that resonate with no one and budgets spread without focus. The cost per qualified opportunity keeps rising.
Marketing and sales out of sync
Each team has its own idea of what a good lead is. Without a shared standard, qualification turns into an argument.
Decisions based on gut feeling
Target industries and company sizes are chosen out of habit. There is no data on profitability, sales cycle or retention by segment.
The best lead is the one that fits, not the one that is most common.
What we do
How we build your ICP segmentation
We combine data analysis, research and AI models.
Customer portfolio analysis
We study your current customers by revenue, margin, recurrence and sales cycle. We identify the traits shared by those who generate the most value.
Firmographic criteria
We define the ideal customer’s industry, size, revenue, geography, business model and digital maturity. We separate must-have criteria from nice-to-have ones.
Intent and context signals
We detect signals that anticipate a need: hiring, expansion, technology changes, digital activity. We prioritize them by their predictive power.
Scoring model
We build a fit and intent score that rates accounts and contacts. We integrate it into your CRM so prioritization is automatic.
Actionable microsegments
We split the ICP into microsegments with their own needs and messages. Each with its own value proposition, preferred channel and talking points.
Buying committee personas
We map who decides, who influences and who uses within each account. That way every message reaches the right person with the right argument.
How we work
Our working method
Data collection
We gather data from the CRM, billing, website and external sources, and interview sales and key customers.
Analysis and patterns
We apply statistical analysis and AI to find the variables that set your best customers apart.
ICP definition
We formalize criteria, segments and personas in a document shared by marketing and sales.
Scoring in the CRM
We set up the scoring model and data enrichment so it works day to day.
Validation and fine-tuning
We measure conversion by segment and recalibrate the model with each quarter’s actual results.
What’s included
What deliverables you get
Who it’s for
Who this service is for
Growing B2B companies
That want to scale prospecting without multiplying the sales team or the acquisition budget.
Overloaded sales teams
That need to prioritize accounts and spend their time on the opportunities most likely to close.
Companies entering new markets
That launch a product, enter a new industry or expand to another country and need to know who to target.
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Frequently asked questions
What we’re often asked.
What is an ICP in B2B marketing?
The ICP, or Ideal Customer Profile, describes the type of company that benefits most from your product or service and brings the most value to your business. It is defined by criteria such as industry, size, revenue, geography, technology or needs, and serves as the basis for prospecting, campaigns and lead qualification.
What is the difference between an ICP and a buyer persona?
The ICP describes the ideal company; the buyer persona describes the people within that company involved in the purchase. You need both: the ICP tells you which accounts to target and buyer personas tell you who to talk to within each account and with what message.
What data is needed to segment the ICP?
Ideally we start from your CRM and billing data: customers, won and lost opportunities, amounts, margins and cycle length. We complement it with external firmographic data, digital behavior and interviews with the sales team. If your data is incomplete, the project itself includes enriching it.
How does AI help with ICP segmentation?
AI makes it possible to analyze many variables at once and find patterns that go unnoticed at first glance, enrich company data automatically and maintain a score that learns from results. Always with human oversight to validate that the segments make business sense.
How often should the ICP be reviewed?
We recommend reviewing it at least once a year, and whenever your offering changes, you enter a new market or you see conversion by segment drifting. With scoring connected to the CRM, the review relies on real data rather than impressions.
Next step
Our business is to grow yours
Tell us who you sell to today and we’ll help you discover who you should be selling to tomorrow.