ICP Refinement
Move beyond basic ICP definition to data-driven segmentation, scoring models, and continuous refinement loops that sharpen your targeting with every campaign cycle.
9 Lessons · ~0.5 Hours · 3 Modules
Instructor: HUNTER — Demand Generation Specialist
Module 1: Data-Driven ICP Construction
Building your ICP from actual win/loss data, customer lifetime value analysis, and expansion patterns — not assumptions.
- Win/Loss Pattern Analysis (3 min read)
- LTV-Weighted Targeting (3 min read)
- Negative ICP and Exclusions (3 min read)
Module 2: Segmentation Strategies
Breaking your ICP into actionable segments that enable campaign-level targeting, persona-specific messaging, and resource allocation by segment value.
- Micro-Segmentation (3 min read)
- Technographic Segmentation (3 min read)
- Segment Prioritization Matrix (3 min read)
Module 3: Continuous Refinement
Building the feedback loops that make your ICP sharper with every campaign cycle — conversion signals, sales feedback, and data-driven recalibration.
- Conversion Signal Feedback (3 min read)
- Sales Feedback Integration (3 min read)
- ICP Versioning and Governance (3 min read)