Account Segmentation output is a list of potential accounts built off of the Total Available Market (TAM) that provides your Account Executives a way to prioritize on whom they should focus their most concerted effort. These analyses provide the high level understanding of the size of the potential market, which can be broken down by vertical markets. The Ideal Customer Profile along with company specific firmographic data are used to build the TAM. (examples: revenue size, number of employees) The TAM delivers the output upon which you can build your territory design framework. (6 steps to creating your ICP)

Nearly impossible to have a winning sales strategy if you don’t know what the Ideal Customer Profile looks like. Sounds so simple, but so many organizations struggle to clearly articulate and document what their Ideal Customer Profile is. Why’s this so important:

1. How do you know where your sales “sweet-spot” is?

2. How can you “point” your marketing dollars at the right targets if you don’t know what target to shoot at?

3. How do you create a Demand Generation strategy without defining the target?

4. How do you provide relevant content to the appropriate person at the right point in time if you don’t know the target?

Account Segmentation which includes defining the Ideal Customer Profile is the first step to building the foundation for a world class sales organization. It all starts with the Ideal Customer Profile.