How to Identify a Scalable ICP Before You Burn Budget

A great product is useless without the right customers. Defining a scalable ICP based on gut feelings is the fastest way to burn marketing budget. We provide a data-driven framework to find yours.

Step 1: Analyze Your Wins

Look at your last 20 closed-won deals. Identify common patterns beyond basic attributes: firmographics, technographics (what they switched from), and the trigger events that preceded their search for a solution.

A good ICP is a filter. It should tell you who to ignore just as much as it tells you who to target.

Step 2: Form a Testable Hypothesis

Create a hyper-specific profile: "Series B FinTechs hiring sales managers and using HubSpot." Then, run a targeted outbound campaign to validate it. Do they respond? Do they have the pain you assumed?

The Takeaway

Your ICP is a living document. Re-run your analysis quarterly. Building your strategy on a data-backed, scalable ICP is the difference between systematically acquiring customers and just hoping for them.