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Strategy
· 8 min read
How to Define Your ICP (With Examples)
The framework we use with every client to define who to target — and who to skip.
Your ICP isn’t a job title. It’s a combination of firmographics, technographics, and buying signals.
We use a 3-layer framework: Layer 1 (Firmographic) — industry, size, geography. Layer 2 (Technographic) — current tech stack, tools they use. Layer 3 (Signals) — recent funding, hiring, leadership changes.
The more layers you stack, the smaller and higher-quality your list becomes.
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