Rethink your ideal customer profile (ICP)
Your demand problem isn’t always about your offer—often, it’s your targeting. How certain are you that you are selling to the right buyer?
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How are you going to stand out in 2026?
Buyers are in control of the buying process. Over 70% of it is happening online. And they are putting companies on their short list of vendors that provide value and establish trust with their content.
How are you accounting for this in your 2026 strategy?
You need to stand out. To make sure your buyers notice you. Let us help you build that into your strategy for next year -->
The Revenue Marketer
Rethink your ideal customer profile (ICP)
Are you playing the long game or still under pressure to "generate leads"?
If you relate to the latter, we feel you! Old habits die hard and form fills are still a key metric at a lot of companies. But with the advancements in technology and AI, listening to and building a relationship with your buying groups through marketing is well within reach. Need help making the shift? We're here to help.
Rethink your ideal customer profile (ICP)
A good portion of the companies we’ve helped over the last year have run into this problem. Some got into thinking that net new business was the only business (what about NRR?). Others got to thinking that all buyers were good buyers. They got fixated on prospects in verticals who were willing to talk but unlikely to buy or be successful.
Get the buyer right and all your existing marketing may start to perform.
About the author
Service page feature
Demand gen
Rethink your ideal customer profile (ICP)
A good portion of the companies we’ve helped over the last year have run into this problem. Some got into thinking that net new business was the only business (what about NRR?). Others got to thinking that all buyers were good buyers. They got fixated on prospects in verticals who were willing to talk but unlikely to buy or be successful.
Get the buyer right and all your existing marketing may start to perform.
Resources
Sysdig increased marketing-sourced contract sizes 36%
Sometimes you don’t need more content, or even more budget—just better targeting. When Sysdig asked Inverta for help with building a campaign, Inverta asked an inconvenient (but valuable) question: Why are we only calculating net-new revenue? What about net-retained revenue?
“What I love about working with Inverta is they stepped back and asked, ‘Are we optimizing for the right thing?’” says Rich there. “That was really eye-opening for me. We were looking at these companies with no consideration for whether they retain and grow.”
So you think your ICP is "good enough"
The old way of building demand was “growth at all costs” but things have changed. With so much spam and slop, buyers’ guards are up. Everyone’s short on attention. You need to dial-in your targeting so you aren’t wasting precious budget marketing to the 95% of people who aren’t in-market this quarter—or the huge pool of people who might click, but will never ever buy.
It's time to rethink your ICP.
Intelex founds its groove with a new ICP
New bookings-focused businesses are missing out on most of the revenue in their market, says Bob Garcia, Founding CMO at AlignICP. Many marketers know this. But how do you change your whole organization including the sales team?
It starts with picking and advocating for new metrics: NRR, CLV, and GRR.
Your ICP can build sustainable growth AND get new logos
If you hold up your target ideal buyer definition to your total addressable market, are they the same list? For many marketers, they are, and that’s a problem. If you aren’t narrowing your focus right now, you’re going to lose out to competitors with a tighter focus and message.
In this guide, the CMO at AlignICP explains the four-stage ICP maturity model.
Get Your ICP in Shape for 2026
Inverta has an expert team that can build you an ICP for 2026 that will lead to:
- more qualified pipeline
- that will convert to revenue
- and produce customers with a higher LTV
Interested? Fill out the form above and we'll get you started!
Starting at $50,000, you will receive:
- An ICP based on data from your CRM: win rates, close rate, ICV
- A Target account list
- A List of segments that win
- A List of segments to avoid
- White space analysis for existing customers
About the author
Service page feature
Demand gen
Rethink your ideal customer profile (ICP)
Your demand problem isn’t always about your offer—often, it’s your targeting. How certain are you that you are selling to the right buyer?
A good portion of the companies we’ve helped over the last year have run into this problem. Some got into thinking that net new business was the only business (what about NRR?). Others got to thinking that all buyers were good buyers. They got fixated on prospects in verticals who were willing to talk but unlikely to buy or be successful.
Get the buyer right and all your existing marketing may start to perform.
Let's get started!
Sysdig increased marketing-sourced contract sizes 36%
Sometimes you don’t need more content, or even more budget—just better targeting. When Sysdig asked Inverta for help with building a campaign, Inverta asked an inconvenient (but valuable) question: Why are we only calculating net-new revenue? What about net-retained revenue?
“What I love about working with Inverta is they stepped back and asked, ‘Are we optimizing for the right thing?’” says Rich there. “That was really eye-opening for me. We were looking at these companies with no consideration for whether they retain and grow.”
So you think your ICP is "good enough"
The old way of building demand was “growth at all costs” but things have changed. With so much spam and slop, buyers’ guards are up. Everyone’s short on attention. You need to dial-in your targeting so you aren’t wasting precious budget marketing to the 95% of people who aren’t in-market this quarter—or the huge pool of people who might click, but will never ever buy.
It's time to rethink your ICP.
Intelex founds its groove with a new ICP
New bookings-focused businesses are missing out on most of the revenue in their market, says Bob Garcia, Founding CMO at AlignICP. Many marketers know this. But how do you change your whole organization including the sales team?
It starts with picking and advocating for new metrics: NRR, CLV, and GRR.
Your ICP can build sustainable growth AND get new logos
If you hold up your target ideal buyer definition to your total addressable market, are they the same list? For many marketers, they are, and that’s a problem. If you aren’t narrowing your focus right now, you’re going to lose out to competitors with a tighter focus and message.
In this guide, the CMO at AlignICP explains the four-stage ICP maturity model.
Get Your ICP in Shape for 2026
Inverta has an expert team that can build you an ICP for 2026 that will lead to:
- more qualified pipeline
- that will convert to revenue
- and produce customers with a higher LTV
Interested? Fill out the form above and we'll get you started!
Starting at $50,000, you will receive:
- An ICP based on data from your CRM: win rates, close rate, ICV
- A Target account list
- A List of segments that win
- A List of segments to avoid
- White space analysis for existing customers
Speakers
Other helpful resources
Rethink your ideal customer profile (ICP)
A good portion of the companies we’ve helped over the last year have run into this problem. Some got into thinking that net new business was the only business (what about NRR?). Others got to thinking that all buyers were good buyers. They got fixated on prospects in verticals who were willing to talk but unlikely to buy or be successful.
Get the buyer right and all your existing marketing may start to perform.
About the author
Service page feature
