ICP audit
The best strategies in the world won’t help if you’re targeting the wrong buyer. We fix that. Inverta can create a clean, data-defined profile of your ideal customers (ICPs) using regression analyses on past deals. We then incorporate your company’s future-forward strategy. The result of this work is often surprising. For example, your net-recurring revenue (NRR) buyer rarely matches your annual recurring (ARR) buyer. - Get clear on your ICP - Review the project results - Implement that ICP
Why waste time on deals that don’t love you back?
Few things matter more in B2B marketing than getting your ideal buyer persona (ICP) right. If you had to allocate a significant portion of your budget to one activity, this is the one we’d suggest. It makes everything else work and can give your go-to-market team profound clarity—like Rich Copenhagen felt when he brought us into Sysdig.
Rich’s team initially hired Inverta to analyze their ICP, and Inverta asked a harder question: “Are we using the right metric to decide?” Sysdig was focused on winning new business. But viewed from a net-retained revenue perspective, Sysdig had a lot more to gain from expanding existing large accounts. In switching, they significantly increased the value of their existing customer base and addressable market.
Whatever we uncover in this analysis, we can help you implement the result in your marketing, sales, and finance systems, which is key. A new ICP only helps if it’s wired into your lead definitions, handoff agreements, analytics, and sales training.
