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    2. How do you define your ICP from CRM data?

    How do you define your ICP from CRM data?

    Varun Varma
    1 reply
    When you have data collected from prospects, and customers, into their profiles like demography, firmographics, etc. How do you identify the pattern in the profiles of your customers? Also, what key data points do you focus on?

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    Alex Li
    Assuming you already have some customers (or even trial ones / design partners), you would try to find the pattern there - e.g. mid-size companies that have a ~10 people X team, decision maker with Y background, etc. I would focus on why they see value in your product and try to link them back to firmographics/demographics/technographics.
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