Frequently asked questions
How specific should an ICP definition be?
Specific enough that two AEs reading it would agree on whether a given account fits. "B2B SaaS" isn't specific. "Series B-D B2B SaaS in North America with 200 to 2,000 employees and at least one engineering-led RevOps function" is.
How often should ICP be revisited?
Quarterly at minimum, after each major product release, and any time win rate drops in a specific segment. ICPs that haven't been touched in 12 months are usually wrong by then.
What's the difference between ICP and TAM?
TAM is the total revenue opportunity in your category; ICP is the subset of TAM most likely to buy and succeed with your product. TAM informs investor decks; ICP informs SDR lists.
What's the most common mistake when defining ICP?
Defining ICP backward from existing customers without filtering for survivor bias. The accounts that closed and stayed are not the same as accounts most likely to close. Run the analysis on won/lost.
How does Landbase use ICP definitions?
As the first filter in the scoring waterfall. Every signal, every contact, every trigger event is interpreted in the context of whether the account fits the ICP. Off-ICP accounts with strong signals score lower than on-ICP accounts with weak signals.
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