An ICP sharp enough to run outbound on.
Two weeks from kickoff to an actionable Ideal Customer Profile — backed by your own data, your win/loss patterns, and a prioritised buyer map your sales team will actually use.
Two-week sprint Works with your data Deliverables, not decks
Why most companies don't really have an ICP
Most B2B companies can list their best customer by industry and size, but can't tell you which buying triggers make a deal close. That's not an ICP — that's a target list.
A useful ICP is actionable: it tells your SDR exactly which 2,000 accounts to target this quarter, with which opening message, and why. Defining that requires looking at your actual closed-won deals, the time they took, the objections raised, and the buyer journey.
An ICP definition service does exactly that work — in a compressed timeline, with someone external who doesn't have internal political commitments to existing assumptions.
The two-week sprint
Day 1–3: Evidence gathering
Pull closed-won, closed-lost and stalled opps. Interview 3–5 customers.
Day 4–7: Pattern mining
Find the variables that correlate with close rate, deal size and speed.
Day 8–10: Sharpening
Build the primary and secondary ICP with exclusion criteria.
Day 11–14: Operationalise
Deliver target account lists, buyer personas, messaging hooks and a go-do for sales.
When this sprint makes sense
Good fit
- Post-PMF, pre-scale (roughly €500K–€5M ARR)
- Have at least 20–30 closed deals to analyse
- Planning to invest in outbound, paid or ABM
Not a good fit
- Pre-PMF (< 10 deals)
- Already running a disciplined ICP process internally
Questions we hear all the time
What's the deliverable?
Written ICP document (primary + secondary + exclusion), scored account list of 500–2,000 accounts, buyer persona pages, and messaging hooks per persona. Format is usable — Notion, Slides or PDF.
Do you run the outbound afterwards?
You can keep the ICP and run outbound internally or with someone else. Or you continue with our SDR as a Service and we use it immediately. Both are supported.
Explore related topics
Let's see if we're the right fit.
30-minute call. We'll tell you honestly whether we can help — or if someone else is a better fit.
Or email us at contact@unlockmanagement.com