Hey team, just did a breakdown on how to reverse engineer your ICP 👇
TL;DR: Stop guessing your ICP. Build it from your closed-won data.
Most GTM teams skip the real work: → No closed-won analysis → No rep insights → No documented ICP (Full Post and visual here)
Here's the 4-step system I use:
- 1.
Survey top AEs/CSMs - They see the patterns leadership misses
- 2.
Export & enrich CRM data in Clay - Pull closed-wons, enrich, analyze in Claude for patterns
- 3.
Build a tiered scoring model - Tier 1/2/3 based on firmographic + technographic fit
- 4.
Back-test the model - Run it against your best clients, tweak until they're all Tier 1
Once you nail this, you can focus spend on Tier 1, automate Tiers 2-3, and scale with confidence.
Happy weekend!
