How to Conduct, Present, and Act on ICP Research?
Your ICP research is bound to fail if you don’t understand the following:
1. Your market
2. What your prospects need
3. How your prospects prefer to be engaged
To ensure it succeeds, you've to make active listening the foundation of your ICP research, gain macro insights from industry experts to understand your market, apply an 80:20 focus between prospects and existing customers, among other techniques.
That's how you shift from scattergun marketing to targeted engagement.
In this episode of GTM On-The-Go, Sonia Moaiery, Director of Product Marketing at Skilljar and Madhav Bhandari, Head of Marketing at Storylane discuss the nuances of conducting, presenting, and acting on ICP research.
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"Previously, there was scope for error and we’ve gone from a process that could be time consuming and painful to a process that’s super quick."
—CHRIS LANCASTER, SUPPLY CHAIN PROJECT