Ideal Customer Profile & Buying Group Sprint
Focus your marketing on the businesses and people most likely to be a good fit.
Is this the right
next step?
Your targeting is broad, different teams have different views of the ideal customer or your campaigns reach contacts without a clear picture of who influences the decision.
For B2B SaaS businesses with a defined proposition that need sharper audience priorities before investing further in messaging, research or campaigns. The core scope covers one proposition and one priority market.
A sharper focus.
A shared target.
Duration and fixed fee are to be agreed once the scope and required inputs are clear.
Ideal customer profile
A practical profile of the organisations you want to reach, covering relevant firmographic characteristics, business needs, buying triggers and fit criteria.
Buying-group map
A view of the people involved in the purchase, their likely roles, priorities, concerns and influence on the decision.
Targeting and qualification framework
Agreed signals for prioritising accounts and contacts, with useful exclusions and a brief that can guide list building or campaign targeting.
Evidence gaps and team readout
A clear distinction between supported findings and working assumptions, a prioritised research backlog and a session to align marketing and sales.
From the brief
to your next move.
- Set the focus. Agree the proposition, market and decisions the profile needs to support.
- Review the evidence. Look for useful patterns in customers, opportunities, sales experience and existing research.
- Map fit and influence. Define the account characteristics and buying-group roles that matter most.
- Align and apply. Review the profile with the team and agree how to use it in targeting and qualification.
What we need.
What’s included.
What we’ll need from you
Available customer, prospect and opportunity information; product and commercial context; previous targeting work; and input from people who sell to or support customers. We agree the evidence that can be used before starting.
Scope boundaries
One agreed proposition and priority market, using available evidence and stakeholder input. New interview programmes, purchased data, account and contact list production, and market sizing are scoped separately. The package defines who to target; it does not supply a prospect database.
Before
we start.
Do we need a large customer base?
No, but the available evidence affects the confidence of the findings. Where customer or opportunity data is limited, we make assumptions explicit and recommend how to validate them.
Does this include account and contact lists?
The package provides the targeting and qualification brief. Producing an account or contact list is a separate, explicitly scoped activity.
How is this different from a messaging sprint?
This project clarifies who to focus on and how the buying group works. The Positioning & Messaging Sprint develops the story and value proposition for that audience.
How long does it take and what does it cost?
Duration and fixed fee are to be agreed. We’ll confirm the scope, inputs, review points and timing before the engagement starts.
Let’s find your
way forward.
Talk through your current situation and whether this project is the right fit.