ICP-Radar Chart Concept

Overview

An existing Ideal Customer Profile model leaned on just one to three dimensions. I parsed hundreds of account, contact, and lead fields to shortlist eight to ten candidate dimensions — MEDDPICC coverage, contract-expiration timing, industry proximity to recent cyberattacks, engagement counts, and more — and built a point-in-time model in Excel with adjustable weighting.

Five scoping tiers let executives, actioning teams, and analysts read the same model at the right resolution. I presented it to the Director of Global Marketing Operations and VP of Marketing.

Impact

• The concept was deferred because the year's ICP was already set, but it's retained for ongoing monitoring and reviewed periodically at leadership request.
• It opened cross-functional discussions with Business Analytics and Operations.
• It led to a commission to investigate additional data dimensions and how AI could support the model reliably.

Categories

Tools