ICP & target account strategy: know who to sell to.
We identify who you should be selling to and why. Every campaign, sequence and message after this is aimed by it, so it gets built from evidence, not from a workshop.
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Tell us about the business.
It takes about a minute. It reaches the people who would do the work rather than a sales inbox, and if we are not the right fit for what you need we will say so.
Goes to hello@katama.io. No sequences, no newsletter, no list.
● What an ideal customer profile is
An ideal customer profile, or ICP, describes the companies most likely to buy from you, succeed with what you sell, and stay.
Target account strategy turns that profile into a named, prioritized list of accounts and the buyers inside each one. Built from your closed-won data, it decides where every other part of the growth engine spends its time.
Most failure happens in the list.
Most ICPs come out of a workshop. A room agrees on the customer it would like to have, writes it down as a persona, and nobody checks it against the deals that actually closed.
The list then gets built from whatever a data tool returns for a job title and an industry. It looks large, which feels like opportunity, and much of it cannot or will not buy.
Every channel inherits the mistake. Outbound reaches the wrong people, paid media pays to reach them again, and sales spends its week qualifying out accounts that should never have been on the list.
The fix comes first and it is unglamorous: define who actually buys, why, and when, from evidence. Then aim everything else at it.
Services include.
The work starts with your own data: who closed, at what size, how fast, and who stayed. Your best future customers usually look like your best current ones.
Ideal customer profile development
The traits your best customers share, from size and industry to the situation they were in when they bought, drawn from closed deals rather than opinion.
TAM and market segmentation
How many companies actually fit, grouped into segments that differ in what they need and how they buy.
Target account identification
A named, tiered list of the accounts worth pursuing, with the criteria written down so the list stays honest as it grows.
Buyer persona development
The roles inside each account that shape the decision, what each one cares about, and what each one needs to hear.
Intent and trigger identification
The signals that an account is moving into market, such as new funding, a new leader or a hiring push, so outreach arrives when it is relevant.
Messaging and value proposition development
What you say to each segment and each role, in language a buyer can repeat to a colleague who was not in the room.
How the work runs.
Read the evidence
Closed-won and lost deals, CRM history, and conversations with your sales team. The pattern of who actually buys is usually already in your data.
Size the market
How many companies fit, where they sit, and which segments are worth going after first.
Build the list
Named accounts, tiered by fit and deal size, with the buying roles mapped and the triggers to watch for in each one.
Write the message
A value proposition by segment and by role, handed straight to the teams running demand generation, outbound and account-based marketing.
How you know it worked.
Strategy is judged by what it does to the work that follows it, so that is where we measure it.
Win rate by segment
Whether the accounts that fit the profile close more often than the ones that do not. If they do not, the profile is wrong and gets revised.
Meeting acceptance
The share of meetings your sales team accepts as qualified, which rises when the list is right.
Pipeline per account
Opportunity value created from the target list, compared with the accounts outside it.
Who this suits.
- You sell to businesses and your market is larger than you can cover
- Your reps describe the ideal customer differently from each other
- You have closed deals to learn from, even a handful
- You are about to spend on outbound, paid media or account-based marketing
- You have no customers yet to learn from
- You want a list of contacts rather than a strategy
- The target segment has been decided and will not change
- Nobody can share CRM data or time with the sales team
Fair questions.
Is this the same as buying a list?
No. A list is one output of this work, not the work itself. Purchased data is often stale, wrongly titled, or aimed at people who cannot approve anything. We define who belongs on the list first, then research and verify the accounts against that definition.
What if we only have a few customers?
Then the profile starts as a hypothesis and gets tested quickly. A handful of closed deals, lost deals and sales conversations is enough to begin, and the first months of outbound and campaigns show where it was wrong.
Do we need this before outbound or demand generation?
Usually, yes. Every other part of the engine is aimed by it, and a campaign pointed at the wrong accounts costs the same as one pointed at the right ones. Where a company already has a profile that holds up against its data, we confirm it and move on quickly.
Who owns the profile and the account list?
You do. The profile, the account list, the persona work and the messaging live in your CRM and your documents, and they stay yours whether or not you keep working with us.
Works well with.
● Engage
Outbound lead generation
Turns the target account list into conversations with the right decision-makers.
Read● Engage
Account-based marketing
For the highest-value accounts on the list: coordinated campaigns aimed at the whole buying committee.
Read● Attract
Demand generation
Creates awareness with the accounts you chose, before they start looking.
Read