Segment

Standard criteria
Account Client 1 Client 2 Client 3
Sub-industry
Location
Revenue, $
Team size
Our revenue, $
Share in segment revenue, %
Share
What was in company's
their revenue,
core challange they %
couldn't
solve with themselves?
Why did theygoals
Strategic choose our company?
related to our
product/service
Non-Standard criteria (take them from se
Marketing/Tech Stack
External expertise
International branches
Running paid acquisition
Buying committee
Champion (job role)
Age
Goals
Concerns/objections during sales process
Factors that influenced on purchasing decision
Stage when joined the sales process
Publicity/social media activity
Linkedin profile
Decison maker (job role)
Age
Goals
Concerns/objections during sales process
Factors that influenced on purchasing decision
Stage when joined the sales process
Publicity/social media activity
Influencer (job role)
Age
Goals
Concerns/objections during sales process
Factors that influenced on purchasing decision
Stage when joined the sales process
Publicity/social media activity
 Blockers (job role)
Age
Goals
Concerns/objections during sales process
Stage when joined the sales process
Publicity/social media activity
Factors that influenced on purchasing decision
 Standard criteria
Client 4 Client 5 Client 6 Client 7 Client 8 Client 9

ard criteria (take them from segmentation template)

Buying committee
Client 10
ICP Description
Segment B2B Enterprise SaaS
Sub-industries MarTech, FinTech Belgium, Sweden, Finland,
Israel, Netherlands,
Location UK, Germany, USA
Revenue, $ 500k - 1 500k
Team size 5-15
Organization challenges and 6. Low brand awareness and weak value prop -
Why should they choose us customers
pain points don't get
6. Roadmapping as awhat they pay
standalone for
low-ticket product to evaluate each other before long-term
(value proposition 7. Advisory and execution - I become an external vp of marketing
Strategic goals related to our 7. Understand better customer needs and improve
hypothesis)
product/service product
1. CRM + value proposition
Marketing/Tech Stack 2. Cold outreach/sales automation
2.
3. Research and validation
LinkedIn Sales Navigatorfreelancers
External expertise 3.
1. Actively consume content oncourses
Attend 2-3 marketing/sales per year
LinkedIn
Social media activity 2. Follow sales/marketing resources like Sales Hacker, Hubspot, etc
International branches No
Running paid acquisition Irregular spendings ($1-2k per month)

Buying committee
Members Researchers
Age 28-35
Jobthey
Stage when rolesjoin sales CMO, Marketer, CEO
process
Responsibility
relevant to ourarea
product/service
Core customer journey
stages
Reasons to block
Drivers
Target resources
Social media activity
 B2B Service-based companies
Cus Dev, system integration, Hardware tech products
Russia, Poland, Czech
1 500k - 3 000k
50 - 100
5. Low brand awareness and weak value prop - customers
don't get
cket product to evaluate what they
each paybefore
other for (commoditizing themselves)
long-term engagement
n external vp8.ofUnderstand
marketing better customer needs and improve service
+ value proposition

per
n year
ke Sales Hacker, Hubspot, etc
At least, one
No

Buying committee
Influencers Decision makers
40-45 35-45
Head of sales, external consultants CEO
 Blockers
35-45
makes a research, marketer could be
a blocker
Questions Customer 1 Customer 2 Customer 3
Customer 4 Customer 5