Our ICP
| High growth companies | |
|---|---|
| Description | High-growth companies VC-backed in the past 24 months OR >20% YoY sales headcount growth |
| Their pain points | When multiple questionnaires arrive, other work stops. Deals are delayed because key people are busy. Answers take time to find. Dedicated staff are at capacity. Repeated questions cause extra work. Information goes out of date quickly. |
| Size | 30-3000 employees with 3+ account executives |
| Roles | Operators who are accountable for sales enablement and are looking for technology to optimise processes. Examples (in order of decision-making power): - CROs / Sales Directors / Managers - Pre-sales Managers / Senior Solutions Consultants - Account Executives *For early-stage companies, different job titles, such as Co-founder, will take on the roles above. |
| Needs | To standardise information around product/sales/compliance/security/legal to increase trust. They want to delegate the answering of questions down (closer to the customer) in the organisation. Speed up the review process to increase sales velocity and ROI on GTM activities. |
| Has | Growth is their main company challenge. Ambition to grow aggressively when asked how many more RFPs/DDQs they want to do in a year. An infosec Slack channel or equivalent. Tried to hack a solution to this problem in the past. They are using AI to increase efficiency in other parts of their business. |
| Qualification quesitons | Who do the AEs report to? To find the CRO role person. Who is the questionnaire owner? To find the potential champion/person who feels the most pain. Who are the questionnaire collaborators? To find potential influencers and people who can block the deal. What is your biggest company challenge this year? The answer should be about growth. Are they seeking to improve margins or growth? How many questionnaires do you expect to be doing in a year, 2 years? Is the amount 1.5x per year? Are you expecting your customers to be larger or smaller in the next year? What about the following? Realistically, by how much would you like to improve this process? There has to be an ROI case. |
| Who are we speaking to first? Or directly on the website? | Sales Manager |