PART THREE > 7 STEPS TO GETTING STARTED WITH ACCOUNT-BASED MARKETING STEP 4: IDENTIFY Industry/vertical AND PRIORITIZE Number of employees TARGET ACCOUNTS Annual revenue Budget Geography The first step is to define your company’s ideal customer Technology they currently use profile, or ICP. An ICP is a description of the company - not the individual buyer or end user - that’s perfect Size of their customer base for your product or service. Your ICP should focus on Level of organizational or technological maturity relevant characteristics of your target accounts such as: Blueprint to Account-Based Marketing | © 2020 Terminus Software, Inc. All rights reserved. 23