Evaluate Your Account-Based Landscape How To Identify Companies That Fit Your ICP Your ICP is a set of characteristics that best identify the accounts that will have the most success with your product and be the most profitable for your company. In many cases those attributes are a mix of things that can be easily identified prior to you beginning your marketing and sales efforts, and characteristics that you need to discover through research. Start with accounts that you have in your CRM and narrow the list down to those that have the firmographic fit for your ICP. For the attributes that you don’t have in your CRM, you need to look for data sources that can reasonably identify other characteristics that fit your ICP. A good example would be: if your solution is most valuable to companies that are growing their software development efforts, you could find a data source that looks for job openings in software engineering. To identify the companies that fit your ICP you will want to take 3 steps. You should start by evaluating the accounts in your CRM and the account data that you have on those companies. Once you have identified data gaps, you will want to look for sources to augment the data you have. The Complete Guide to Effective ABM Targeting 12