Evaluate Your Account-Based Landscape How To Define Your ICP To define your ICP you need to identify the firmographic, environmental, and behavioral attributes of your best customers. You will do this by building lists of your best customers, filling out their firmographic, environmental, and behavioral attributes, and uncovering patterns and similarities. Lists You Will Need: What qualifies as your best customers and how you track that is often unique, so it is hard to prescribe exactly how to do it. You will want to look for customers who have the highest feature adoption, product usage, or likelihood to renew. If you don’t have this information then you could look at all the accounts who have been customers for two or more years. If you’re a newer company or an established company moving into a new market, you might not have enough customers to form a baseline. In this case, your ICP will be based on assumptions and require you to do market research to fill in the criteria. The Complete Guide to Effective ABM Targeting 10 10