Icp Development

How vertical SaaS operators define, sharpen, and defend their ICP. Frameworks for firmographic scoring, buying committee mapping, and killing off bad-fit deals early.

• Playbook: Vertical Market Segmentation Framework

  A systematic approach to identifying, evaluating, and capturing vertical SaaS opportunities. Stop chasing horizontal markets and focus where you can win.

• Playbook: ICP Development Framework

  Stop chasing bad-fit customers. Learn the systematic framework used by Vanta, Clay, and Retool to identify ideal customers and build a targeting strategy that accelerates growth.

• Article: ICP Development for Healthcare SaaS: Beyond Bed Count

  Bed count tells you who can afford healthcare software, not who buys it. How to build an ICP for healthcare SaaS on care setting, workflow, and triggers.

• Article: Legal Tech ICP Development: Why Firm Size Is the Wrong Filter

  Firm size tells you who can afford legal software, not who will buy it. Here's how to build a legal tech ICP on the signals that actually predict a deal.