Ideal Customer Profile Development Exercises : Kumar Karpe

Ideal Customer Profile Development Exercises | GTM Dialogues Mumbai Chapter

Kumar Karpe dives deep into the process of developing an Ideal Customer Profile (ICP) for B2B businesses. He discusses the importance of repeatability, motivation, and willingness to pay, while highlighting strategies to overcome indecision in sales and scale effectively. Learn practical tips on leveraging domain expertise, narrowing focus, and crafting a go-to-market approach that drives impact and results."

Timestamps
0:00 - Introduction and Setting the Context
0:45 - Defining the Problem Statement for Ideal Customers
3:20 - Understanding Repeatability Across Industries
5:40 - Three Core Problem Areas: Revenue, Cost, and Customer Satisfaction
8:00 - Motivation and Willingness to Solve Problems
10:10 - The Importance of 10x Impact in B2B Solutions
12:50 - Overcoming Indecision in B2B Sales
15:30 - Repeatability as the Key to Scaling
18:00 - Using a Minimum Viable Segment for Go-to-Market
21:30 - The Role of Domain Expertise in B2B Success
25:20 - Building for the Middle Market and Scaling Strategies
29:50 - Cross-Industry Challenges in Horizontal Products
33:10 - Narrowing Focus for Sharper Execution
36:45 - Transitioning from Product to Promotion in ICP Development
39:30 - Summary and Final Takeaway: "Whom You Want to Sell To"

🌟 Whether you’re a SaaS founder or GTM leader, this session is packed with practical takeaways to help you navigate early growth challenges and thrive in competitive markets.

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🎙️ Connect with:
Kumar Karpe :   / kumar-kapittx  

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