
Founders: Here’s how to get your sales pitch in ship-shape — Peter Kazanjy
In Depth
What Is the Right Definition of an ICP?
An ideal customer profile is a description of what the organization looks like and also the people that you're probably going to have to talk to in that organization to get a transaction done. Atrium's early ICP with atrium was we wanted to see a sales organization that had anywhere between like 10 to 50 sellers in the organization. We've since expanded and now we serve, you know, in the ensuing years now we serve organizations up to 500 to 1000 sellers. But early on, if we had tried to service those large organizations, it would have been an absolute disaster. And so early on, you want to be very, very narrow in that ICP.
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