### The Ideal Customer Profile (ICP) defines the firmographic, environmental and behavioral attributes of accounts expected to become a company’s most valuable customers. **To assist with defining our ICP we are following the framework laid out by [TOPO](https://drive.google.com/drive/folders/1NMCEG8GWiX6r8JYjtp_r_EVygRdPphMe), an advisory firm that will assist in our development.** **Here is a good overview of the [ICP development process](https://docs.google.com/document/d/1JlsesMvqalTeqMtJMrt1N48SYdx4KVprRF1Ti75pgUM/edit). Below is the process we are following** #### 1. Collecting the data * **Identify initial [list of attributes for MVC ICP](https://gitlab.com/gitlab-com/marketing/account-based-marketing/issues/10)**- done * **[Identify tiger team](https://gitlab.com/gitlab-com/marketing/account-based-marketing/issues/23) for developing ICP**- done * **Conduct [ICP survey](https://gitlab.com/gitlab-com/marketing/account-based-marketing/issues/21) with tiger team & greater org**- ~~launching Monday January 13~~ launched Wednesday January 15th- done * **Gather [data sources](https://gitlab.com/gitlab-com/marketing/account-based-marketing/issues/22) including survey results**- due to tiger team Friday February 7th- done * Develop two lists of attributes from stakeholders & internal data * Compile data and identify the common attributes * Collect the data we have on distinct difference between closed-won and closed-lost #### 2. Analyze the data collected to align on a list of key attributes for our ICP accounts * **Host [ICP Tiger team workshop](https://gitlab.com/gitlab-com/marketing/account-based-marketing/issues/31)**- done * Tiger team meets to review the results and determine the top attributes from the data collected, both qualitative and quantitative * Review list of attributes and determine which are useable to identify our ICP (i.e. if an attribute is only discoverable through having a conversation, it should be scrubbed from the list) * Review attributes list and combine the two lists * Attributes prioritized based on must have and nice to haves * Confirm core & additional criteria which will be used for tiering accounts in our account based strategy #### 3. Finalize Ideal Customer Profile * **[pull target list based on initial ICP attributes](https://gitlab.com/gitlab-com/marketing/account-based-marketing/issues/37)- due February 21 * **Handbook update on finished product (agreed upon ICP) & tiered strategy**- due February 25 * [Enablement session on our ideal customer profile](https://gitlab.com/gitlab-com/sales-team/field-operations/enablement/issues/143)- TBD * **[qualifications and tiered strategy](https://gitlab.com/gitlab-com/marketing/account-based-marketing/issues/2) finalized and updated in the handbook**- due February 25 #### 4. Review ICP annually (not covered in this epic but adding for visibility on overall process) * **Quantitative data on accounts closed in the past 12 months** * **Feedback from tiger team based on specific changes** * **advances in product**