An Ideal Client Profile (ICP) and Target Account Lists (TAL) are nothing new in B2B. Yet, what data to layer–and when–is something many organizations have struggled to clarify, leading to wasted resources and lagging efficiency.
That’s why we’re breaking down the steps to build a precise ICP and TAL using firmographics, technographics, and exegraphics–and where intent signals, event triggers, and segmentation should be part of the process.
Sit down with Aaron and Jeff Ha, Chief Go-to-Market Officer at Rev Intelligence, as they discuss:
1. The importance of creating a precise ICP and TAL
2. How to use firmographics, technographics, and exegraphics to segment your market
3. Best practices for tiering and segmentation
4. How and when to use intent signals and event data to target top accounts
KEY MOMENTS IN THIS EPISODE:
0:00 – Intro
2:11 – What does an ICP and TAL do for an organization trying to build efficient growth?
4:49 – Firmographics: what are they and why do they matter?
7:01 – How firmographics impact targeting and buying behavior
7:50 – What are technographics, and how can you use them?
15:30 – Exegraphics: what are they and how can I use them effectively?
13:34 – Can hiring data help improve an ICP? (Yes!)
20:17 – Moving from stable company attributes to using event signals for better targeting
26:15 – How to use segmentation of your TAL for targeting, tiering, and prioritizing your marketing efforts
Jeff Ha, is the Chief Go-to-Market Officer at Rev Intelligence. He’s an accomplished Silicon Valley start-up veteran with a passion for making the workplace a great learning and development environment. Ha previously worked at PLAE, a digitally native sneaker brand, and at NetBase Solutions, a social media analytics company. Earlier in his professional life, Ha was a senior secondary teacher with the U.S. Peace Corps in Namibia, where he overhauled the way math and physical science were taught, dramatically boosting the pass rate. He has a bachelor’s degree in Chemical Engineering from Berkeley and started his professional career as a field nuclear engineer with Schlumberger.
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