How to find your Ideal Customer Profile 'ICP' in B2B SaaS
Master B2B SaaS growth by identifying your Ideal Customer Profile in 2 weeks—essential for scaleups aiming to amplify their market impact.
This course is no longer available.
Explore other courses
We've helped these companies grow
Course overview
Unlock step-changing growth with your ICP
In the constantly evolving world of B2B SaaS, understanding and pinpointing your Ideal Customer Profile (ICP) is not just an advantage—it's a necessity for scaling and sustained growth.
Our course, "How to Identify and Find Your Ideal Customer Profile in B2B SaaS," is designed to transform B2B SaaS scaleups from broad-spectrum marketing and product efforts to targeted, high-impact strategies.
Through a meticulously crafted 2-week program, you'll journey from the fundamentals of the B2B SaaS landscape to mastering the art of customer profiling. By the end, you'll not only have a comprehensive ICP but also the tools and insights to continuously refine and align your strategies with your market's evolving needs.
________________________
Week 1: Lay the groundwork with an in-depth understanding of B2B SaaS and the science behind effective customer profiling.
Dive into research methodologies, learning how to gather and analyze data to build a solid ICP foundation.
Week 2: Uncover strategies to find and develop targeted engagement campaigns tailored to your ICP, ensuring every marketing and sales effort counts.
Measure success and learn to iterate on your strategies for continuous improvement and adaptation.
By the end of the course, you'll not just find your ICP—you'll understand how to engage, delight, and grow your customer base effectively, ensuring your B2B SaaS business thrives in a competitive landscape.
You can also check out our article "How to find your first ICP" to get a taste of what we'll cover:
https://www.leahtharin.com/p/how-to-find-your-first-icp-guide
Who is this course for
01
B2B SaaS Founders & Executives ready to refine their market strategy by identifying & targeting their ideal customers to accelerate growth.
02
Marketing & Sales Leaders looking to deepen their understanding of customer profiles for more effective targeting & engagement strategies.
03
Product Managers & Strategists seeking to align product and marketing efforts with the needs and behaviors of their most valuable customers.
What you’ll get out of this course
Mastering Ideal Customer Profile (ICP) Identification
Gain the skills to accurately identify and define your ICP, understanding the nuanced needs, behaviors, and decision-making processes of your most valuable customers.
Research Methodologies for Data-Driven Profiling
Learn how to deploy both qualitative and quantitative research methodologies to gather actionable data, ensuring your ICP identification is based on solid, empirical evidence.
Crafting Targeted Engagement Strategies
Develop specialized marketing and sales strategies that resonate deeply with your ICP, enhancing both engagement rates and conversion outcomes.
Continuous ICP Evolution and Market Adaptation
Understand the dynamics of evolving markets and learn to adapt your ICP accordingly, ensuring your business remains aligned with market needs for sustained growth.
Analytics and KPIs for Measuring ICP Strategy Success
Discover how to establish and monitor key performance indicators (KPIs) that accurately measure the effectiveness of your ICP strategies, providing insights for iterative improvement.
Practical Application Through Case Studies and Real-World Examples
Engage with case studies and real-world examples that illustrate successful ICP strategies, offering clear, actionable insights you can apply directly to your business.
What’s included
Live sessions
Learn directly from Leah Tharin & Andrew Michael in a real-time, interactive format.
Lifetime access
Go back to course content and recordings whenever you need to.
Community of peers
Stay accountable and share insights with like-minded professionals.
Certificate of completion
Share your new skills with your employer or on LinkedIn.
Maven Guarantee
This course is backed by the Maven Guarantee. Students are eligible for a full refund up until the halfway point of the course.
Course syllabus
Week 1
- 📹
[5 Min] Introduction to B2B SaaS: Industry Evolution and Trends
- 📹
[4 min] ICP Definition (Wedge / Overall Market)
- 📹
[4 min] The Hidden Costs of Not Focusing on Your ICP
- 📹
[5 min] Characteristics of an ICP
- 📹
[5 min] ICP vs. Buyer Personas, Anti-ICPs
- 📹
[4 min] When should you define an ICP
- 📹
[5 min] Common Mistakes
- 📹
[3 mins] Triangulation and Methods By Company Stage
- 📹
[2 mins] Standardising Segmentation
- 📹
[3 mins] Data Enrichment
- 📺
[Live] Group Discussions on Defining ICPs
- 📺
[Live] Case Study Analysis
- 📺
[Live] Q&A Session
1. The Evolution of B2B SaaS and the Role of ICP
2. What is an Ideal Customer Profile (ICP)
3. Introduction To Research Methodologies
4. Defining Your Ideal Customer Profile In B2B SaaS [LIVE]
Week 2
- 📹
[12 mins] MVP Quantitative Analysis
- 📹
[5 mins] Calculating The Market Size
- 📹
[12 mins] Quantitative Analysis Techniques
- 📹
[16 mins] Panel Studies (Max Diff & Van Westendorp)
- 📹
[6 mins] Participant Recruitment
- 📹
[11 mins] Analyzing Customer Feedback and Reviews
- 📹
[7 mins] Conducting Effective Customer Interviews
- 📹
[20 mins] Finding good Use Cases: Jobs to be Done Theory Introduction
- 📹
[10 min] Interviewing Technique: Switch Interviews
- 💡
(Optional) Further Reading on Jobs to Be done
- 💡
(Optional) Switch Interview Questions and Example
- 📹
[3 mins] Market Reports
- 📹
[4 mins] Analyzing Market Trends
- 📹
[5 mins] Competitor Analysis
- 📹
[3 mins] Social Media Analysis
- 📺
[Live] Research Tools Demo
- 📺
[Live] Q&A Session
- 📹
[6 mins] The Do's and Don'ts When Using Your ICP
- 📹
[12 mins] Aligning ICP with Marketing, Sales, & Product Strategies
- 📹
[4 mins] Crafting Targeted Marketing Campaigns
- 📹
[7 mins] Sales Tactics Tailored to Your ICP
- 📹
[11 mins] Internal Documentation & Presentation
- 📹
[4 mins] Managing Team Dynamics Defining an ICP
- 📹
[3 mins] Key Performance Indicators (KPIs) for ICP Success
- 📺
[LIVE] Course Learnings Summary
5. Quantitative Data Analysis
6. Qualitative Research Techniques
7. Market Analysis
8. Research, Validation, and Strategic Application of Your ICP [LIVE]
9. Practical Applications & Engagement Strategies
10. Team Collaboration and Strategy Execution
11. Measuring Success With Your ICP
12. Course Conclusion [LIVE]
Week 3
Week 4
Bonus
- 📄
Internal ICP Presentation Template
- 📊
MVP Quantitative Analysis / Lead Scoring Model Sheet
- 📄
User Interview Template
- 📄
ICP Team Interview Script
- 📊
Cohort Conversion Rate Sheet
- 📊
Buyer Personas (Max Diff & Van Westendorp) Study Sheet
Resources
Meet your instructor
Leah Tharin
Leah Tharin
CPO / Scale Up Advisor
Leah Tharin specializes in bringing product-led growth and sales-led together in B2B and is the:
- Author of the #1 most-read PLG Guide worldwide
- Chief Product and Growth Officer at GotPhoto
- Previous Product Lead at Smallpdf a Scale up with over 50,000,000 monthly active users
- PLG & Growth advisor to a dozen companies
- Portfolio Advisor @ Notion Capital.
Andrew Michael
Andrew Michael
Show Host of Churn FM / Growth & Analytics
Andrew Michael specializes in retention-led growth in B2B SaaS and is the:
- Show host of Churn FM the #1 retention-focused podcast
- Previous Head of Business Intelligence at Hotjar where he led the research and development of ICPs for the GTM strategy twice.
- Founder of 5 companies, sold 2, and 3 died with powerful lessons.