The five most expensive mistakes in ICP segmentation
Segments that look clean in slides and fall apart in the funnel. What we look for before we trust a segment to drive spend.
You don't get to pause selling while you re-segment. A staged playbook for replatforming the engine while it runs.
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Segments that look clean in slides and fall apart in the funnel. What we look for before we trust a segment to drive spend.
Two functions, one budget line, lots of confusion. Drawing the line between positioning and demand for sharper accountability.
The motion war is mostly a vendor narrative. What hybrid models actually look like in practice — and where they break.