The goal of this article is to help you identify your Ideal Client Profile (ICP) by generating a list of 100+ target accounts and analyzing unique criteria among the companies on that list to find similar companies.
To learn more about how DataFox customers are using Advanced Insights for ICP analysis, click here to view a case study from Talkdesk.
If you still have questions about configuring Advanced Insights, please see the Step by Step article.
To begin, navigate to the Advanced Insights tab and select your list of target companies.
After you access your list, you can review the categories to identify unique metrics among your target companies when compared to companies in the database. For example, we’ll look at Headcount, Total Funding, and Keyword Clusters to identify this example ICP.
Under Headcount, you can see the various forms of criteria and significance. A higher significance indicates a better criteria for targeting ideal clients. In this example, companies above 200 employees have strong significance (Z-Scores).
For Funding, we want to look at companies with funding rounds greater than $100M based on the significance (Z-Score).
And for Keyword Clusters, our high value targets are companies are in the Enterprise Software and Software as a Service (SaaS) industries.
Now that you’ve identified some ICP criteria, you can push this into Account Scoring using the results from your Advanced Insights to identify your TAM and target other prospects using Account Scoring.
To do so, you’ll add weights from the criteria you gained using Advanced Insights. Start by navigating to Account Scoring and then select “Add Criteria.”
From our examples we’ll use Headcount, Funding, and SaaS (as our keyword). When you select “Add Criteria” you’ll want to select the proper options, like shown below.
With this criteria established, it will show up in our Account Scoring instance.
We’ll repeat the same process for the next two criterion: funding above $100M and SaaS as our Keyword.
Afterword, once the criteria are created, add the appropriate weights.
Advanced Insights will help you nail your ICP and identify your true TAM by leveraging statistical analysis across 3.4 million+ companies.
If you have additional questions, please reach out to us at firstname.lastname@example.org.