99% of SaaS companies say they’re focused on their ideal customer profile (ICP). But only a select few could show me this chart 👇

What it means to be focused on your ICP:

1️⃣ You know exactly how many accounts are in your ICP

2️⃣ You've identified the exact buyers and can market to them.

3️⃣ You know how many are aware of you. They're consistently opening your emails, engaging with your ads, visiting your website, etc.

4️⃣ You know how many are interested. These prospects are self-educating through interactive demos, signing up for a free account, attending a webinar, or viewing high-intent website pages. (Ideally these become high-intent leads for warm outbound)

5️⃣ You know how many are considering a purchase. You can think of these are SQLs, but they could be PQLs/PQAs as well

6️⃣ You know how many are selecting, meaning they're engaged in a buying process

7️⃣ You know how many have chosen you, becoming an enterprise customer.

If you look at GTM effectiveness this way, it doesn't matter whether you invest more in PLG, automated outbound, SEO, paid ads, BDRs/SDRs, or something else entirely.

What matters is that you ultimately reach the right people and turn them into customers.

Now the hard part: figuring out what to call this. ABX? Marketing? ABM?