ICP-Powered GTM Insights

Articles & Resources

CAPDB Software

Are you working on a customer and prospect database project (CAPDB) in spreadsheets? Move beyond manual, episodic work and explore what Align Software can do for you.

October 28, 2024

Resources

March 24, 2025

Rethinking Go-To-Market Metrics: Beyond Bookings Performance

Marketing leaders in B2B SaaS must evolve beyond traditional lead generation metrics and integrate revenue performance indicators into their strategies. Marketers can better align with business goals, sales teams, and customer success efforts to drive sustainable growth by focusing on revenue retention, profitability, and efficiency.

Resources

March 14, 2025

ICP Segmentation Maturity Maturity Model - 4 Levels

No matter where your organization stands today, the journey to ICP maturity requires a commitment to data, cross-functional collaboration, and continuous measurement and evolution. By progressing through these levels of maturity, companies can realize scalable growth, predictable revenue, and the ability to confidently focus their GTM execution. See where your company is at.

Articles

January 13, 2025

Think you’ve figured out Sales Territory Planning. Think Again.

One area that I see due to be reimagined is sales territory planning. The traditional bottoms-up approach—where individual AEs pick their target prospect accounts—is deeply flawed. A new and better approach powered by driven by data-driven ICP Segments and a unified GTM target account list.

Articles

December 13, 2024

Think Your ICP Is Right? Think Again.

B2B SaaS ICP segments must use lifetime value as a primary attribute. Move beyond short-term transactional thinking and focus on building long-term, profitable customer relationships.