What You'll Learn
✓Define ICP with firmographic + behavioral attributes
✓Score visitors against ICP criteria automatically
✓Use intent signals to prioritize high-fit accounts
✓Build multi-layer ICP filters in Kopimore
✓Align sales and marketing around one definition
✓Measure ICP fit rates across channels
✓Identify ICP drift and recalibrate quarterly
✓Run ICP expansion analysis for TAM growth
Course Curriculum
1
Why Most ICPs Fail
The 3 common mistakes teams make when defining ICP and how to avoid them
14 min
2
Firmographic Foundations
Industry, size, revenue, geography — how to pick the signals that actually predict fit
16 min
3
Adding Behavioral Dimensions
Beyond firmographics: technology stack, hiring signals, and page visit patterns
18 min
4
Scoring Your ICP
Build a weighted ICP scoring model you can apply to every inbound visitor
15 min
5
ICP Filtering in Kopimore
Configure Kopimore's filters to surface only ICP-fit visitors
17 min
6
Territory Mapping with ICP
Use ICP density to design fair, high-potential sales territories
14 min
7
ICP-Based Content Strategy
Create landing pages and ads targeting your exact ICP profile
16 min
8
Measuring ICP Fit Rates
Track what % of pipeline comes from ICP accounts — and optimize for it
15 min
9
Quarterly ICP Reviews
When and how to refresh your ICP definition as your market evolves
13 min
10
TAM Analysis with ICP
Expand your ICP to identify adjacent segments worth pursuing
18 min
Who This Course Is For
Marketing Ops
Teams responsible for defining and maintaining ideal customer targeting criteria
Sales Leaders
Managers building territories, quotas, and sequencing around ICP fit
Demand Gen Managers
Marketers optimizing paid and organic for highest-fit traffic
RevOps Analysts
Operators measuring pipeline quality and conversion by ICP segment
Course Details
LevelIntermediate
Duration2.5 hours
Lessons10 lessons
CertificateYes
PriceAlways Free