A successful GTM strategy isn’t based on guesswork—it’s data-driven, surgical, and tailored to your ideal customer profile (ICP). But here’s the truth: having data is great, but if it’s the wrong data, you might as well be throwing darts blindfolded.
Let’s talk about getting the right data, and how Gradient Works can help you level up your game with a little something we call the 3+1 method for building your ICP.
The ICP data bottleneck (why your ICP might be messing you up)
Most of us understand that defining your ICP is foundational for a killer GTM strategy. But if you’re relying on generic data, your GTM is already handicapped. That’s why we like the 3+1 method to get your ICP on point. You need three standard pieces of data, plus one factor that’s unique to your business.
Let’s break it down:
- Size: This is your proxy for buying power. Bigger companies usually mean bigger budgets. But size metrics vary—whether it’s revenue, employee count, or another factor—it tells you how deep their pockets are and how you should approach them.
- Industry: A proxy for what the company does. This part is key because it shapes their challenges, pain points, and priorities. Whether they’re in manufacturing, tech, or retail, understanding the industry helps you position your solution correctly. And quick note—NAICs codes? Yeah, those suck for sales. You need data that actually gives you a view into what’s happening on the ground.
- Geography: This covers everything from legal regimes to language barriers, time zones, and cultural differences. You’re not just figuring out where they are on the map—you’re understanding how geography impacts their buying decisions and sales processes.
Now, if you’re tracking along, that’s the foundation. But here’s where things get interesting—the +1.
- The missing piece: This is the part that makes your ICP different from everyone else’s. It’s the piece that no standard CRM data or enrichment tool can give you. Maybe it’s their tech stack, compliance requirements, or a specific use case that only your solution solves. And this is where Gradient Works’ AI researcher comes in. It finds and delivers that unique missing piece for your ICP, so you’re not just making guesses—you’re acting on real, tailored insights.
How Gradient Works and AI researcher solve the ICP bottleneck
Here’s the deal: you can’t create a data-driven GTM strategy if your ICP data has gaps. That’s where Gradient Works comes in. Our AI researcher is designed to dig deeper, pulling out the key information your reps need to prioritize accounts and close deals. No more relying on generic data sets or wasting time with manual research.
This tool goes beyond surface-level data—it finds the insights that actually matter for your GTM strategy, whether that’s uncovering tech stacks, understanding a company’s compliance landscape, or tracking specific business initiatives. With this level of detail, your team can execute with precision and drive results faster.
Nail your 2025 GTM strategy
In 2024, the name of the game is precision. A data-driven GTM strategy is non-negotiable, but you’ve got to ensure you’re working with the right data—data that goes beyond the basics and gives you actionable insights. With Gradient Works and the 3+1 method, you’ll have everything you need to crush it this year.
So, what’s the missing piece in your ICP, and how are you going to fill that gap? You don’t have to guess anymore—let Gradient Works do the heavy lifting and make 2025 your breakout year, drop us a line if you want to learn more!
