GTM_07Go-To-Market Engine™ 2–3 weeks

Beachhead ICP & Target Account List v1

The wedge ICP — not the future scaled ICP — with a hand-built Tier-1 target account list, disqualification rules and buying-committee map.

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Why it matters

Confusing the wedge ICP with the future scaled ICP is the most common 0→1 mistake. The wedge has to be narrow enough that 100 hand-built accounts saturates it. Without disqualification rules, sales wastes 60% of cycles on bad-fit accounts that will never close.

Scope covered

Wedge ICP definition (firmographic + technographic + behavioural)

Anti-ICP definition (who we explicitly do not serve)

Tier-1 hand-built target account list (50–200 accounts)

Disqualification rules (top 10 fast-no signals)

Buying-committee map per persona

ICP scoring rubric v1 (0–100)

Account-tiering doc (Tier-1 / Tier-2 / Watch)

Account-research template + data sources

How we run it

Our methodology

A senior-led delivery sequence — not a template dump. Each phase is operated with your team, not handed over as a deck.

1
Win pattern mining
Week 1
Analyse last 20–50 closed-won and closed-lost deals; isolate firmographic, technographic and behavioural patterns that separate fast wins from grinds.
2
Wedge vs scaled separation
Week 1
Working session to lock the wedge ICP (narrow, hand-buildable, saturable) — explicitly distinct from the future scaled ICP — plus an anti-ICP.
3
Tier-1 list hand-build
Week 1–2
Hand-research 50–200 Tier-1 accounts using internal data + Apollo / LinkedIn Sales Nav + Crunchbase; founder reviews every account for fit.
4
Disqualification & committee map
Week 2
Author top-10 fast-no signals from lost-deal patterns; map buying committee per persona with blockers, influence and economic-buyer logic.
5
Scoring rubric & rollout
Week 2–3
Build 0–100 ICP scoring rubric, wire it into CRM as a required field, train AE on tiering doc and disqualification rules with live deal scoring.