The Critical Importance of Focusing Your ICP w/ Dan Sperring (Founder, AlignICP)

04/23/25 • 28 min

1 Listener

Companies with a very tightly defined ICP that is operationalized on the frontline spend 50% less on sales and marketing.

They have CAC payback periods that are 24% shorter than the mean, and those ICP customers have a 425% higher expansion rate in the first 12 months compared to those that are not.

Today Dan Sperring (Founder, AlignICP) explores how product success is often determined by specific use cases rather than customer demographics, and challenges the common startup approach of targeting broad markets too early.

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling

The Science of Scaling is a HubSpot Media podcast // ⁠⁠⁠⁠Learn more about HubSpot for Startups⁠⁠⁠⁠ // Produced by Matthew Brown

Companies with a very tightly defined ICP that is operationalized on the frontline spend 50% less on sales and marketing.

They have CAC payback periods that are 24% shorter than the mean, and those ICP customers have a 425% higher expansion rate in the first 12 months compared to those that are not.

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling

The Science of Scaling is a HubSpot Media podcast // ⁠⁠⁠⁠Learn more about HubSpot for Startups⁠⁠⁠⁠ // Produced by Matthew Brown

Previous Episode

How to Close Your First Million Dollar Deal

1 Recommendations

The amount of personalization is off the charts. The amount of time and money you're willing to invest is enormous. Because it's a million dollar deal.

I'll walk you through how to navigate complex Decision Making Units, adapt your entire sales playbook for enterprise deals, and implement advanced qualification frameworks that go way beyond the basics.

I'll also reveal what the best enterprise sellers consistently tell me is their number one reason for winning deals.

Whether you're trying to move upmarket or sharpen your enterprise sales approach, these frameworks will help you transform your business. Happy scaling, everyone!

The Science of Scaling YouTube: www.youtube.com/@ScienceofScaling

Grab our guide to transform your sales approach: https://clickhubspot.com/zrjp

Next Episode

The Day-One Enterprise Strategy w/ Ed Calnan (Co-Founder, Seismic)

Imagine passing $5 million with three customers. That is whale hunting.

Going after big customers with big deals from day one isn't advisable. But sometimes it's the only path.

Today, Ed Calnan (Co-Founder and Fmr. CRO, Seismic) walks us through how to get big account's attention, get through procurement, get through security, all solve for all the things that kill the startups that try this path.

Get our Database! Real Playbooks from Billion-Dollar Companies: ⁠https://clickhubspot.com/scienceofscaling⁠

The Science of Scaling is a HubSpot Media podcast // ⁠⁠⁠⁠⁠Learn more about HubSpot for Startups⁠⁠⁠⁠⁠ // Produced by Matthew Brown