The Unseen ICP: How Sysdig & Inverta Unlocked Growth by Looking Beyond the Usual Metrics

Sysdig worked with Inverta, their ABM agency, and AlignICP, an AI-powered ICP segmentation software solution, to redefine their ICP strategy—focusing on retention, NRR, and deal quality to drive a 36% increase in opportunity size.

Why GTM Alignment Starts with a Shared ICP? And How RevOps Can Lead It

Misalignment across Sales, Marketing, and CS leads to inefficiency, wasted spend, and stalled growth. This post unpacks why GTM alignment must start with a shared, data-driven ICP—and how RevOps can lead by unlocking customer data tied to outcomes like LTV and churn. The result is smarter segmentation and a GTM engine built for clarity and scale.

What’s Holding RevOps Back? Top 4 Insights from LinkedIn + AI

We used ChatGPT, Copilot, and Gemini to analyze LinkedIn posts from RevOps Directors and VPs over the past year. The focus: understand what’s really slowing down segmentation, targeting, and ICP development.

Your Decentralized GTM Is Quietly Killing Growth

The biggest threat to your revenue engine isn’t your competitors—it’s your decentralized GTM. Your GTM is a system. The more compartmentalized and siloed, the more complexity and executional risk. Dig in to learn how to solve this with a unified GTM strategy.

It's Time to Rethink B2B SaaS Marketing: The Case for a Lifecycle-Centric, ICP-Led GTM Strategy

Traditional demand generation can no longer carry the weight of your growth goals. And with Boards demanding efficient, scalable growth to justify the millions already raised, staying the course isn’t just risky—it’s unsustainable.

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.

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.

CLV, more than Win Rates, Must Factor into your ICP Analysis and be your Northstar metric. Here's Why

Using CLV to identify ICPs is significantly more effective than relying solely on win rates because CLV provides a fuller picture of customer impact over time. Learn why

The Annual Planning Process: How To Thrive In 2025!

As we enter the annual planning season, invest extra time in the bottoms up analysis of your business. Doing so will empower to have a better 2025.

The Days of Growth At All Cost Are Over

Here are the core issues we need to attack to create efficient revenue growth engines.

Improving Enterprise ABM: Programmatic Approach Towards Target Account Selection & GTM Alignment

New ABM Framework By ForgeX: Enterprise ABM, Growth ABM & Deal Acceleration

Unlocking the Power of Segmentation in Account-Based Marketing (ABM) for B2B SaaS

The success of ABM campaigns hinges not just on the execution using ABM platform intent data, but also on the foundational work of customer segmentation analysis and high-value account identification. Read on to learn more.

Boost Your ABM Success: The Power of a Centralized Target Account List

With increased pressure on delivering more operational efficiency, B2B SaaS GTM leaders need a new strategic approach to account segmentation and target account lists for ABM. Learn more.

New Approach To Building Your Target Account List

Today there is a large divide between your financial plan and your GTM strategy. Here is a process unify the GTM to drive more efficient growth.

How To Get More Value From ABM Platforms

Looking to drive better results from 6Sense & Demandbase? The process starts by understanding your ICPs.

What If We Could Focus On The Accounts That Matter?

At most B2B SaaS companies, 80% of the growth is coming from 20% of the accounts. Let's focus on the 20%!

A New Way To GTM!

It's becoming harder and harder to be a CMO!

The Increasing Cost of Growth For B2B SaaS Companies

It has been becoming increasingly hard to growth B2B SaaS companies. Learn more about the root cause and the steps required to drive efficiency into your go-to-market.

The Key To Go-To-Market Alignment

The path to sales and marketing alignment starts with great product marketing. Coincidentally, this is one of the most must understand roles within B2B SaaS.

Our Early Learnings From Quantifying Product Market Fit (PMF)

Have you ever noticed that most of the revenue growth at your B2B SaaS comes from a small subset of the customer base? The reason is that the fastest growing customers tend to be where you have the strongest PMF.

Why your top 100 prospect list matters!

Great fit customers contribute to our growth in future quarters and fiscals. Poor fit customers....they slow our growth (churn) and force us to build features that do not align with the needs of the greater market.

Are you a revenue leader at a B2B SaaS company?

Before jumping ship to your next role, make sure you understand the strength of product market fit at your next employer.

Is your SaaS a NRR Zombie?

Many companies fall out of product market fit (PMF). Here is a step by step guide to quantify PMF. Understand the strength of PMF by customer segment, and leverage these insights to improve PMF.

The widespread problem with our marketing technology ecosystem.

Shouldn’t our martech tools help us acquire customers who have demonstrated a high propensity to pay back our customer acquisition cost (CAC)?

Unlocking TAM

Automating Segmentation Analysis

Are you struggling to do the manual analysis to build out your ICPs? Learn more about what Align Software is doing to automate and scale this work.

Your Go-To-Market System

We need to start to understand our fit across various customer segments. Once understood, we can prioritize our roadmap and service offering to improve fit for high-value customer segments.

A New Take On Product Market Fit

Most revenue leaders view Product Market Fit (PMF) as something static, but in reality, it's dynamic and should be continuously measured and optimized, especially at the segment level, to ensure long-term growth in today's evolving market.

2023 KeyBanc Survey: 21% Increase In Customer Acquisition Cost

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.

CAPDB Consulting

Imagine a day when finance, marketing, sales, and customer success operate as an aligned team with a singular focus on accounts that renew, expand, and drive inbound.

Automating Customer and Prospect Database (CAPDB) Projects

Align Software is automating CAPDB. No longer do companies need to do this work in spreadsheets and BI tools!

The Power of a Customer Centric Flywheel

Signs of Drift

The Unicorn

Insight on how great companies know their ideal customer profiles (ICPs).

CAC Payback

The COVID-19 pandemic shifted marketing dollars online, where customer acquisition costs (CAC) are soaring. While tactics like A/B testing, look alike audiences, and optimizing landing pages may improve CAC, also consider the longer-term impact of re-assessing and aligning your marketing with your ideal customer profile (ICP).

Net Revenue Retention: Your Complete Guide

In this post, we provide an overview on net revenue retention including an explanation of why various types of retention are important, how to calculate gross and net revenue retention, and suggestions on how to improve net retention.

The SaaS Metric Almost Everyone Gets Wrong

Sharing our insights into how now is the time to question the traditional “top line” approach towards growing a SaaS company.

Predictable Revenue

ICP, ABM, JTBD and Personas

To efficiently grow your company, you need product-market fit, which starts with identifying and knowing the needs of your ideal customer.