We're building AlignICP to unify the go-to-market team by creating a shared understanding of the best fit and most profitable customer segments. With this understanding, revenue teams are empowered to develop more effective strategies.  Once identified, AlignICP helps revenue teams operationalize the insights to improve go-to-market execution. 

So why is now the right time for AlignICP?
‍Today, the average tenure of a sales leader is 18 months. For marketing leaders at high-growth SaaS companies…. it's not much better at 24 months. We've observed that when financial targets are missed, company after company misdiagnoses the root cause and replaces the revenue leaders. Twenty-four months later, the new revenue leaders struggle to hit the same revenue targets, and the cycle repeats itself.   

We believe there is a different way to grow companies.  Most B2B SaaS companies' primary GTM goal is maximizing annual revenue growth rates.  Over time, this obsession over revenue growth becomes the mission, and "The Rule of 40" becomes the Northstar.  Although we agree that 40% YoY revenue growth rates are an impressive accomplishment, we believe it is an outcome of a well-executed strategy.  In our well-intentioned quest for growth, we often forget about our most important stakeholders—our customers, teammates, communities, and eventually shareholders—as we lose product market fit.

The foundation should be built on customer obsession and creating a shared understanding of our best-fit customer segments. Today, this information is void within our companies. Although we ring the gong when we close a deal, how are we celebrating when a client has an "aha moment" or "realizes value" during the customer journey? Who are our most successful customers? What are their most common attributes? Which use cases are delivering the most value for our customers?

By focusing the GTM on clients who are successful with our technology, there is an opportunity to create better client outcomes, which translates to faster-growing and more profitable companies. Equally important ... building successful companies creates successful careers for our brothers and sisters on the go-to-market team.

These are truly unprecedented and challenging times for B2B SaaS companies, particularly for marketers who own the creation of the go-to-market strategy but need more influence over the last mile, which boils down to sales execution.  The current landscape presents brutal realities that demand immediate attention and radical changes to go-to-market approaches:

• The shift from MQL-focused demand gen to MQA-obsessed ABM requires new approaches and upskilling
• B2B SaaS customer acquisition cost (CAC) payback periods have grown to 35 months (source)
• Only 7% of salespeople view leads they receive from marketing as very high quality (source - Hubspot)
  
• Buyer groups are spending only 17% of their buying cycles meeting with vendors (source - Gartner)
  

As go-to-market execution evolves towards account-based motions, marketing and sales leaders find themselves with a missing operational layer required for alignment and successful execution. This layer starts with helping revenue leaders quantify product market fit within specific customer segments. With pinpoint segment definitions, revenue leaders can create more intentional growth that begins with a well-defined and agreed-upon target account list.  

The go-to-market team's future is account-based in the API economy and artificial intelligence age. As data becomes ubiquitous and artificial intelligence commoditizes content creation, the future winners will be the companies with a shared understanding of their target accounts and 100% focused on driving engagement with these prospects.As seasoned B2B GTM professionals, we're on a mission to help companies unlock their customer data and improve their account-based go-to-market and execution.

Our mission is to help B2B SaaS GTM teams drive predictable and efficient growth.

Maximize Growth with Data-Driven ICPs

‍Key to Sustainable Growth

‍Implementing a data-driven Ideal Customer Profile (ICP) using multidimensional analysis is crucial for maximizing future revenue growth rates. Focusing on metrics like win rates, average sales price, expansion, retention rates, customer lifetime value (CLV), and Net Promoter Score (NPS) aligns strategies with the most valuable customers.

‍Avoid the Revenue Trap

‍Predictable and sequential revenue growth measures management effectiveness. However, targeting non-ICP customers can lead to a revenue trap, diverting resources towards bespoke feature requests (to save poor fit customers) rather than solving the strategic problems that allow you to win the market. 

‍Optimize ABM AI/ML Platforms

‍ABM AI/ML platforms can compromise long-term growth rates by targeting non-ideal prospects, leading to misaligned sales efforts and wasted demand generation budgets. 

Strategic Alignment

‍A data-driven ICP ensures ABM strategies attract and retain the right customers, driving revenue growth and solidifying market position. This approach builds a scalable business model through continuous refinement and optimization based on market insights.

Although marketing teams leverage Gen AI LLM models to create content and conduct qualitative market research, analyzing and discovering customer insights requires a foundationally different quantitative approach. The solution is to cleanse, normalize, and enrich data so that deterministic models can generate actionable insights to help you improve your GTM strategy. We're building an automated solution that helps B2B SaaS companies target accounts that maximize future revenue growth rates.