.png)
Building a 'Minimum Viable ICP' at Early Stage Vertical SaaS
A short guide on building Minimum Viable ICP that helps early-stage B2B teams efficiently target accounts using firmographic data, industry fit, and business triggers without overcomplicating or slowing down sales efforts.
Use algorithms to process the image and extract important features from it
Suspendisse sed turpis iaculis sed. In ut ut fringilla enim. Id ultrices neque tincidunt leo varius nulla commodo urna tortor ornare praesent non at nisl erat nunc erat nisl mauris magna dignissim ligula viverra etiam nulla rhoncus dui blandit dolor volutpat lorem viverra turpis et pulvinar vestibulum congue lectus semper arcu diam consequat adipiscing nisl.
- Lorem ipsum dolor sit amet consectetur ipsum massa vulputate.
- Mauris aliquet faucibus iaculis vitae ullamco turpis nibh feugiat.
- Ultrices commodo ipsum massa sit vulputate ut arcu turpis.
- Congue dignissim mauris enim hac enim lacus fermentum ultrices et.
Use machine learning to classify the image into different categories
Leo eu non feugiat adipiscing orci risus amet. Neque etiam purus quisque quis vel. Ipsum nunc justo et amet urna dolor sed et vestibulum risus nam diam dignissim nunc gravida ornare placerat molestie lorem dui lobortis sed massa ac sed laoreet gravida sapien id volutpat elit viverra nisl tortor eu usapien natoque.
Filter the images based on a variety of criteria, such as color, texture, and keywords
Ultrices pellentesque vel vel fermentum molestie enim tellus mauris pretium et egestas lacus senectus mauris enim enim nunc nisl non duis scelerisque massa lectus non aliquam fames ac non orci venenatis quisque turpis viverra elit pretium dignissim nunc vitae in cursus consequat arcu lectus duis arcu feugiat aenean ultrices posuere elementum phasellus pretium a.
- Elit nam sagittis et non tincidunt diam et enim aliquet ornare etiam vitae.
- Hendrerit aliquam donec phasellus odio diam feugiat ac nisl.
- Nibh erat eu urna et ornare ullamcorper aliquam vitae duis massa nunc.
- Ac consectetur nam blandit tincidunt elit facilisi arcu quam amet.
Automatically group similar images together and apply a common label across them
Enim tellus mauris pretium et egestas lacus senectus mauris enim enim nunc nisl non duis scelerisque massa lectus non aliquam fames ac non orci venenatis quisque turpis viverra elit pretium dignissim nunc vitae in cursus consequat arcu lectus duis arcu feugiat aenean ultrices posuere elementum phasellus pretium a.
“Nisi consectetur velit bibendum a convallis arcu morbi lectus aecenas ultrices massa vel ut ultricies lectus elit arcu non id mattis libero amet mattis congue ipsum nibh odio in lacinia non”
Convert the extracted features into a vector representation of the image
Enim tellus mauris pretium et egestas lacus senectus mauris enim enim nunc nisl non duis scelerisque massa lectus non aliquam fames ac non orci venenatis quisque turpis viverra elit pretium dignissim nunc vitae in cursus consequat arcu lectus duis arcu feugiat aenean ultrices posuere elementum phasellus pretium a.
Building a 'Minimum Viable ICP' at Early Stage Vertical SaaS
In my experience with early-stage vertical SaaS companies, I've noticed a recurring issue: many sales teams rely on ‘account wish-lists’ rather than data-backed targeting methods. The result? Misidentified accounts and sluggish pipelines. This is where a Minimum Viable ICP comes in—offering a "good enough" starting point for targeting the right accounts, without overcomplicating the process.
What is a Minimum Viable ICP?
An Ideal Customer Profile (ICP) is an archetype of companies where you have the highest odds of success.
However early stage teams rarely have the time or resources to build a perfect ICP.
This is where Minimum Viable ICP comes handy —a streamlined version that allows you to start targeting accounts effectively while refining the process as you go.
What constitutes a Minimum Viable ICP ?
- Good enough to get started: It’s not perfect, but it doesn’t have to be.
- Progressive learning: You fine-tune it as you gather insights from discovery calls and sales conversations.
- Objective, simple criteria: No need for extensive research or interviews. Use readily available data to build your account list.
- Minimal disruption: Doesn’t derail sales teams with unnecessary, time-consuming tasks like extensive customer interviews.
Building Your Minimum Viable ICP in 3 Layers
To create a Minimum Viable ICP, focus on a layered approach using firmographics, industry fit, and business-specific signals.
Layer 1: Lookalike Firmographics
Start by examining your current successful customers. Identify patterns across firmographics like:
- Company size: Headcount and revenue range.
- Location: Where key decision-makers are based.
- Key stakeholders: The roles and functions typically involved in purchasing decisions.
- If your customer base includes many mid-market or SMB clients, audit at least 20 companies to build a data-driven firmographic baseline.
Layer 2: Industry Best Fit
Choose industries where you have proven experience. Look at your existing customers’ websites and LinkedIn profiles to identify relevant keywords and key phrases that align with your value proposition. This helps you find companies where your product is most likely to resonate.
Layer 3: Signals and Triggers
Use specific business model attributes and triggers to qualify accounts further:
- Thresholds and Ratios: Minimum percentages of certain employee types, transaction volumes, or growth rates.
- People roles: Presence or absence of key roles, such as a VP of Operations or Head of IT.
- Trigger events: Recent funding, leadership changes, or earnings announcements that signal an account is ripe for engagement.
Wrap-Up
A Minimum Viable ICP isn’t perfect, but it’s practical.
It offers a fast, data-driven method to identify accounts without burying your team in analysis.
If you’re strapped for time and resources, this approach works—offering clarity, speed, and the ability to refine your ICP as your sales efforts progress.
