Building a Go-to-Market Strategy around your Ideal Customer
Every single startup struggles with their Go-To-Market Strategy, that is a fact, and just too often they get their Ideal Customer Profile totally wrong.
Some go for the “I want it all” kind of strategy, ignoring the fact that if you focus you’re much better off. While others, look at it as if it was Age of Empires.
Truth is, you really need to think it through. This is actually a make it or break it kind of decision. Not only you need to define your ideal customer but also need to make sure you’re doing it right.
So, for this reason, we have invited Bryan Richter, who is an expert on defining the Ideal Customer Profile (ICP) and a Go-To-Market strategy. With over 25 years of sales experience in the software industry, Bryan is also a resident expert at Notion Capital in London. He was in fact recommended to us for a Masterclass by Vasco Pedro, CEO at Unbabel, as he recently helped their whole team define their ICP correctly and tackling the market.
“For a company, defining their ideal customer profile (ICP) is a crucial step in the go to market strategy. Bryan Richter is one of the world's experts in helping companies discover and understand their ICP. What he brings is fundamental to the growth of any company”.
Vasco Pedro, founder and CEO of Unbabel
Bryan has advised many startups and companies on this issue and this will definitely be a unique opportunity for those who want to use their resources efficiently and get the best possible results from marketing and sales.
During this Masterclass you will learn how to:
Define your Ideal Customer Profile (ICP) and its unique characteristics
Leverage on the unique strengths of your solution and lessons learned from your best and worst customers
Build a scalable and repeatable customer acquisition process
Shorten the sales cycle and increase total annual sales volume
Develop a foolproof Go-to-market strategy around the unique characteristics of your ICP
Access your total addressable market
Who is this Masterclass for?
This Masterclass is especially useful for startups and companies with customers already (including founders, CEOs, CMOs, sales associates and product managers). However, if you’re just getting started with your startup this workshop can put you on the right track.
You will also take more value from this masterclass if you bring more than one person from your team, as it adds different perspectives to the problem.
Who is Bryan Richter?
Bryan Richter has over 25 years of sales experience in the software industry. He is Director of Go-to-Market Services at Apptituda, resident expert at Notion Capital an entrepreneur backed venture capital based out of London and owner of Arcanum Consulting. Bryan helps software and technology companies grow faster through strategic insight and the adoption of sales, marketing and partnering best practices. He specialises in working with early stage SaaS companies to define go-to-market propositions built around clearly defined Ideal Customer Profiles and combines this with recommended sales and partnering strategies to accelerate sales and revenue growth. He is passionate about helping companies to achieve their potential and being a contributor to their success.