IAP = Ideal Account Profile = the type of Company you should target as a priority

ICP = Ideal Customer Profil = the type of people you should target as a priority

• • IAP: ** ** Define the most homogeneous industrial niches possible **

It is critical to define the elements influencing the segmentation of your product with your prospect. The goal is to create a community of actors with common criteria of personalization and interest.

Ex: industrial site managers at tier 2 subcontractors in aeronautics

Who (s) in which industry (s) need your product?

Depending on the verticals, the size, the organization, the distribution of FTEs, the function ... these will be more or less important.

• • Exercises: **

Start with the IAP:

• define the elements influencing the impact of your product: vertical, size, location, organizational dispersion, type of manufacturing method and products, ...
• Fill in the Matrix below

[https://docs.google.com/spreadsheets/d/16Cb_hg5bceCxfId03YjlrFHdPycaN3ulxOV6TK9Z2N4/edit#gid=265794989 4.3(https://docs.google.com/spreadsheets/d5893ZEdPycaN3ulxOV6TK9Z2N4/edit#gid=265794989uni(https://docs.google.com/spreadsheets/d5893ZOVYPycaN3ulxOV6TK9Z2N4/edit#gid=265794989 4.3(https://docs.google.com/spreadsheets/d5893ZEVYPycaN3ulxV6

• • ICP: Know your Persona as yourself! **

To identify the PKI, it is important to understand its environment, its challenges, and what it aspires to.

• Current situation :

What are its activities, how are they measured, how does it work, its demographics, its current objectives?

• Desired situation:

What should be his activities, his way of working, and his future goals

• Their problems

What are its Problems, Questions, Roadblocks, frustrations and emotions, failures and their impacts