Modeling Ideal Customer Profile for Maximum Return on Investment

13 Pages Posted: 23 Sep 2020

Date Written: August 10, 2017

Abstract

Thought leaders with marketing and sales acuity who have witnessed the positive evolution of sales systems readily agree that B2B Companies where appropriate use of Ideal Customer Profile (ICP) techniques is enshrined in company policy perform better in difficult and highly competitive markets. However, an accurate implementation of standard ICP methods is enhanced by sound application of simple Mathematical Models. In this paper, I explain ICP best practices and present my exposition of marketing models for Total Addressable Market Database as it relates to crucial territory segmentation and sales coverage.

Suggested Citation

Ekbote, Bhushan, Modeling Ideal Customer Profile for Maximum Return on Investment (August 10, 2017). Available at SSRN: https://ssrn.com/abstract=3670461 or http://dx.doi.org/10.2139/ssrn.3670461

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