SME Growth Series

Based on the results from our latest SME survey, the key requirement listed by techUK SME members was customer acquisition. To best assist our members and the industry achieve their growth plans, techUK has created the 'SME Growth Series' to share knowledge from industry experts and help the tech SME community sell successfully..

Ideal Customer Profile - how to do it properly 

We've all heard the term, but what does it really mean? How does is it different to buyer personas? Does it matter? What value does it deliver?

In this session we'll tackle these questions within the context of taking technology solutions and professional services to market, where the sales cycle can often be protracted and rely on significant trust & relationship building. It's not always a quick process, but it delivers significant value to marketing higher value solutions in competitive markets.

For this session, we'll be joined by Ice Blue Sky, a leading UK based Account Based Marketing and Lead Generation Agency, applying best practice for medium and large Technology businesses for the last 15 years.

At this session you'll learn:

 - Why do ideal customer profiling and when should you do it?
 - How to put a comprehensive ideal customer profile together
 - Examples of how a strong ICP has impacted a campaign

Agenda

  1. Introduction
  2. Ideal Customer Profile (ICP)
  3. Q&A
  4. AOB

Speakers

Charlotte Graham-Cumming

Charlotte Graham-Cumming

Founder, Ice Blue Sky

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Graham  Reed

Graham Reed

Strategic Business Development and Growth, Ice Blue Sky

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