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ICP discipline

Being honest about who you sell to, and what it costs when that definition keeps stretching.

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Cover for "The ICP mistake that shows up as churn, not as a lost deal"
FeaturedICP discipline · Sep 17

The ICP mistake that shows up as churn, not as a lost deal

A bad-fit account and a good one look almost the same on close day. The difference shows up six months later, and by then everyone blames the wrong team.

Jamie McDermottJamie McDermott6 min read

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