ICP
ICP Tiers: A1, A2, B1
Treating all ICP-fit accounts equally wastes resources. Here is how to tier and what to do at each tier.
Once you have an ICP, the next question is which accounts within the ICP get the most investment. Treating all ICP-fit accounts equally is a budget mistake. Tiering them is the discipline that separates excellent ABM from expensive ABM.
The framework that works: A1 (top 50-100 accounts, 1:1 personalized programs, named SDR coverage, executive sponsorship), A2 (next 200-500 accounts, 1:few personalized programs, light SDR coverage), B1 (next 1000-3000 accounts, 1:many programmatic ABM with retargeting and content syndication). Beyond B1 is the broader ICP universe addressed via inbound and broad demand gen.
Each tier has a different play, a different cadence, and a different success metric. A1 success is named-account meeting count. A2 success is account engagement score. B1 success is account-level pipeline created. Mixing the metrics across tiers leads to the wrong investment decisions.
Refresh the tier list quarterly using closed-won data and intent signals. Move accounts up when intent spikes. Move accounts down when they go cold. The tier list should never be static for more than 90 days. Static account lists are dead account lists.