WEDNESDAY, OCTOBER 7, 8:30am - 9:30am -
Companies rarely abandon their ideal customer strategy all at once. Focus usually erodes slowly as revenue pressure builds, new opportunities appear, and exceptions begin to feel reasonable.
In this session, we’ll examine the signs of ICP drift and what it costs; in weaker conversion, longer sales cycles, inconsistent delivery and diluted messaging. We’ll discuss how to distinguish a promising new market from a distracting opportunity and how leaders can make more deliberate decisions about who they pursue, serve and walk away from.