Your best customers already know who you should sell to next: How to build a better ICP from your best customers
Building an ideal customer profile should not begin with a whiteboard, three guesses and the phrase “probably mid-sized companies.”
Your best customers already contain the answer.
The smartest way to define your ideal customer profile is to analyse the companies that already buy from you, stay with you and generate real value. Instead of guessing who might be a good fit, start with evidence.
Step 1: Find your strongest customers
Look beyond the biggest names. Focus on customers with strong retention, healthy deal sizes, smooth sales cycles and clear product fit.
Then compare what they have in common:
industry and location
revenue and employee count
growth and profitability
financial stability
ownership and company structure
Patterns begin to appear quickly.
Step 2: Add business signals
A company may fit your profile but still have no reason to buy today. That is where timing matters.
Growth, recruitment activity, new decision-makers, market expansion and investments can all indicate that a company is entering a phase where your solution becomes more relevant.
Good targeting tells you who. Business signals help tell you when.
Step 3: Find the lookalikes
Navigora Scouter uses AI to analyse a group of your best customers, identify shared characteristics and rank similar companies across Nordic markets.
Instead of manually digging through endless lists, your team gets a clearer view of the prospects most likely to fit.
Your next customer may look a lot like your best one. You just need the data to find them.
Build your next target group with Navigora. Start a free trial or book a demo.
