Yep, use those metrics instead of just win rates and deal sizes to evaluate each of your potential segments. Or analyze the subset of customers with high renewal and expansion rates, what do they look like? Then you are focusing on good customers, not just wins.

Use customer financial metrics. Retention rate, calculated lifetime value, and NRR should be way more prominent than win rate in your analysis.

For all the talk of Ideal Customer Profiles, most are just Ideal Prospect Profiles. High win rate? Large initial deals?

The ideal CUSTOMER is one that gets value, renews, and expands, not just buys. If the goal is valuable customers (and it should be), we need to change how we build ICPs.

Is this the evolution of the environmental news aggregator you shared with me a while ago? I'll check it out!

Let's stop pretending things like Hello <First Name> is personalization. It isn't personalization if it isn't even attempting to improve relevance.