Looking to identify high-value companies willing to invest in their contact center, Talkdesk needed to precisely define their Ideal Customer Profile (ICP) criteria and quickly prioritize the highest valued accounts.
Talkdesk wanted to align focus on their top prospects to fuel rapid growth - the challenge was operationalizing an ICP identification strategy that was both scalable and repeatable.
We ultimately embarked on this ICP project to identify and prioritize likely to purchase prospect accounts. With enriched company data and a predictive model backed by data science, we were able to uncover new opportunities and align our sales and marketing efforts on key accounts.
Director of Marketing Operations, Talkdesk
Talkdesk successfully implemented a predictive ICP identification process to align company resources on high-value accounts. Now, 55% of Talkdesk’s annual recurring revenue comes from the top 3.3% of their highest-scoring accounts.
Augmenting their intuitions with data science, Talkdesk is able to gain clarity on which attributes indicate a high-value account. This heightened understanding of their ICP definition, paired with an account scoring model, are the key drivers of Talkdesk’s ability to find and prioritize companies motivated to buy.
With enriched company data on every account and data science that analyzes the statistical significance of attributes across millions of companies, Talkdesk can position these insights to:
With Advanced Insights, we’re able to quickly surface companies indicative of our top customers and think strategically about significant attributes that will allow us to move upmarket.
Director of Marketing Operations, Talkdesk