Lookalike targeting

Building the next list from what your best customers have in common, rather than from a job title and an industry.

Start from the ten accounts that closed fastest and expanded most. Pull what they share: stack, size band, hiring pattern, funding stage, the job title of the champion. That pattern is a better ICP than the one written in the pitch deck, because it is observed rather than hoped.

Then search for companies that match the pattern but have never heard of you. Every quarter, redo it with the new best customers; the ICP drifts as the product does.