Was quite happy and excited that I took part of a Special Ops workshop hosted by Collective yesterday. The roundtable was focused on Revenue Operations members across a wide variety of companies. Got to meet a lot of great people and talk a little bit about our shared challenges. I will be attending their December event as well, and look forward to more discussions. Two of the topics we discussed at length yesterday on the call were two topics I think should always be at the top of mind. They were, ICP Changes and using historical data as a means to enact changes in Selling methodologies.

Really enjoyed the discussions around ICP and how you should be willing to change your definitions regularly. I will probably write more at length in the future but the biggest takeaways were your ICP is not a static definition. You can and should reevaluate as the market shifts, your company scales, and external factors weight in. Your ICP, like your product, should evolve over time. Some people were altering ICP Definitions every 6 months which is something I feel is quite aggressive. That might be more difficult in larger companies with a longer time to close, but it is something to consider.

Justin