Mark Osborne argues most companies rely on shallow firmographic data like company size and industry when defining their ideal customer, missing deeper insights that actually drive strategy. Real customer understanding requires research beyond surface-level attributes.
The motions that you did sort of, you know, refine that because a lot of companies think, I know my ideal customer, they're this, this, and this. And maybe they rattle off some firmographic things or, you know, some names of some companies. But I suspect that if you really uncovered some powerful insights, you did a little more than that.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
