Ideal Customer Profile: Redefining the ICP in MTL Companies for GTM Strategy

[mstajminakter13]

In the world of entrepreneurship, we often encounter challenges that force us to rethink our strategies. One of those revealing moments occurred during the presentation of our latest Investor Report.

My partner, Martín Gabriel Jozami Nassif, shared the progress of MTLempresas and our innovative report on Psychometric Tests , designed to optimize recruitment processes.

It was then that one of our investors, Santiago Pinto Escalier, asked us a question that made us rethink everything:

“Could you define the ICP better?” That simple question led us to a deep reflection on how we were defining our Ideal Customer Profile .

The context behind the redefinition of the ICP
Santiago's question made us realize that we couldn't target all companies, as it would be like "shooting into the air hoping to hit a bird that's flying."

This metaphor helped us understand that we needed a more precise and targeted approach. It's not just about selling more, but about finding customers who really value our product and use it in the long term, korean age numbers thus improving the LTV (Lifetime Value) .

In our quest to redefine ICP, we decided to not only talk to potential customers, but also to companies that are already using our solution.

This allowed us to identify patterns and optimize our approach. We learned that greater focus leads to better results, and that a well-defined ICP not only helps improve sales efficiency, but also optimizes customer retention and reduces acquisition costs.

Lessons learned along the way
One of the most valuable lessons we learned was that companies with larger HR teams have a greater ability to assess and utilize our psychometric tests.

This is because they can better integrate these tools into their recruitment and staff development processes. On the other hand, in very small teams, such as those with only one person, tests are not as valued due to the lack of resources to implement them properly.

Furthermore, when speaking to our current clients, we discovered that HR consultancies represent a key segment for us.