ValidationEmerging Pattern

Map prospects across multiple dimensions in a spreadsheet to identify ICP patterns

Q: How many founders have validated "map prospects across multiple dimensions in a spreadsheet to identify icp patterns"?

1 founder has proven this pattern works. Examples include Hubert Palan (Productboard).

After customer conversations, systematically track prospects across 5-7 dimensions (company size, stage, industry, buyer persona, current solution). Look for patterns in who gets excited about your product to define a precise, multi-dimensional ICP.

When to use

After conducting initial customer discovery interviews when you have data but haven't crystallized your ICP

Don't do this

Defining ICP based on demographics alone (company size, industry) without considering behavioral and psychographic dimensions

1 Founder Who Did This

Productboardby Hubert Palan

Created spreadsheet tracking 7 dimensions: company size, product stage, digital-first vs transformation, single vs multiple products, product org size, customer care level, B2B vs B2C

Result:Multi-dimensional model helped narrow to hyper-specific ICP: early-stage digital-first B2B startups with single product team and strong customer-centric culture

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