https://www.youtube.com/@AlanGonsenhauser?sub_confirmation=1 Subscribe for Private Equity GTM strategies, growth frameworks, and CEO/CMO insights that drive revenue, customer experience, and enterprise value creation.
Connect with Alan Gonsenhauser on LinkedIn: https://www.linkedin.com/in/alangonsenhauser/
CMO Coach | Interim CMO | GTM Advisor: https://www.demandrevenue.com/
Drawing from experience as an Interim CMO, Fractional CMO, and GTM Advisor for private equity portfolio companies, Alan breaks down the most common ICP traps, how to avoid churn-heavy growth, and how to identify profitable customer segments that improve retention, lifetime value, and net revenue retention.
Chapters
00:00 - Introduction to ICP Strategy
00:42 - Why Most Companies Get ICP Wrong
01:30 - The 8 Common ICP Traps
03:18 - Revenue Growth vs Churn Growth
05:10 - Building a Customer Cohort Analysis
07:22 - Gross Revenue Retention vs Net Revenue Retention
09:12 - Creating a Market Opportunity Matrix
11:40 - Aligning Sales, Marketing and Finance
13:08 - Governance and ICP Compensation Alignment
14:42 - Final Advice for CEOs and CMOs
#IdealCustomerProfile #ICPStrategy #PrivateEquity #SaaSMarketing #B2BGrowth #CustomerRetention #RevenueGrowth #FractionalCMO #GoToMarket #customerledgrowth
https://www.youtube.com/@AlanGonsenhauser?sub_confirmation=1 Subscribe for Private Equity GTM strategies, growth frameworks, and CEO/CMO insights that drive revenue, customer experience, and enterprise value creation.
Connect with Alan Gonsenhauser on LinkedIn: https://www.linkedin.com/in/alangonsenhauser/
CMO Coach | Interim CMO | GTM Advisor: https://www.demandrevenue.com/
https://www.demandrevenue.com/podcasts/
