GTMPositioning

ICP Definition

Define your ideal customer: firmographics, technographics, intent signals, and disqualifiers.

ICP Definition

OnboardFlow. Your ideal customer, precisely defined

Firmographics

Company size50–200 employees

Revenue range$5M–$50M ARR

IndustryB2B SaaS, Professional Services

Growth stageSeries A–B, scaling rapidly

Hiring velocity5–15 new hires/month

HRIS

GustoRipplingBambooHRDeel

Collaboration

SlackGoogle WorkspaceNotion

ATS

LeverGreenhouseAshby

Hiring for People Ops rolesStrong

Searching onboarding automation termsStrong

Recent Series A/B fundingModerate

Posting about growing pains on LinkedInModerate

Evaluating HRIS toolsWeak

✕Fewer than 30 employees (too small)

✕Enterprise with dedicated onboarding team (overserved)

✕No HRIS or modern toolstack (integration risk)

✕Hiring fewer than 3/month (low urgency)

94/100

Well-defined ICP with strong intent signals. Consider adding geographic targeting for initial outreach focus.

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