ICP & Market Clarity

What I Deliver

• ICP definition (primary + secondary)

• Buyer roles mapped (economic buyer vs influencer vs user)

• Market segmentation by:

  • Institution type (K–12, district, higher ed, state, nonprofit)

  • Buying motion (top-down vs teacher-led)

  • Budget ownership

• “Who NOT to target” clarity

• Ideal deal profile (ACV, cycle length, stakeholders)

Deliverables

• ICP Playbook (PDF)

• Segment Prioritization Matrix

• Sales + Marketing Alignment Summary

Timeline

• 2–3 weeks