Following ICPs like Liam Neeson 🥷

First off, you need to define your ICP well

Your ICP should be so well defined, Merriam Webster should take notes 😅

And no, not “All B2B companies with a founder” is your ICP

Now how to track down ICPs like Liam Neeson

The fun part that you’re here for

We’ll use “intent data” (more on this below) to track our ICPs

3 rules

• You don’t go hunting for them
• You track them with intent data
• Find ones that fit your bill & go for the kill

First Party Intent:

The ICP accounts that are already visiting your website are our 1st priority

Incidentally, this is also called 1st party intent

• Use tools like Recotap or Clearbit, to de-anonymize website visitors
• Website is your digital address & this your lowest hanging fruit
• Filter accounts that fit your ICP & visiting your website

Second Party Intent:

Accounts searching for your services will research about companies in your domain, from review sites.

If you’re a software vendor or a technology vendor, you should consider 2nd party intent data (example - G2 intent)

For example, you’re in the market for an applicant tracking system

• You would typically search for vendors
• Most likely see G2 as one of the results
• Go to G2 and visit different company profiles that offer ATS
• G2 provides the data of companies that are actively searching for ATS solutions

If you’re an ATS provider, that’s useful data for you

This is second party intent, a good indicator to finding high-intent accounts to chase

Third Party Intent:

The ability to identify third party intent is where internet peaked for ABM.

This offers a broader perspective on your target audience's online behavior, encompassing interactions across various platforms, websites, and industry-related networks.

Data from third party intent aggregators like Bombora is key for understanding what’s happening in the real world

Recotap platform is integrated with Bombora and we have found great success for our clients in identifying ICP’s

What next?

The smart thing to do with all this intent data information is to

• Mix it all up
• Measure what’s important for you
• Track what’s happening in real-time

2 options for you here

Option 1 - Do all of this tracking manually on Sheets/Excel

Option 2 - Use a product like Recotap that’s designed for this purpose

What’s your choice?