As our friends at PDAgroup write in their ebook on the ABCs of Enablement:
Criteria defined in the Ideal Customer Profile (ICP) describes the ideal customer who matches well to your products and services. Factors to consider when designing the ICP:
- For which type of organization are your products and services built?
- Which challenges are companies facing that you can help solve? Which desires do companies have that you can help achieve?
- Who should be involved in the buying decision and delivery?
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.