White Paper
The ICP Execution Gap Starter Kit
Build a target account list that matches your ICP, not just your CRM filters.
Download the research on why Growth RevOps teams lose revenue to list quality, and what signal-backed ICP execution looks like.
Your target account list is wrong, and you know it. Stale firmographic snapshots age out as companies change their tech stack or get acquired. Duplicate records and departed contacts distort every score. Your highest-fit accounts never appear because technographic and IT spend signals have no standard CRM field. This is the default state of any list built from CRM filters alone. The paper names each problem and gives you a picture of what signal-backed ICP execution looks like when it’s working: account lists that reflect real buying potential.
Airbase’s identified SAM in Salesforce grew 80% overnight after adding HG data. The gap between CRM-visible and actual addressable market is real and measurable.
This paper is for VP and Head of Revenue Operations at Growth-stage B2B companies
if any of the following describe your current situation:
- Your ICP is defined but your list isn't delivering: You've done the segmentation work, but pipeline from target accounts isn't matching your expectations.
- You're building lists from CRM filters: Your account selection relies on fields that were last updated when the account was created, not how the account looks today.
- High-fit accounts are invisible to your team: Technographic and IT spend signals don't live in standard CRM fields, so they never factor into scoring or prioritization.
- You suspect your SAM is larger than your CRM shows: The accounts that match your ICP best may not be the ones currently in your pipeline.
- You need a framework your CRO will trust: You want evidence-backed language for why list quality is a revenue problem, not a data hygiene problem.