Analyze Firmographics of Closed-Won Deals to Refine ICP
The problem
Your ICP doc was written years ago, and the company profile it describes may no longer match the deals you actually win.
Implementation steps
- 1
Export closed-won deals from HubSpot (last 12 months)
- 2
Import to Clay and enrich with Clearbit for firmographics
- 3
Calculate median values: employee count, revenue, funding stage
- 4
Use Clay to identify most common industries and tech stacks
- 5
Generate summary report in Google Sheets with distribution charts
Template outline
The structure to recreate in your own workspace. Field names and thresholds are starting points.
Analysis Flow:
1. HubSpot: Export companies with closed-won deals (12 months)
2. Clay: Clearbit enrichment (employee count, revenue, industry, funding)
3. Google Sheets export with all firmographic data
4. Pivot tables:
- Employee count distribution
- Revenue distribution
- Top 5 industries
- Funding stage breakdown
5. Document findings in ICP refresh docKeep going
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