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Intermediate 🏆 Certificate Included

ICP Targeting Masterclass

Define, refine, and weaponize your ideal customer profile to focus your GTM team on the deals most likely to close. Stop wasting budget on bad-fit leads.

👤 Instructor: Sarah Lim ⏱ 2.5 hours total 📹 10 lessons ✓ Always free
Start Lesson 1 → Try Kopimore Free

What You'll Learn

Define ICP with firmographic + behavioral attributes
Score visitors against ICP criteria automatically
Use intent signals to prioritize high-fit accounts
Build multi-layer ICP filters in Kopimore
Align sales and marketing around one definition
Measure ICP fit rates across channels
Identify ICP drift and recalibrate quarterly
Run ICP expansion analysis for TAM growth

Course Curriculum

1
Why Most ICPs Fail
The 3 common mistakes teams make when defining ICP and how to avoid them
Free ›
2
Firmographic Foundations
Industry, size, revenue, geography — how to pick the signals that actually predict fit
Free ›
3
Adding Behavioral Dimensions
Beyond firmographics: technology stack, hiring signals, and page visit patterns
Free ›
4
Scoring Your ICP
Build a weighted ICP scoring model you can apply to every inbound visitor
Free ›
5
ICP Filtering in Kopimore
Configure Kopimore's filters to surface only ICP-fit visitors
Free ›
6
Territory Mapping with ICP
Use ICP density to design fair, high-potential sales territories
Free ›
7
ICP-Based Content Strategy
Create landing pages and ads targeting your exact ICP profile
Free ›
8
Measuring ICP Fit Rates
Track what % of pipeline comes from ICP accounts — and optimize for it
Free ›
9
Quarterly ICP Reviews
When and how to refresh your ICP definition as your market evolves
Free ›
10
TAM Analysis with ICP
Expand your ICP to identify adjacent segments worth pursuing
Free ›
🏆
ICP Targeting Masterclass Certified
Complete all 10 lessons to earn your certificate
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Course Details
LevelIntermediate
Duration2.5 hours total
Lessons10 lessons
CertificateYes
PriceAlways Free
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Lessons in This Course

A complete walkthrough of every lesson — read in order or jump to whichever topic matters most to your team right now. Each lesson stands on its own; together they form an end-to-end working playbook you can apply this quarter.

  1. 1
    Why Most ICPs Fail
    Why Most ICPs Fail. Your ICP — Ideal Customer Profile — is supposed to be the north star of your go-to-market strategy. In practice, most ICPs are too…
  2. 2
    Firmographic Foundations
    Lesson 2 of 10 in ICP Targeting Masterclass. Firmographic Foundations.
  3. 3
    Adding Behavioral Dimensions
    Lesson 3 of 10 in ICP Targeting Masterclass. Adding Behavioral Dimensions.
  4. 4
    Scoring Your ICP
    Scoring Your ICP. A binary ICP filter (in or out) is a good starting point. A weighted ICP score is what separates good prospecting from great…
  5. 5
    ICP Filtering in Kopimore
    Lesson 5 of 10 in ICP Targeting Masterclass. ICP Filtering in Kopimore.
  6. 6
    Territory Mapping with ICP
    Lesson 6 of 10 in ICP Targeting Masterclass. Territory Mapping with ICP.
  7. 7
    ICP-Based Content Strategy
    Lesson 7 of 10 in ICP Targeting Masterclass. ICP-Based Content Strategy.
  8. 8
    Measuring ICP Fit Rates
    Measuring ICP Fit Rates. You can't improve what you don't measure. ICP fit rate — the percentage of pipeline that comes from accounts matching your ICP —…
  9. 9
    Quarterly ICP Reviews
    Quarterly ICP Reviews. An ICP that's never updated is a liability. Markets shift, products evolve, and your best customers today may not look like your…
  10. 10
    TAM Analysis with ICP
    TAM Analysis with ICP. Your ICP defines your current best-fit customers. TAM analysis — Total Addressable Market — tells you how many accounts in the…

All lessons are free and self-paced. Bookmark this page to come back any time — your progress through the academy is private to your team.

How to Get the Most Out of ICP Targeting Masterclass

Every Kopimore Academy course is designed to be read in any order. If you're new to visitor intelligence, work through the lessons sequentially — they build on each other and give you a full mental model by the end. If you're already running a program and need to plug a specific gap (say, alert routing or CRM activation), jump straight to the lesson that addresses your problem.

Each lesson is paced for a single 10-to-15-minute reading session. There's no homework, no quiz, and no signup wall between you and the content. We've structured the academy this way because the marketing and revenue operators we work with don't have time for a 6-week bootcamp — but they do have time to absorb one focused lesson on the train, between meetings, or at the end of a workday.

Where the course references a Kopimore product feature (visitor identification, intent search, audience segments, alert routing), we link directly to the in-product documentation so you can apply the lesson the same day you read it. If you don't have a Kopimore account yet, you can read every lesson without signing in — the practical examples are written so you can implement them on whatever platform you currently use.

Have a question while reading? Email the academy team at academy@kopimore.com — we read every message and feedback loops directly into how the next revision of these lessons gets written.