Hello!
ICP drift is one of the most expensive and underestimated problems in B2B SaaS.
When your ICP is misaligned, everything downstream breaks. Lead quality declines, conversion rates drop, sales cycles extend, and your best reps waste time on deals that were never going to close.
It happens gradually. Sales develops their own “working definition”. Marketing targets the profile defined 18 months ago.
The data is stark: companies with tight ICP alignment convert 25-35% of MQLs to SQLs. Companies with ICP drift convert 15-20%. That's a 30-40% difference in pipeline efficiency from the same marketing spend.
The 5-Day ICP Audit
You don't need a consultant or a six-month project to fix this. You need one focused week where you stop generating new demand and start validating who you're actually built to serve.
