This keynote explores how Just Eat Takeaway.com for business defined, aligned, and automated our Ideal Customer Profile (ICP) to drive better revenue outcomes. We will share the challenges we faced when aligning cross-functional teams, the importance of data-driven decision-making, and how automation can streamline targeting efforts. Sharing our experience and journey, this session will help revenue leaders to refine their own ICP strategies and scale their go-to-market efforts. This keynote takes you on a behind-the-scenes journey of how we cracked the code to creating, refining, and automating our Ideal Customer Profile (ICP) strategy. We’ll explore the key challenges we faced when defining and aligning on target accounts across revenue teams and creating different go-to-market motions. We’ll highlight how we moved from siloed opinions to a unified ICP approach that serves as the backbone of our revenue engine. Key takeaways include: - Agreeing on the ICP: Building cross-functional consensus between sales, marketing, and customer success who our ideal customers are. - Aligning on Execution: Creating an aligned view and approach how to target these accounts across the GTM engine - Automating for Scale: Leveraging technology to augment our approach Learn from our journey to create your own “recipe” for ICP success and help your teams drive focus, efficiency, and more predictable revenue growth.