Thank You!

Founders and CEOs obsess over their ICP (ideal customer profile) i.e. what is good for them?, what is bad for them? What are the industry trends etc. but very few put equal effort into identifying their Non-ICP. Your Non-ICP is not just “anyone who doesn’t buy.” It’s any customer who looks good on paper, but damages scale in reality.

A good TAM list is the difference between “spray” and “precision.” A strong outbound engine doesn’t start with tools or sequences. It starts with who you’re targeting. Most early-stage teams skip this step and pay for it later, weak replies, wrong meetings, and a pipeline full of accounts that will never buy. Here’s a simple way to build, clean, and prioritize your accounts without overthinking it.

For most of tech’s history, the act of building something forced you to think deeply about it. You needed clarity because writing code, hiring a team, or running experiments carried real cost. The friction made you choose your bets carefully. Today, that friction has disappeared. Prototypes can be built in hours.