Staffing Sales

I am planning for demand gen, and my learning is don’t depend on just one ICP.

For example, our current ICP is startups under 100 employees, Series A/B funded. Because we interact with hiring managers directly, it helps us consult and get people hired faster.

However, this approach always requires us to build our pipeline from scratch every single month because startups hire about 5 to 10 people on average per year, meaning we constantly have to hunt for new companies.

Whereas, in my last company, we had a mix of enterprise, SMBs, and startups. The major business was coming from SMBs and enterprise, with very little from startups. Here, the ratio is the opposite.

I have been proposing to work with SMBs and enterprises, and I finally got approval. So now I am working on a demand gen plan.

I am keeping 50% startups, 40% SMBs, and 10% enterprise, considering the competition and higher TAT in SMB & enterprise.

Anyone with experience, please share your insights!