Rabih H.
Revenue & Growth Architect | CRO/VP Sales & BD| Digital & Revenue Transformation. I help Enterprises & SMEs build predictable revenue engines.
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October 5, 2025
💸 WHAT IF YOUR ICP IS COSTING YOU MILLIONS IN LOST PIPELINE?
You may think your GTM is optimized — but if your ICP isn’t co-built between those who decide and those who benefit, you’re chasing shadows , not revenue .
The truth is simple but brutal: most teams sell to decision-makers and ignore beneficiaries.
They win signatures , not adoption . The result? Ghosted renewals, shrinking ACV, and millions lost in misalignment.
✅ THE FIX → BUILD YOUR ICP AS A COLLABORATIVE MODEL
DECISION-MAKERS ⚖️ + BENEFICIARIES 💡:
1️⃣ Unify Sales, Marketing, Product, and CS around one ICP → Shared ownership prevents strategy drift→ Ensures consistent qualification
2️⃣ Map dual influence paths → Who authorizes spend? (decision-maker)→ Who experiences impact? (beneficiary)→ Both shape buying intent
3️⃣ Reassess quarterly → Decision authority shifts fast → So does operational pain → Keep both updated
4️⃣ Score ICPs by power and pain —Executive Urgency✖️ Beneficiary Friction = Priority Accounts
5️⃣ Use product and CS data to validate relevance Beneficiary patterns → Early warning signals → Reveals decision-making trends before renewal
6️⃣ Surface hidden value clusters, Cross-functional ICP sessions uncover:→ Mid-level influencers → Budget owners → Often invisible in CRM logic
7️⃣ Turn ICP into a live feedback engine: Field insights ➕ Win/loss data ➕ Behavioral signals↓Continuously refine who truly drives deals
📈 THE RESULTS:
Organizations that fuse executive decision logic with beneficiary validation report:
⬆️ 3–5x faster deal cycles
⬆️ 40% higher retention accuracy
💡 KEY INSIGHT:
In revenue engineering:Authority opens doors → Impact keeps them open
If your ICP doesn’t reflect BOTH ↓You’re scaling effort , not outcome
🎯 READY TO REBUILD YOUR ICP?
I’m working with select revenue teams to rebuild their ICP systems around dual-lens targeting:
✅ Decision-makers✅ Beneficiaries
If your pipeline feels busy but not predictive , let’s talk.
👉 DM me to explore how this applies to your pipeline.
#GTM #RevenueEngineering #ICPTuning #SalesLeadership #CommercialExcellence #GrowthArchitecture #B2BSales #RevOps
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October 5, 2025
Discussion about this post
Yasmin Alafaliq
2 months ago
Partner at Elaqat Law | Legal Advisor to International and Local Companies | Leading Elaqat Team | Handling Corporate Cases and Legal Operations in Saudi Arabia and Internationally
This reminds me how many teams still build ICPs from boardroom assumptions instead of field realities. When sales brings back “who actually uses it” data, the ICP shifts from theory to traction Rabih H.
Oleg Zankov
2 months ago
Co-Founder & Product Owner at Latenode.com & Speaknode.com. Revolutionizing automation with low-code and AI
In a recent study, misaligned icps can cost companies around 10 percent of their yearly revenue. Data shows that companies fixing their icps see deal cycles 3-5x faster and retention goes up by about 40 percent. I use latenode.com to help teams build a collaborative icp with all stakeholders in one space. Our platform centralises data and gives real time updates so nobody gets left behind. It helps guide quarterly reviews with data driven insights that adapt to market changes. I truly believe merging decision-makers and beneficiaries stops the chase of shadows and drives true revenue growth.