a case study video image on developing healthcare icp

Developing A Healthcare ICP – Real World Case Study

The most important first ABM step in healthcare technology marketing is developing your Ideal Customer Profile (ICP). In this video, I share with you a case study on the approach we used when developing a healthcare ICP for my Startup.

Video Insight – An Exclusive ICP Development Process…

And so, in this video,  I highlight the healthcare solutions we were offering, the customers we targeted, and the strategies we used to identify our best-fit target customers as we continued to expand.

I hope that as a healthcare B2B marketer, this video will give you a better perspective on how to develop your healthcare ICP.

Video Lessons – Developing A Healthcare ICP

In this video I review:

  • The type of healthcare solutions we provided
  • The Category of hospitals we targeted in order to penetrate the market
  • The sales deal-size approach we used to identify target customers and why we adopted it
  • Characteristics that distinguished us from hundreds of other competitors
  • The key advantages we had that gave us an upper hand in terms of market penetration
  • A list of our  initial target markets
  • The process we successfully used to create our healthcare ICP
  • Finally,  a list of some of the customers we partnered with


Other Related Links

Adam Turinas

Adam Turinas is a long-time technology marketing leader and entrepreneur. He is the co-author of the Total Customer Growth book and founder of Total Customer Growth LLC. Adam spent two decades marketing for Dell, IBM, Bank of America, and dozens of other major marketers. In 2012 he founded, grew, and eventually sold a healthcare technology software business and then created healthlaunchpad, a leading healthtech marketing firm that teaches clients how to use ABM.

  • […] my previous video, I shared my personal experience on how we developed a healthcare ICP for my Startup.  In this […]

  • […] Developing An Ideal Customer Profile (ICP) – Real-World Case Study […]

  • >