Platform ICP & Messaging Handbook 

The ICP Playbook is a critical tool that empowers sales, marketing, and customer-facing teams to deeply understand and connect with target buyer personas across various verticals. This playbook distills detailed insights into customer pain points, motivations, frustrations, and desired outcomes enabling personalized and resonant messaging that drives engagement and conversions.

Understanding your buyer isn’t a luxury it’s a necessity. In competitive markets, generic outreach fails. This playbook equips you with the clarity and language to speak directly to the core needs of:

  • Data Engineers / Architects

  • Salesforce / Dynamics Admins

  • DBAs

  • Consultants

  • CXOs

  • Finance Executives

  • Sales & Operations Managers


Each persona is broken down by:

  • Current role and situation

  • Deepest desires and success metrics

  • Fears, frustrations, and daily pain points

  • What makes them angry or resistant to change


How to Use the Playbook

  • Select the relevant solution tab: Cloud Replication or Cloud Workflow

  • Identify the persona you’re targeting

  • Review their situation, challenges, and desired outcomes

  • Craft messaging that:

    • Reflects their current state

    • Taps into their emotional drivers

    • Offers your solution as a clear path to success

 

  

Last modified: Thursday, 17 July 2025, 10:07 AM