From Chaos to Clarity: How Softgarden Nailed Their Ideal Customer Profile (ICP)

Описание: Is your Go-To-Market strategy stalling, because your team can’t agree on who you're actually selling to?

In this episode, we dive into one of the most overlooked growth blockers in B2B tech: misalignment around the Ideal Customer Profile (ICP).

🎙️ Join Anastasia Albert and Norman Rohr from B2B Practitioners as they sit down with Kirill Mankowski, CEO of Softgarden, to break down:

Why Softgarden (20M+ ARR) outgrew their first ICP

How to align Sales, Marketing, Product & Customer Success on ONE GTM strategy

What it takes to scale into new segments without losing focus

The do’s and don’ts of ICP development in B2B SaaS

Why enablement beats slide decks — every time

💡 Whether you're a SaaS CEO, CRO, Head of Product, or Product Marketing leader — this behind-the-scenes case will show you how to turn a messy GTM motion into a scalable engine.

Timestamps:
00:00 - Intro: The hidden growth blocker in B2B
01:20 - Softgarden’s story: 20 years in HR tech, still no ICP?
04:00 - The challenge of multiple segments (mid-market + SMB)
08:00 - Aligning Go-To-Market teams around the customer
11:00 - Enabling the team (not just building slide decks!)
15:00 - What data to use when building your ICP
20:00 - Lessons learned + most common ICP mistakes
28:00 - Advice to SaaS leaders redefining their ICP

🔍 Keywords:
Ideal Customer Profile, B2B Tech, Go-To-Market Strategy, Product Marketing, SaaS ICP, Sales Enablement, Mid-Market SaaS, GTM Alignment, Customer Personas, Market Segmentation