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You’ve already done the hard work. You’ve mapped your segments, maybe even scored your accounts. But if your ICP still lives in a deck or a spreadsheet, you’re not seeing its full impact.

This guide is for teams that want to make their ICP part of their daily operations, across marketing, sales, and CS.

Together with HubSpot experts from Set2Close, we’ll show you how to:

• Turn your ICP into a shared system of record

• Embed it into your CRM and GTM workflows

• Keep it measurable and aligned with your growth goals

The three sections of the guide

1. Grounding your ICP – Clarify what makes an ICP truly usable (and why most static definitions fall short)

2. Making it operational in HubSpot – Translate your ICP into segments, properties, workflows, and filters your team can actually use.

3. Keeping it alive with Vasco – Track the right KPIs, adapt to changes, and align your ICP with how you grow.

Because when your ICP is fully operational, your entire GTM engine runs smarter.