Markus Stahlberg
- CEO and Co-Founder at N. Rich
GetLatka talk
How N. Rich Used Intent Data and High-Velocity ICP to Boost SDR Productivity by 849% (Interview with CEO Markus Stahlberg)
Markus Stahlberg (CEO and Co-Founder of N. Rich) gave a talk on March 17, 2023.
N. Rich figures from the talk
- SDR Productivity Boost (2023)
- 849%
- US Customer Share (2023)
- Less than half
- ICP Win Rate (2023)
- 27%
- Non-ICP Win Rate (2023)
- 7%
“ICP is not going to tell you whether the account is ready to talk to your sales, whether they are ready to buy. It just tells you that this is an ideal customer after they are ready to buy.”
“It should be only those hot accounts that the SDRs and the sales team is prioritizing. And this way you'll get the ideal results.”
“You can see there the win rate difference. So 27% versus 7%, average deal size is 10x, which kind of there's no point to focus on the non ICP.”