E259 | Identifying Your Ideal Customer Profile: A Data-Driven Approach with Goodfit's CEO Harrison Rose

CHURN FM

Today on the show we have Harrison Rose, CEO and Co-founder of GoodFit.

In this episode, Harrison shares his journey from founding Paddle, a revenue delivery platform for B2B SaaS, to starting GoodFit, a company that helps businesses identify the right customers at the right time with the right message.

We dive deep into the importance of identifying your Ideal Customer Profile (ICP) and how data-driven approaches can refine this process. Harrison discusses the key factors to consider when defining your ICP, how to leverage data to prioritize the best-fit customers, and the impact of these strategies on churn and retention.

Mentioned Resources

• GoodFit
• Paddle
• Gartner
• ChatGPT
• BuiltWith
• Alipay
• Rahul Vohra
• ShowCode
• David Darmanin
• Hotjar
• Segment
• Drift
• Bose

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.
Course: How to find your Ideal Customer Profile 'ICP' in B2B SaaS

Chapter

1. E259 | Identifying Your Ideal Customer Profile: A Data-Driven Approach with Goodfit's CEO Harrison Rose (00:00:00)

2. Introduction to Harrison Rose and GoodFit (00:03:20)

3. Stepping Back from Paddle: Challenges and Insights (00:04:46)

4. The Founding Story of GoodFit (00:07:23)

5. Identifying the Ideal Customer Profile (00:11:42)

6. Data Sources and Techniques for Market Sizing (00:18:50)

7. The Importance of Time-to-Value and Adoption (00:27:19)

8. Bootstrapping vs. VC-Backed Growth: Lessons Learned (00:34:10)

9. Retention Challenges in a High-Churn Industry (00:38:45)