I've been reviewing HR and Work Tech ICPs for almost two decades. It's almost always where the problem starts. Get it right and messaging clicks, pipeline moves, fundraising gets easier. Get it wrong and you're burning budget chasing the wrong buyer and wondering why nothing converts. There's never been a more urgent time to get this right. That's why we built the WorkTech ICP Framework, and why it's free. #HRTech #WorkTech #Strategy #MarketIntelligence #GTM