Journal
3 September 2026 · 5 min
Dispatch · Highveld
Narrow ICP is a gift
Width feels like ambition. Depth is what fills a diary your AEs will actually work.
Boards love a wide total addressable market. Sequences hate it. A wide ICP is how you burn domains on people who will never buy and train filters to treat you as noise.
What narrow looks like in practice
- One primary champion title family, not seven.
- Triggers required — hiring, stack, filing — not firmographics alone.
- Geography limited to clocks the fleet can honestly cover.
- Widen only after a clean test range produces qualified holds.
The leopard does not chase the whole plain. It watches until one path is right.