From ICP to Named Accounts... How C-Suite allocates GTM resources to the highest-return revenue opportunities

A closed-door working session for C-suite GTM leaders who want to turn targeting into a competitive advantage, not a quarterly debate.

Most teams can articulate an ICP. Very few can explain, credibly, why these specific accounts deserve the majority of budget, headcount, and executive attention right now.

That gap shows up everywhere: inflated pipeline, slow cycles, fragile forecasts, and reps “busy” in the wrong places.

This session is designed to change that. You’ll leave with:

A clearer POV on what board-defensible focus actually looks like
A sharper signal hierarchy (what to trust, what to ignore)
A repeatable way to translate strategy into an execution-grade coverage plan (territories, routing, campaigns, forecasting), without tribal knowledge or internal politics

If you’re leading growth in a market where efficiency matters, this is one of those rare afternoons that pays back immediately: once you see how elite teams structure focus, it becomes hard to accept business-as-usual targeting again.

Agenda

2:00–2:15pm Welcome + the Focus Thesis (why allocation is a C-suite decision)
2:15–2:35pm Executive framing: where mis-allocation leaks revenue (pipeline, win rates, productivity)
2:35–3:05pm Working example: turning ICP into custom signal logic + a high-confidence coverage plan
3:05–3:35pm Operationalizing focus: territories, routing, campaigns, forecasting
3:35–4:30pm Closed-door discussion + takeaways (what you’d change Monday morning)

From 5:00pm (optional): Pavilion CRO & CMO Happy Hour, drinks, and networking (sponsored by Pavilion; hosted by Dave Govan & Alon Waks)

AI GTM Strategy Workshop & Executive Happy Hour