ICP Diagnostic
Client Discovery

Tell us who you sell to
so we can build campaigns that convert.

This 5-minute diagnostic helps our paid media team define your Ideal Customer Profile (ICP). The sharper your answers, the sharper the targeting, creative, and bidding strategy we'll build for you.

~5 minutes
5 sections
Confidential
01. About you
02. The Who
03. The Why
04. The How
05. The Value
Step 01

First, who are we speaking with?

Quick contact details so we can follow up with your ICP Snapshot.

Please enter your name
Please enter your role
Please enter your company name
Please enter a valid email
Pillar 01 — The "Who"

Firmographics & market position

The observable, targetable attributes of your best customers.

Think about your top revenue, highest-margin, or stickiest accounts. Include industry, size, location, and what they buy.

Please describe your best customers
Required
Required

Name the real alternatives — competitors, in-house solutions, doing nothing, spreadsheets. Not just the obvious ones.

Please name at least one

The point below which servicing the customer eats your margin or becomes operationally painful.

Pillar 02 — The "Why"

Pain points & triggers

The internal event and emotional state that drives someone to look for you.

A hire, a loss, a regulation change, a competitor move, a complaint, a board meeting — what happens 30–60 days before they reach out?

Required

The exact phrases they use on discovery calls — not how your marketing describes it.

Required

The thing they wouldn't say in a meeting but would admit over a beer. What does solving this make them look like to their boss, peers, or family?

Required
Pillar 03 — The "How"

Buying behaviour & funnel

The actual path from first touch to closed deal — and where it breaks.

Required
Required

A specific page visited, a form completed, a question asked, a demo booked, a quote requested. The real high-intent signal — not just "they filled in the contact form".

Required

Stage in the funnel where momentum dies — and what's pulled them back when you've won them back.

The leads that look right on paper but waste your sales team's time. We use these to build exclusions.

Required
Pillar 04 — The "Value"

Unit economics

The numbers that determine how much we can spend, and how fast.

Margin-based, if known.

The max you can pay to acquire a customer profitably.

Required

Which type of customer is most profitable long-term? What makes them different?

Required

Sales team capacity, fulfilment, cash flow, support, product? This helps us pace scaling sensibly.

By submitting, you agree we'll use this to prepare your ICP Snapshot. Your data stays with Hive.

Diagnostic received.

Thanks for taking the time. One of our strategists will review your answers and come back to you within 2 working days with your ICP Snapshot — a one-page summary of your Primary ICP, Secondary ICP, and the profiles we'll actively exclude from your ad spend.

In the meantime, you can reach us at info@hivedigital.co.za