Forget ICPs, it’s time to get actual.

Most teams build their Ideal Customer Profile (ICP) based on assumptions about who should buy from them. But assumptions aren’t reality.

In this Admin HUG, Nico Lafakis, VP of GTM from SmokeSignals.ai breaks down the Actual Customer Profile (ACP)—what it is, why it matters, and how to uncover it inside your HubSpot CRM.

You’ll learn how to:

• Identify your real best-fit customers (not just your ideal ones)

• Use your CRM data to build dynamic segments based on observed behavior

• Rethink lifecycle stages around what actually happens, not what should happen

• Architect data flows and behavioral tracking that reflect reality instead of theory

If you’ve ever noticed your “best customers” don’t match your “ideal profile,” this session will change how you think about customer targeting forever.

Join us to see how using ICP for reach and ACP for focus can transform your marketing and sales strategy inside HubSpot.