Turning ICP Into Pipeline: Start With a Smarter, Shared ICP

In this episode of The Pipeline Pioneer Season 2, we had Tim Hillison, Founder & Chief Marketing Officer at Entry Point 1. Tim shares his 25+ years of GTM experience to explain why defining a clear and consistent Ideal Customer Profile (ICP) across all teams is the cornerstone of effective pipeline generation.

He dives deep into how organizations can align sales, marketing, product, and customer success around one shared ICP using data, technographics, and evolving signals. Tim also explores the role of AI in GTM, highlighting how synthetic datasets, automation, and personalized workflows can supercharge growth without sacrificing human context.

Wrapping up with the “100 Penny” exercise, Tim lays out his go-to-market investment strategy and shares his take on the growing trend of founder-led growth. Whether you’re a startup or scaling mid-market business, this episode is packed with actionable insights to help you build smarter, more aligned pipelines.