On average, companies are missing 60% of their true ICP. These are qualified accounts that sit outside traditional ICP filters - accounts you should be selling to, that your competitors likely aren't working either. The root cause: most ICPs are built on the same three filters companies have used for a decade - employee count, industry and geography. These aren't buyer profiles, they're proxies. And they're leaving the majority of your real market untouched. This session breaks down why filter-based ICPs are fundamentally flawed, what a modern ICP definition actually looks like, and how leading revenue teams are replacing proxies with real qualification at scale. Key takeaways: - The difference between filtering for your market and actually qualifying it - How to define your true ICP using your own customer data - Why your market changes by up to 10% every month - A practical framework for building a market definition that reflects how your business actually wins