Customer 360 — Segmentation Intelligence & ICP Fit Scoring

Lattice Revenue Co. · 375 Active Accounts · $22.1M ARR · Updated Dec 2024

North-Star Goal
GRR 88% → 94% in 3Q via ICP Alignment
Blended GRR
88.4%
-1.6% vs target
ICP-A NRR
121%
+13% YoY
ICP 9–10 Accounts
52
+8 QoQ
Avg ACV (ICP-A)
$68K
24m LTV: $191K (2.8x)
Lookalike Targets
43
Expansion whitespace identified
Segment Velocity (ICP-A)
38d
vs 67d (ICP-D)

ICP Fit Score Decile Heatmap — Account Distribution by Acquisition Quarter

D1
D2
D3
D4
D5
D6
D7
D8
D9
D10
Q1 2023
8
12
14
18
19
16
12
9
6
4
Q2 2023
6
11
13
17
15
14
13
11
7
5
Q3 2023
5
9
11
14
16
18
15
13
9
8
Q4 2023 ⚡
3
6
8
12
17
19
22
18
14
11
Q1 2024
2
4
7
11
16
21
24
19
16
13

⚡ Q4 2023: SDR filter added (tech stack overlap ≥0.4) — visible shift toward higher deciles

Firmographic Attribute Correlation Index (24m GRR)

Segment ACV vs. 24m LTV Gap Index

Lookalike Expansion Bubble Chart — Whitespace Opportunity Sizing

Bubble size = Expansion ARR potential. 43 accounts (orange) identified as high-fit expansion targets.

Win Rate by ICP Fit Decile

Churn Concentration Index by Segment

Segment & ICP Account Intelligence Table

Account ICP Decile ACV 24m LTV GRR NPS Feature Adoption Segment
Argon Analytics D10 $92K $241K 98% 72 94% ICP-A
Blueprint Systems D9 $74K $198K 96% 68 89% ICP-A
Cascade Revenue D9 $61K $183K 95% 64 87% ICP-A
Delta Insights D8 $51K $142K 92% 58 81% ICP-B
Ember Technologies D7 $47K $129K 90% 54 76% ICP-B
Flare Solutions D6 $38K $97K 85% 47 68% ICP-C
Granite Corp D5 $34K $84K 83% 41 62% ICP-C
Harbor Industries D4 $29K $71K 79% 36 54% ICP-C
Indigo Ventures D3 $24K $58K 74% 28 47% ICP-D
Jade Enterprises D2 $19K $42K 68% 22 39% ICP-D

NPS Predictive Validity

Feature Adoption by Segment

TAM Penetration Rate

Segment Velocity (Days-to-Close) by ICP Decile

ICP-A (D9-10) closes in 38 days on average vs. 67 days for ICP-D (D1-3). Win rate correlation: 0.81.