Staging environment
Free Lesson

ICP as a System: Static Document to Active GTM Layer in Clay

Part of Building an AI GTM Engine

Hosted by Pawel Nical

Wed, Sep 30, 2026

4:00 PM UTC (1 hour)

Virtual (Zoom)

Free to join

163 students

Invite your network

What you'll learn

Turn your ICP into an active layer in Clay

Your ICP stops being a page agreed on once and starts running as a system that go-to-market motions pass through.

Build qualification gates before you score

A gate is a check an account clears or exits on. Order them well and you stop enriching companies you'd never sell to.

Score and prioritize accounts by fit

Signals measure how relevant and how urgent the problem is for the buyer. The tier decides what your team focuses on.

Why this topic matters

Most Ideal Customer Profiles (ICP) live in a static document that nothing downstream runs on. This session turns that document into an active layer your go-to-market motions pass through. I'll walk you through the model I've built advising companies from enterprise to early-stage startups. You'll learn how to translate ICP into a system that drives which accounts your team works first, rather than sitting in a drawer.

You'll learn from

Pawel Nical

Founder @ RevTech · former Head of RevOps · Clay Solution Partner

I built one of Europe's first dedicated RevOps teams as Head of RevOps at Nethone, a cybersecurity SaaS, and helped scale it from seed through Series A to its acquisition by the Mangopay group.

Since 2023 I've advised 20+ B2B SaaS companies across the US, Europe and APAC on GTM strategy and RevOps architecture, including Payhawk, Squiz, and Fastmarkets.

Today I run RevTech, an accelerator for senior GTM and RevOps advisors, and write about the space where revenue expertise meets technology leverage.

I'm a Certified Revenue Architect through Winning by Design and an official Clay Solution Partner. I've advised Clay on their global community strategy and led their community in Europe.

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