Beyond Traditional ICP: How Parento Discovered Company Values Matter More Than Company Size

Beyond Traditional ICP: How Parento Discovered Company Values Matter More Than Company Size

When you launch a B2B startup, conventional wisdom dictates a laser focus on specific company sizes, industries, or verticals. But what if these traditional ICP metrics are actually leading you astray? In a recent episode of Category Visionaries, Parento founder Dirk Doebler revealed how abandoning conventional customer segmentation led to breakthrough growth in the insurance technology space.

The Traditional Approach

Like many startups, Parento began with a conventional target market. “We’re going out after small mid sized businesses, usually 50 to 250 employees initially,” Dirk explains, “because it seemed like a group that would be interested in the program and insurance, but also could move quickly.”

The Unexpected Discovery

However, as they began acquiring customers, a surprising pattern emerged. “The things that people think about when they like, oh, what kind of companies they run out or size or industry or demographic makeup really aren’t that impactful for us,” Dirk reveals. “There is a certain overlap, but it’s not a strong correlation.”

Instead, they discovered that success hinged on something entirely different: genuine commitment to employee wellbeing. “What really works for us is not so much what industry this employer in, but what is their genuine concern around their employees? Are they genuinely investing real dollars in their employees?”

Redefining Customer Qualification

This insight transformed their sales approach. Rather than filtering by traditional firmographic data, Parento developed specific discovery questions to uncover authentic commitment to employee investment. “We’re hoping on discovery calls, we’re asking specific questions that tease a lot of that information out about how you approach your human capital.”

The key qualification became whether companies were genuinely committed to improvement or merely following market trends. As Dirk puts it, “Do you care about outcomes, or do you just do what you need to do to retain talents and follow the benchmark? And you’re kind of a laggard around what other people are doing.”

Impact on Product Development

This shift in customer understanding influenced their entire product strategy. Rather than building features based on company size or industry requirements, they focused on creating solutions that supported genuine commitment to employee wellbeing. The results were striking: “We see over two thirds of parents who are having a kid using our support program… they’re using about 13 hours of support on average.”

The Message Evolution

The focus on company values also transformed their messaging strategy. Instead of leading with technical capabilities or industry-specific features, they emphasized their ability to help companies demonstrate authentic commitment to employee support. As Dirk explains, “There’s nothing more family friendly than offering someone paid parental leave and support, because you’re really giving them the ability to create a family or build their family.”

The Broader Implication

For B2B founders, Parento’s experience challenges fundamental assumptions about market segmentation. While traditional ICP metrics provide a comfortable starting point, they might be masking more meaningful indicators of customer success. The key is being willing to look beyond surface-level characteristics to understand what truly drives adoption and satisfaction.

Their success suggests that in certain markets, particularly those involving cultural change or value-driven decisions, psychographic factors might be more predictive than traditional firmographic data. As Dirk notes, “We’re tapping into site based on critical lead. The fact that family friendly policies are huge and this is an easy signaling device for companies to prove to people, especially millennials, who care about family friendly businesses.”

This insight continues to shape their growth strategy, leading to remarkable results including a 95 NPS score in an industry notorious for poor customer satisfaction. For founders navigating their own GTM strategy, it’s a powerful reminder that sometimes the most valuable customer segments aren’t defined by who they are, but by what they truly value.