Firmographics

Firmographics are to companies what demographics are to people: the stable, descriptive traits you use to group and target them. The core set includes industry or sector, employee headcount, annual revenue, headquarters location, ownership structure, and growth stage. Together they answer the question of what kind of company an account is, before you look at anything it has done. B2B teams lean on firmographics for two jobs. The first is defining and applying an Ideal Customer Profile, since most ICPs are expressed in firmographic terms like 'US SaaS companies with 50 to 500 employees.' The second is segmentation, where you split a market or a database into groups that warrant different messaging, pricing, or routing. Firmographics are powerful because they are relatively durable and easy to act on, but they describe fit rather than timing. A company can match your ICP perfectly and still have no current need. That is why mature teams pair firmographic fit with behavioral or intent signals: the firmographics tell you which accounts belong on the list, and the signals tell you which of them to contact now. Firmographic data is also prone to going stale as companies grow, get acquired, or relocate, so it usually needs regular enrichment to stay accurate.