# Core-term cards

> Reinforce the essential terms and metrics of an ARR engine

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[B2B sales & customer success](/en/courses/b2b-sales-cs) 1. ICP & pipeline design 2 / 14

# Core-term cards

Reinforce the essential terms and metrics of an ARR engine
Flashcards 20 XP 5 min

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Term ICP Tap to reveal Definition 이상적 고객 프로파일 — 우리 제품이 가장 큰 가치를 주는 고객 유형. 5개 항목 가중 합산으로 스코어링한다. Example: 산업 적합성 25% · 문제 시급성 30% · 의사결정 구조 20% · 데이터 성숙도 15% · 기술 적합성 10% Previous Got it · Next

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