Account-Based Marketing
What is Firmographics?
Firmographics are the company-level attributes used to describe and segment a business audience — industry, company size, revenue, location, tech stack — the B2B equivalent of demographics for individual consumers.
Who Is It For?
Firmographic data is used by ABM and demand gen teams to define and refine which companies actually fit the target market.
How Is It Used?
It’s used to define an Ideal Customer Profile and build target account lists, filtering out companies that don’t match the criteria most likely to become good customers.
- Define ICP criteria using firmographics like industry, employee count, and revenue band
- Filter and score inbound leads against firmographic fit before routing to sales
- Segment ABM target lists using firmographic tiers
- Combine firmographics with intent data for a fuller picture of fit and readiness
Related Terms & Concepts
Frequently Asked Questions
What’s the difference between firmographics and demographics?
Demographics describe individual people — age, job title, location. Firmographics describe companies — industry, size, revenue, tech stack. B2B targeting typically layers both together.
What firmographic data matters most for B2B SaaS ICP?
Industry, employee count, and tech stack tend to be the most predictive for SaaS specifically, since they signal both fit and likely budget for software purchases.
