The accounts that stopped being buyers.

The definition nobody re-reads

Most ICPs in manufacturing software are ordered by revenue, because revenue is the number the board asks about. That ordering is now working against the pipeline.

What changed

Large manufacturers have the engineering depth and the tooling to assemble an internal version of a specialised system, and a growing number are trying. The attempt alone takes the account out of the market, so you do not lose to a competitor, you lose the category.

Mid-sized manufacturers read the real cost of building, which is owning a system for a decade, and buy instead. They also tend to decide in fewer cycles.

The inversion

The accounts that look most valuable against a revenue target are the ones most likely to build, and the accounts that convert keep getting pushed off the list for being too small.

One test

Order your closed won deals by company size rather than by date. If the wins cluster in a band your target list treats as secondary, the list and the market are describing different companies. Then swap the revenue threshold for a capability one: not what the account earns, but whether it can staff and maintain the system internally for five years.

Why now

Budgets for next year are being specified between now and November, so the list you are working today decides which specifications you appear in.

Baseway rebuilds ICP definitions against real win patterns, so pipeline is aimed at the segment that is still buying. Tell us where you are seeing the drop-off and we will come back with a read.