What’s the real mistake AI founders make when defining their Enterprise ICP?

I keep seeing founders map their ICP around surface-level traits—industry, size, tech stack, yet still miss the accounts that actually buy.

So here’s the question I’d love this community to go deep on:

In enterprise AI, what’s the ONE factor that truly separates a “perfect-fit ICP account” from a logo that will never move past a demo, no matter how good your tech is?

Curious to hear from GTM leaders, founders, architects, and buyers who’ve lived this. What’s the real signal?