ICP (Ideal Customer Profile)

ICP (Ideal Customer Profile)

ICP (Ideal Customer Profile) is a detailed description of the type of company that would benefit most from your product and be most valuable as a customer. Unlike buyer personas (which describe individuals), ICP describes the firmographic and behavioral characteristics of your best-fit accounts.

ICP vs. Buyer Persona

| Concept | Describes | Focus |

|---------|-----------|-------|

| ICP | Companies/accounts | Firmographics, technographics |

| Buyer Persona | Individual people | Demographics, motivations |

You need both: ICP tells you which companies to target; personas tell you who to talk to within those companies.

ICP Components

Firmographics:

• Industry/vertical
• Company size (employees, revenue)