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ICP (Ideal Customer Profile)

The detailed description of the type of company that gets the most value from your product.

Marketing

Definition

An Ideal Customer Profile is a written description of the company attributes (industry, size, geography, tech stack, business model) that identify customers best fit for your product. ICP is company-level; buyer persona is person-level. Together they define who to target.

Key points

  • Based on analysis of best current customers (retention, expansion, referrals)
  • ICP attributes should be observable, not aspirational
  • Tight ICP boosts efficiency; too-tight starves pipeline
  • Review ICP quarterly as product and market evolve
Example

ICP: B2B SaaS companies, $5M-$50M ARR, 20-200 employees, North America, Salesforce users, sales-led GTM motion.

Related terms

Buyer PersonaLead ScoringMQL (Marketing Qualified Lead)

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