ICP (Ideal Customer Profile)

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

Definición

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.

Puntos clave

• 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