Articles by Megan O'Dowd
- Example: GitLab's Ideal Customer Profile
This article outlines ideal customer profiles for GitLab's sales and marketing teams. An ICP focuses on characteristics of target companies rather than individual users. It defines core criteria like having at least 500 employees and using technologies like GitHub. Companies with over 500 employees and 100+ developers are a primary target segment. Smaller companies with under 500 employees and looking to purchase their first DevOps tool are also outlined. Multiple tables provide descriptions for attributes to consider like industry, company size, and tech stacks. A process for developing ICPs each fiscal year involving sales, strategy, and marketing teams is mentioned. Different profiles are defined based on company size, with the 500+ employee profile requiring the most developers. This document provides useful guidance for identifying ideal prospective customers.