Ideal Customer Profile
An Ideal Customer Profile (ICP for short) is a combination of company characteristics and behavioral characteristics that define an organization’s most valuable customers. ICPs help your sales and marketing teams focus their efforts on the highest ROI places to spend their time.
Ideal Customer Profile is part of our Customer Success Career Leveling Framework. Explore next steps in your career from this industry-standard model.
What is an Ideal Customer Profile?An Ideal Customer Profile (ICP) is a detailed description of the type of customer that a business should target for maximum success. It includes demographics, psychographics, and behaviors that make a customer an ideal fit for a business.
How to Create an ICPCreating an ICP involves researching and analyzing customer data, identifying common characteristics among the most profitable customers, and using that information to create a detailed profile. It's important to involve multiple departments and stakeholders in the process to ensure accuracy and buy-in.
- Questions to Develop the Ideal Customer ProfileDavid provides 5 questions you can leverage to make an ideal customer profile, and provides an example of what the answers looked like at Pardot to make their ICP.
ICP Examples & Case StudiesICP examples and case studies demonstrate how businesses have successfully used their ICPs to improve marketing, sales, and Customer Retention. The key is to use the ICP to tailor messaging and offerings to the ideal customer, leading to increased revenue and customer satisfaction.
- How we found our Ideal Customer ProfileThis case study from James covers: • Why should you care? • How we did it • Track bad customers that don't buy too • 5 reference customers • Dealing with pricing • How we're evolving this