Ideal Customer Profile
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.
Unusual Guide to Defining your ICP and PersonasDakota covers: • What is an ICP? • Keeping Your ICP and Personas Distinct • Cross-Functional Benefits • Defining Your ICP and User and Buyer Personas • Changes Over Time
How to Create an ICP
Creating 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 Studies
ICP 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.
Example: GitLab's Ideal Customer ProfileGitLab's ideal customer profile covers attributes of their two main customer categories: large and mid market.
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
