An ideal customer profile (ICP) is a detailed description of the type of company that would benefit most from your product or service, and, in turn, provide the most value to your business. It’s used to guide prospecting, targeting, messaging, and product positioning.

An ICP typically includes firmographic data and technographic data, such as:

• Company size or employee count
• Industry or vertical
• Revenue range or growth stage
• Location or region
• Tech stack or tools used
• Buying triggers or pain points

ICP vs. Buyer persona:

• ICP = the company you’re targeting
• Buyer persona = the individual decision-makers or influencers within that company