Ideal Customer Profile

An Ideal Customer Profile (ICP) defines the perfect customer for what your organization has to offer, basically, those that can realize the most value from your product and/or services.

Defining an appropriate ICP will help you to make better decisions on which leads to pursue, where to find them, and how to engage with them.

We shouldn’t confuse a target customer with an Ideal Customer Profile. The first one refers to any organization that might purchase our products and/or services, defining them in a more general way; the ICP are the most valuable prospects that are more likely to buy and realise value from our products and/or services.

You can define it in a simple way or in a very complex one, and it will help you to have faster sales cycles, higher conversion rates, and a greater Average Customer Value and Lifetime Value.

Organizations should focus on defining an Ideal Customer Profile in a realistic way, as it will be integral to their marketing and sales strategy and execution. Some attributes of the ICP could be the following:

When you have a lead, you can then compare it with your ICP, and if some attributes aren’t a match, you know that the chances of conversion might be lower; on the contrary, if the attributes are exactly what you have defined in your Ideal Customer Profile, you will have higher chances to convert.