Question 1

What is an Ideal Customer Profile (ICP)?

Accepted Answer

An Ideal Customer Profile (ICP) is a description of the company—not the individual buyer—that gets the most value from your product or service. It focuses on firmographics (size, industry, location), operational maturity, and situational triggers that make them ready to buy now.

Question 2

What is the difference between an ICP and a Buyer Persona?

Accepted Answer

An ICP defines the *account* or company (e.g., 'B2B SaaS companies with 50-200 employees'). A Buyer Persona defines the *human* within that company (e.g., 'VP of Sales who is frustrated with long sales cycles'). You need both to succeed.

Question 3

How do I create an ICP?

Accepted Answer

The best way is to reverse-engineer your top 10 best clients. Look for patterns in their industry, size, the specific 'trigger event' that caused them to buy, and the tech stack they use. Our free ICP Generator tool helps you structure this data automatically.

Question 4

How often should I update my ICP?

Accepted Answer

You should revisit your ICP every 6 to 12 months, or immediately after a major product launch, a shift in market conditions, or a pivot in business strategy.