Ideal Customer Profile (ICP)
The profile of the type of company that best fits your offering, the compass for B2B targeting.
By Tanguy De Keyzer · Founder & digital strategist
What is an ICP?
An Ideal Customer Profile describes the type of company that benefits most from your solution and is most valuable to you: industry, company size, revenue, technology, challenges. It focuses on the organization, not on the person.
ICP vs. buyer persona
- The ICP describes the ideal company (firmographic): who are you selling to?
- The buyer persona describes the people within that company: who decides, who influences?
In B2B you need both: the ICP filters which accounts you approach, the personas determine your message.
Why it pays off
A sharp ICP prevents you from wasting budget and sales time on poorly fitting leads. It is the basis for targeted campaigns and for account-based marketing, and thus raises the quality of your pipeline.
From theory to growth.
We turn Ideal Customer Profile into measurable results for your business.