Ideal Customer Profile (ICP)
An ideal customer profile (ICP) is a detailed description of the type of company that would be the best fit for your product or service.
Understanding Ideal Customer Profile (ICP)
An ICP defines firmographic and technographic characteristics of companies most likely to succeed with and derive value from your solution. This includes attributes like industry, company size, technology stack, growth stage, and organizational characteristics. ICPs guide prospecting, help qualify opportunities, and inform go-to-market strategy. Unlike buyer personas (which describe individuals), ICPs describe organizations. Effective ICPs are based on data from successful customers and updated as the business evolves.
What You Need to Know
ICPs describe ideal companies, while buyer personas describe ideal individuals
Effective ICPs are based on data from successful existing customers
ICPs guide prospecting, qualification, and go-to-market strategy
ICP fit can be measured and scored for prioritization
Pre-call research tools like Prepd can calculate ICP fit scores automatically
See It in Action
B2B SaaS ICP Example
B2B SaaS companies with 50-500 employees, Series A-C funded, using Salesforce, in growth mode, with dedicated sales teams.
ICP Scoring
Assigning points based on how well a prospect matches ICP criteria, then prioritizing outreach to highest-scoring accounts.
ICP-Based Qualification
Using ICP criteria during discovery calls to assess fit and determine whether to continue pursuing an opportunity.
Master Ideal Customer Profile (ICP) with Prepd
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Frequently Asked Questions
Common questions about ideal customer profile (icp).
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