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BasicsIntermediateAdvancedICP stands for Ideal Customer Profile. It refers to the firmographic, behavioral, and environmental qualities that you’d expect to be your most valuable customer.
Defining your ICP well helps you and your organization to focus on the right customers, create the right outbound strategy, and achieve better sales cycles, and higher conversion rates among many others.
Becc Holland from Flip the Script ICP breaks ICP down into a 2 part evaluation consisting of Ideal Customer Company (ICC) + Idea Customer Title (ICT). (watch here)
This is a great methodology as it allows you to hone down first on what your ideal customer’s company looks like and further rank leads within the prospect account.
ICC : Ideal Customer Company | ICT : Ideal Customer Title |
Based on Firmographic Criteria
Example
1. Company Size
2. Company Industry
3. Company Tech Stack | Based on Role & Title Criteria
Example:
1. … Managers
2. Directors
3. Heads of …
4. CXO |
Here is an 8-step framework for your ICP profile together with a template you can use while building out the ICP.Another topic closely related to ICP is your Buyer Persona, understanding and building out relevant Buyer persona profiles allows you to understand the kinds of individuals you are prospecting to, thus allowing your outreach to be personalized and relevant.
Here is a great article that talks about Buyer Persona vs ICP + a Buyer Persona template
Below are some other great resources for understanding and building ICP