ICP (Ideal Customer Profile)
Definition
ICP describes your perfect customer. The type of company or person most likely to buy, get value, and stay long-term.
What Is an ICP (Ideal Customer Profile)? How to Define One
ICP defines: company size, industry, budget, pain points, tech stack, decision makers. Example B2B SaaS ICP: 50-500 employee SaaS companies, engineering or product teams, $50k+ annual budget, struggling with workflow automation. Narrow ICP = better targeting, higher conversion, lower CAC. Broad ICP = wasted sales effort on bad-fit prospects who churn.
Examples
A B2B scheduling tool defines its ICP as engineering teams of 50 to 300 people at companies with an annual software budget over $50,000, currently coordinating standups through spreadsheets. Narrowing to that profile lets sales skip prospects who will never convert or stay.