Ideal Customer Profile (ICP)
A description of the company that gets the most value from what you sell, used to decide who to contact.
An Ideal Customer Profile describes the company — not the person — that your product fits best: industry, size, region, business model, technology in use, and the internal trigger that makes the problem urgent.
An ICP is different from a buyer persona. The persona describes the human being in the conversation; the ICP decides whether that conversation is worth starting at all. In outbound work the ICP comes first, because it determines the list.
A useful ICP is built from evidence: the deals you actually closed, the ones that renewed, and the ones that churned. Where there is no sales history yet, it starts as a hypothesis and is corrected by reply rates within the first weeks of outreach.
How we use it
Every project starts with ICP definition, and the profile is revised as replies come in — segments that do not answer are dropped rather than pushed harder.
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