Your Ideal Customer Profile

ICP profile summary

Give a brief description of your Ideal Customer Profile (ICP) and why it matters to your organisation. Include research notes, patterns you've seen across prospects and clients, and any other info that can be relevant to your colleagues. The idea is to give a broad overview of this ideal customer and why they are such an ideal customer.

Company profile

Replace each question/prompt in the top row with the details of your ideal customer. Then fill in 2-3 examples of existing customers who match your ideal customer profile, and 2-3 companies that would be a dream prospect in this profile.

Industry	Business model	Growth stage	Annual revenue	Team size	Market focus	Company traits	Company culture	ARR potential
What sector are they in?	Are they B2B, B2C, marketplace, SaaS, services...?	Are they early-stage, scaling, or mature?	Rough revenue range	Number of employees or sales team size	Do they sell locally, regionally, internationally?	e.g. uses HubSpot, has SDR team, tech-enabled	Which values do they have that are a great match for yours?	What is the potential ARR we could charge?
✅ Example of an existing client who fits the ICP
🚀 Example of a dream prospect who fits the ICP

Sales cycle contacts

Once you know which type of companies to target, it's time to consider who you need to speak to during the sales cycle. Think about the whole cycle and consider each relevant persona you encounter.

| | Conversation starter Who sees the need first? | Internal ambassador Who can advocate for you? | Decision maker Who makes the final decision? | | --- | --- | --- | --- | | Role | Which role do they have? | Which role do they have? | Which role do they have? | | Seniority | What level of seniority do they have? | What level of seniority do they have? | What level of seniority do they have? | | Team size | How big is the team they're in / responsible for? | How big is the team they're in / responsible for? | How big is the team they're in / responsible for? | | Daily challenge | What are the things they run into every day? **- … | What challenges do they have that impact the first team?

… | What business problems are they accountable for?
… | | Triggers | When do they start looking for a solution? **- … | What makes them support the solution?
… | What makes them realise it's worth the investment?
… | | Convincers | What opens the door to a first meeting? **- … | What helps them convince others internally?
… | What proves ROI or business value quickly?
… | | Turn-offs | What makes them ignore outreach? **- … | What makes them unsure or hesitant to support the solution?
… | What feels like a risk or waste of time or money?
… |

What's next?

It's great to know who you are trying to reach, but how do you use this information?

Use the ICP breakdown and the company characteristics you've defined to understand what type of companies you want to target
In these companies, use the personas you've defined to know who you need to reach within the company
Reach out to them and use their daily challenge, triggers, convincers and turn-offs to craft your first outreach

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