Subject areaRevenue and sales
The ideal customer profile (ICP) describes the type of company that gets the most value from the offer and returns the most: sector, size, geography, technologies in use, the situation that creates the need.
It describes companies, while the buyer persona describes the people who decide inside them.
It is the first step of account-based marketing: the target account list is drawn from the ICP, and without a shared ICP marketing and sales chase different customers.
An example
A quality software supplier analyses its twenty most profitable customers and finds they are almost all manufacturers between fifty and two hundred people, certified and with one external audit a year. That profile becomes the filter for deciding where sellers spend their time.
Enrico Giubertoni. Licensed under CC BY-NC 4.0: you may quote, translate and adapt this entry with the author’s name and a link, stating any changes. For commercial use, write to info@enricogiubertoni.com
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