What is Ideal Customer Profile (ICP)?
A detailed description of the type of company that would get the most value from your product.
Definition
An Ideal Customer Profile (ICP) is a firmographic, technographic, and behavioural description of the companies most likely to become your best customers. Unlike buyer personas (which describe individuals), ICPs describe companies. A strong ICP includes: industry vertical, revenue range, employee count, funding stage, tech stack, geographic location, and buying triggers. The more specific your ICP, the more effective your outbound efforts.
Why Ideal Customer Profile (ICP) Matters
Companies with clearly defined ICPs see 68% higher win rates (SiriusDecisions). Without an ICP, sales teams waste time on accounts that will never close. In the Indian B2B context, a precise ICP might be: 'Series A SaaS companies, ₹5-25 Cr ARR, 50-200 employees, using Zoho CRM, headquartered in Bangalore/Gurugram, actively hiring SDRs.'
How IngageNow Uses Ideal Customer Profile (ICP)
IngageNow helps define and operationalise your ICP: upload your best 20 customers, and AI analyses patterns to build your ICP automatically. Then it discovers thousands of similar companies matching your ICP profile from its database.
Try IngageNow FreeRelated Terms
Assigning numerical values to leads to prioritise those most likely to convert.
A B2B strategy that focuses marketing and sales resources on a specific set of target accounts.
The total revenue opportunity available if you captured 100% of your target market.
A semi-fictional representation of your ideal buyer based on research and data.