ICP: Ideal Customer Profile

An ICP (Ideal Customer Profile) is a written definition of the company type — by size, industry, geography, tech stack, and pain — most likely to buy, stay, and refer.

What is ICP?

Your ICP is not your TAM. It is the narrow, well-defined slice of the market where your product wins. Strong ICPs drive prospect lists, qualification, message-market fit, and ad targeting.

Frequently Asked Questions

What is the difference between ICP and buyer persona?: ICP describes the company. Buyer persona describes the person inside that company. You need both.
How many ICPs should a startup have?: Usually one. Two if you have validated product-market fit in two segments. More than two and you have a focus problem.