Ideal customer profile (ICP)

A description of the company most likely to buy from you.

An ideal customer profile is the set of fields that describe which company is closest to becoming your customer: industry, headcount, city or country, the tools they use and the job title that signs off the purchase. It differs from a buyer persona in that it describes a company, not a person. A good profile is built not from a guess but from what your closed deals have in common, and it is updated as selling continues.