An ICP is an ideal customer profile.

The ideal customer profile (ICP) defines the firmographic, environmental and behavioral attributes of accounts that are expected to become a company’s most valuable customers.

An ideal customer profile describes an ideal customer for a business based on common attributes like demographics, behavior patterns, needs, and pain points. The purpose of an ICP is to help businesses focus their marketing and sales efforts on the customers that are most likely to convert.

What is an ICP

What is an example of an Ideal Customer Profile?

Basically, ICP is the “type” of client (or company) and user personas are examples of people that fall under that type. For example, if you’re a SaaS company, your ideal customer might be businesses within the B2B tech industry. In Marketing Cloud Account Engagement the Ideal Customer Profile relates to the grade assigned on a prospect, based on how interested your company should be in them.

What should an Ideal Customer Profile include?

Your ICP should focus on relevant characteristics of your target accounts, such as:

  • Industry/vertical.
  • Employee headcount — companywide and within key departments.
  • Annual revenue.
  • Budget.
  • Geography.
  • Technology they use.
  • Size of their customer base.
  • Level of organizational or technological maturity.
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