Ideal Customer Profile (ICP)
A clear, persona-driven framework to define, target, and serve your best-fit customers.
🔹 WHO They Are
👥 Key Personas
Persona Type
Typical Titles
Level of Influence
Economic Buyer
VP of Operations, CFO, Head of Procurement
Executive / C-Suite
Champion
Product Manager, Program Manager, Operations Lead
Director / Senior IC
End User
Customer Success Manager, Project Coordinator
Individual Contributor
💡 Tailor messaging, product benefits, and onboarding experiences to match each persona’s decision power and day-to-day responsibilities.
🏢 Company Profile
Attribute
Target Criteria or Signals
Team Size
100–1,000 employees (mid-market focus, with enterprise stretch)
Annual Revenue
$10M – $250M
Geography
US, UK, Germany, Singapore, Australia
Industry Focus
B2B SaaS, Creative Agencies, HR Tech, Internal Tools, Collaboration
Technology Profile
Using 3–5 SaaS tools; integration-ready mindset
🎯 Use this profile to qualify leads, score accounts, and guide ABM segmentation.
🔸 WHY They Choose You
⚙️ What They’re Trying to Achieve
Persona Type
Desired Outcomes
Economic Buyer
Optimize budget utilization and gain clearer ROI visibility
Champion
Unify fragmented workflows and improve team-wide coordination
End User
Get work done faster with less context-switching and fewer tools
🔑 These are your high-leverage value props — build them into landing pages, sales decks, and demos.
💢 Challenges They Face
Persona Type
Common Struggles
Economic Buyer
Rising software costs with unclear accountability across teams
Champion
Bloated tool stacks, poor adoption, and lack of cross-department control
End User
Clunky user experience, duplicate manual effort, siloed collaboration
🚨 Use these friction points to build urgency and empathy into marketing and onboarding.
