What is an ICP and why you need to know

In today’s digital age, businesses and professionals are always looking for new ways to increase their online presence and attract more customers. One concept that has gained popularity amongst digital marketers and businesses is the development of an Ideal Customer Profile (ICP). Understanding what an ICP is and how it can benefit your business is crucial in today’s competitive market. In this article, we’ll explore the definition and importance of ICP and how it can help businesses build a strong customer base.

What is an ICP?

Before diving deep into the concept of ICP, let us understand the basic definition of ICP. ‘Ideal Customer Profile (ICP)’ is a comprehensive, in-depth description of the types of customers that would benefit most from a particular product or service. It’s a framework that interprets data and insights to create an overall understanding of the ideal customer that a company wants to attract and retain. As such, an ICP simplifies and streamlines the sales process by helping companies focus on the right customers, rather than attempting to sell to everyone.

Benefits of Developing an ICP

The development of an ICP has many benefits, some of which include:

  • Improved overall customer experience
  • Faster and more efficient sales processes
  • More targeted marketing and messaging
  • Increase in revenue and profitability

With an ICP, businesses can analyze and understand their target audience, how they prefer to interact with brands or products, their online habits, and what drives their purchasing decisions. This valuable data can help businesses create better products, services and messaging that resonate with their customers.

Factors to Consider when Developing an ICP

Developing a successful ICP requires research and analysis. Some essential factors to consider include:

  • Industry or verticals
  • Geographic location
  • Company size and structure
  • Budget or purchasing power
  • Behavioural factors, such as interests and hobbies

By analyzing these factors and building a complete, in-depth customer profile, businesses can tailor their product, services, or marketing communications to target the ideal customer

Why You Need to Know About ICP

Efficient Sales Process

When a company spends its time and resources selling to customers who don’t fit their ICP, they’re more likely to experience resistance and delays in the sales process. For example, a company selling high-end luxury cars to low-income earners might find it challenging to close a sale regardless of how persuasive their sales pitch is. When companies understand their ICP, they can focus their sales efforts on qualified leads and significantly reduce their sales cycle. This saves a lot of time and money and generally makes the whole process more efficient.

More Targeted Marketing and Messaging

There’s little point in running a marketing campaign if it doesn’t speak to the target audience. With an ICP, businesses can develop messaging that resonates with their ideal customers. This creates more compelling ads, content, and overall campaigns that speak directly to the customer’s needs, wants, and desires. More effective marketing campaigns often translate to higher conversions and a better overall return on investment (ROI).

Improved Overall Customer Experience

When businesses have a clear understanding of their ICP, they can create a better overall customer experience. Personalized customer experiences resonate better with customers, and customers are more likely to spend their money where they feel valued. When a customer feels like a brand is catering to their needs, they’re more likely to become loyal customers, rising to brand advocates who can bring new customers to your business.

Implementing ICP in your Business

Work with your Team

To create an effective ICP, you need a team of experts. Depending on the size and complexity of the business, different teams can come together to analyze the data, understand the customer landscape better, identify opportunities and decide on a path of action. Considerations to help select the key stakeholders would depend on the company structure, size, vertical and product offering.

Identify the Right Data

Gathering information is a crucial step when creating an ICP. Key Information that can be gathered includes:

  • Customer demographics and behaviours
  • Marketing channels and preferences
  • Industry trends and customer pain points
  • Competitor analysis for similar or competing products and services

Again, depending on where you are in the process, different kinds of data may hold more importance than others. For instance, companies with an existing customer base may focus more heavily on customer behaviours and preferences. Conversely, businesses starting may want to prioritize competitor analysis to gauge what the market has to offer.

Develop your ICP

Having gathered and analyzed the data, the ICP can then be built. An ICP can be visualized in many ways. However, the best practice is usually to have a comprehensive document that can serve as a blueprint for the team’s action plan. The document would typically include the following sections:

  • Persona – An illustrative representation of your ICP
  • Verticals – Selection of verticals that the customer base usually belong to.
  • Geography – The geographical preferences, demographics, and other parameters that define the customer base.
  • Budget – The budget choices that most of the ICP make, making it the base for cost considerations
  • Behavioral Factors – The customer’s interests, needs, and other lifestyle choices that define decisions and purchases


An Ideal Customer Profile is an essential framework for businesses looking to target their ideal customers effectively. When companies have a clear understanding of their target customers, they’re better equipped to develop products, services, marketing messaging and create enriching customer experiences. This results in efficient sales processes, more targeted marketing, and messaging that is more likely to resonate with their customers. Implementing an ICP requires gathering the right data, collaborating with the right team, and identifying the right factors to consider.

Most Common Questions on ICPs

Below are answers to some of the most common questions businesses may have about developing an ICP:

  • Q: Why is it essential for businesses to have an ICP?
    A: An ICP is essential for businesses as it helps identify who the ideal customer for their products or services is. Understanding their ICP helps trends, preferences and behaviours shaping it leading to efficient sales processes, a more targeted marketing and messaging campaign
  • Q: How do we develop our ICP?
    A: Developing an ICP requires gathering relevant data and insights to create an overall understanding of the ideal customer that a company wants to work with. This means analyzing the industry, verticals, geography, behavioural factors, budget, and other such factors that can create a holistic view of the target audience.
  • Q: Who should be involved in developing an ICP?
    A: The development of an ICP involves multiple stakeholders within an organization, such as sales, marketing or product development teams. It’s essential to consider feedback from the consumer-facing departments such as sales or customer service teams to create an overall view of the target audience.
  • Q: How often should we review and update our ICP?
    A: Your ICP is a framework that can change depending on the shifts in customer preferences, industry trends, budget changes, company strategy, etc. It’s important to re-evaluate and update it regularly, at least every quarter, to ensure that the strategy aligns with current market trends and customer behaviour patterns.


[1] Bradford, N. (2017), ‘Buyer Personas 101: A Beginner’s Guide to Building Marketing Personas’, HubSpot; Accessed: March 25, 2021.

[2] Roettgers, S. (2020), ‘Ideal Customer Profile: How to Create Your ICP (+ Template)’, Sendinblue; Accessed: March 25, 2021.

[3] The Measured Marketer (2019). ‘What is an Ideal Customer Profile (ICP)? Why It Matters to Marketing and How to Create One.’

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