Bonus workbooks: Ideal customer profile template, ICP checklist, PDF copy of this guide + in-depths questionnaire for customer interviews.

In this guide, I’m going to show you a proven framework on how to create an ideal customer profile (or ICP) for a B2B company.

This is the exact process we used to:

  • Improve client positioning, so they were perceived as niche industry experts.
  • Create a hyper-targeted list of B2B prospects that are likely to buy their product
  • Generate $300k in sales opportunities with a pilot ABM campaign

I’ll also share with you a copy of the ICP template I use and The Diver Survey Method to collect valuable insights about your customers.

Ideal Customer Profile Example

The kicker?

This client operates in a highly competitive space (software development) where they used to be a “one size fits all” vendor for many years.

So let’s dive right in.

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What is an ideal customer profile?

ICP is a list of attributes that your BEST customers from a SPECIFIC market segment have in common.

I emphasized BEST and SPECIFIC for several reasons:

1. Every segment has individual needs and different reasons why the companies from that segment buy your product.

2. All your customers are not created equal.

20% of your clients generate 80% of your revenue. Your ICP should be based on these clients.

The most common mistake B2B companies make is blending data from different segments and ending up with a broad definition of ICP.

As a result, they describe their ICP as “Startups from Boston that have raised money recently”, “Round A SaaS compani