What is ICP (Ideal Customer Profile)?

An ICP, or Ideal Customer Profile, is a description of the type of company that gets the most value from your product and is the best fit to buy from you, defined by attributes like industry, company size, revenue, tech stack, and business model. It answers "who should we be selling to?" at the account level, and it's the foundation of any efficient outbound program.

A sharp ICP keeps your team from wasting effort on prospects who will never convert. It drives list building, lead scoring, and qualification: leads that match the ICP get prioritized, while poor-fit leads are filtered out early. The tighter and more evidence-based your ICP, the higher your reply and win rates tend to be.

An ICP describes the company; a buyer persona describes the individual people inside that company you actually message.