A detailed description of the type of customer that would benefit the most from a company’s product or service and, in turn, provide significant value to the company. The ICP outlines specific characteristics and attributes of the ideal customer, including demographic information, industry, company size, revenue, geographic location, behavioral traits, and specific needs or pain points.

Creating an ICP helps businesses focus their marketing and sales efforts on the most promising leads, optimizing resources and increasing the likelihood of successful conversions. An accurate ICP enables companies to tailor their messaging, product development, and customer service to meet the unique requirements of their best-fit customers, thereby driving growth and fostering long-term customer relationships.