Ideal Customer Profile — the type of company that best fits what you sell, defined by firmographics, technographics, and behavioral signals.
An ICP (Ideal Customer Profile) is a precise description of the type of company that best fits your product or service. A good ICP goes beyond 'B2B in Europe' and includes concrete criteria: company size, sector, tech stack, growth stage, geography, and buying behavior.
Example: 'B2B SaaS companies with 30-150 employees, AWS tech stack, who hired their first CFO in the last 18 months.'
A sharp ICP is the foundation under any GTM system. Without a clear ICP, enrichment, scoring, and signal detection build on quicksand. Early-stage startups typically work with 200-600 ICP accounts; scale-ups expand to 2,000-10,000.