// Glossary
Ideal Customer Profile (ICP)
A definition of the company and buyer most likely to become a high-value customer, used to focus targeting.
Definition
An Ideal Customer Profile (ICP) is a description of the type of company, and often the specific role, that gets the most value from your product and is most likely to buy and stay. It's built from firmographics, behavior, and traits of your best existing customers. A clear ICP focuses prospecting and enrichment so teams build lists of fitting accounts instead of spraying outreach across mismatched leads.
Why an ICP comes before list-building
An Ideal Customer Profile (ICP) is a precise description of the companies and roles that get the most value from what you sell — defined by firmographics (industry, size, revenue, location) and the buyer titles inside them. It comes before list-building because it turns "who could I email" into "who should I email." A sharp ICP lets you filter a contact database to a few hundred high-fit prospects instead of a scattershot blast, which is where reply rates and efficiency come from.
Common questions
How do I define my ICP?+
Look at your best existing customers and extract the shared firmographics (industry, size, revenue, location) and the buyer roles that championed the purchase. That pattern is your ICP.
How is an ICP different from a buyer persona?+
An ICP describes the ideal company (firmographics); a buyer persona describes the individual within it (role, goals, objections). You target the ICP, then message the persona.
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