Glossary

ICP (Ideal Customer Profile)

A description of the customer segment most likely to buy, succeed with, and renew a product — used to prioritize sales effort.

Full definition

ICP (Ideal Customer Profile) is a description of the specific customer segment most likely to buy a product, succeed with it, and expand or renew. A good ICP is specific — industry, company size, technology stack, team role, current tooling — not generic. ICP fit is the single biggest predictor of sales efficiency, so tight ICP discipline on qualification calls is one of the highest-leverage things a sales team can do.

Related at Parallax

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