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CREATING & LEVERAGING IDEAL CUSTOMER PROFILES

What It's Used For

Ideal Customer Profiles (ICPs) are ways to discover and target potential customers that you think have the qualities and use cases that your product is a particularly good match for. Then Sales & Marketing Teams can focus their approaches to be successful with the people most likely to want (and buy) your product or service.

Requirements/

Process

ICPs require ways to differentiate between potential prospect types and understand what will drive their behavior. This can come for analytics of what "power users" use your product to do. Or it can come from generative research like surveys of existing users and some qualitative interviews. 

It general requires 2-3 research studies or data analyses to get broad and deep enough information to be useful. E.g. in one case I did some analysis of current user behavior, then surveyed 200 users and interviewed 30 of them. 

Timing

Usually several months, assuming a lot of the research hasn't been done

Case Study

Sigma: ICPs

Related Options

Create Sales Playbooks

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