---
title: "What Is an Ideal Customer Profile (ICP)? Definition | ONEGTMLAB"
description: "An ideal customer profile (ICP) describes the companies that get the most from your product. Learn how to build one and how it differs from a persona."
canonical: https://www.onegtmlab.dev/glossary/ideal-customer-profile
---

# What Is an Ideal Customer Profile (ICP)? Definition | ONEGTMLAB

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GTM Glossary

# Ideal Customer Profile (ICP)

An ideal customer profile (ICP) is a description of the type of company that gets the most value from a product and brings the most value back, defined by firmographic, technographic and situational traits.

Also called: ICP, ideal customer profile

## Why it matters

The ICP decides who a team spends its time on. It shapes list filters, account tiers, ad audiences, messaging and which inbound leads get fast follow up. A strong ICP is built from evidence: the traits shared by customers who closed quickly, stayed long and expanded, rather than a wish list of well-known logos.

An ICP describes companies, while a buyer persona describes the people inside them. A useful ICP includes traits a data tool can filter on, such as headcount or region, plus traits that need research, such as the business model or a recent trigger event. Teams revisit the ICP as win and loss data builds up, because an outdated ICP points outreach at the wrong accounts.

## Example

A company that sells usage-based billing software studies its last 40 customers. The ones that renewed and expanded share four traits: they are B2B software companies, they have 50 to 500 employees, they price by usage and they have a finance team of at least two people. That becomes the ICP. A company with fixed subscription pricing is deprioritized even if its size matches.

## Related terms

-   [Buyer Persona](/glossary/buyer-persona)
-   [Firmographics](/glossary/firmographics)
-   [Total Addressable Market (TAM)](/glossary/total-addressable-market)
-   [Account-Based Marketing (ABM)](/glossary/account-based-marketing)
-   [Technographics](/glossary/technographics)

## Related service

[Account-Based Marketing Tier your named accounts, act on their signals and reach the whole buying committee.](/services/account-based-marketing)

## Related playbooks

-   [Outbound Sales Playbook From a signal or event list to the right buyers, one channel each, with every row explained.](/growth-playbooks/outbound-sales)
-   [Data Enrichment Playbook Reuse what you hold, enrich the company first, judge from the description, and keep every raw payload.](/growth-playbooks/data-enrichment)

## Questions people ask

### What is a good ICP?

A good ICP is specific enough to filter a list and is based on evidence: the traits shared by customers who bought quickly, stayed and expanded. It names firmographic traits a data tool can filter on, plus the situation or trigger that makes a company need the product now.

### How do I identify my ICP?

Start from your best existing customers: list who bought fastest, stayed longest and expanded. Find the traits they share, such as size, business model, technology and the problem they had, check them against lost deals and churned customers, and write the result as criteria a list can be filtered on.

[← All GTM terms, A to Z](/glossary)

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