Strategy · GTM Glossary
Ideal Customer Profile (ICP)
A detailed description of the type of company that would benefit most from your product. ICPs typically include industry, company size, geography, and pain points. SDRs use the ICP to target the right prospects.
Example
ICP: 'B2B SaaS companies in DACH with 50–200 employees, Series A–B funded, currently using spreadsheets for project management.'
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