Create B2B Ideal Customer Profile (ICP) and Buyer Personas.

An Ideal Customer Profile (ICP) clearly defines the companies that gain the most from your product or service. It helps you focus your marketing strategy and sales team on valuable prospects. This way, you avoid wasting time on leads that won’t convert.

A well-defined ICP includes:

• Industry and company size
• Annual revenue and location
• Decision-makers and buying behaviours
• Key challenges and business needs

By identifying these traits, you can stop chasing the wrong leads and focus on the customers that truly matter.

While your ICP helps define the right companies to target, buyer personas focus on the individuals within those companies.

They help you create messaging that speaks directly to decision-makers, influencers, and end users.

Personas include:

• Job titles and responsibilities
• Pain points and challenges
• Decision-making triggers

Are you looking for the best framework to define target audience? Here are the steps you'd want to follow after downloading our ideal customer profile template:

Step 1: Analyse Your Best Customers

Identify the common traits of your most successful customers. Look at firmographics, buying behaviour, and engagement trends.

Step 2: Define Key Attributes

• ICP: Company size, industry, annual revenue, technology stack
• Buyer Persona: Job title, responsibilities, pain points, decision triggers.

Step 3: Validate & Optimise

Revisit your ICP and personas every 6-12 months to keep them relevant as your business evolves.