B2B Success Starts Here: A Guide to Building an Ideal Customer Profile


Who are you trying to sell to? Identifying your target customers is a fundamental challenge even for well-funded startup sales teams. Often, they possess a vague understanding of their “target customers,” encompassing any company that might show interest in their products or services.

To address this, I am presenting our comprehensive guide to crafting an ideal customer profile.

However, merely knowing your target customers is insufficient for successful account-based marketing campaigns, which prioritize selling to accounts rather than individual leads.

Developing an Ideal Customer Profile (ICP) aligns your sales and marketing efforts, generating top-notch sales leads.

It empowers you to strategically engage key decision-makers, fine-tune your messaging, efficiently achieve your sales objectives, and provide exceptional customer experience.

In this article, we’ll explore the concept of an ICP (Ideal Customer Profile) and guide you through the process of creating one for your business.

What is an ideal customer profile?

An Ideal Customer Profile (ICP) is a detailed description of the attributes that your very best customers in a particular market segment share.

Emphasizing “best” and “particular” is crucial for several reasons:

  1. Each market segment has unique needs and reasons for choosing your product or service.
  2. Not all customers are equally valuable; a significant portion of your revenue often comes from a smaller percentage of clients.

Hence, your ICP should be based on these top-performing clients who bring in the most revenue.

A common mistake made by B2B companies is blending data from different segments, leading to a broad and vague ICP definition.

For instance, describing an ICP as “Startups from Boston that have raised money recently,” “Round A SaaS companies,” or “European financial institutions” can be too generic. The consequence of such a generic ICP is becoming a “Jack of all trades” vendor, lacking differentiation from competitors, and heavily relying on outbound efforts to meet sales quotas.

In essence, the higher your Average Contract Value (ACV), the more precise and specific your ICP should be.

This ensures you target the most promising and lucrative market segments, streamlining your marketing and sales efforts for better results.

Customer profiling will help you understand the reasons behind people’s purchasing decisions and the factors influencing their buying behavior.

Why do you need an ideal customer profile?

Having an Ideal Customer Profile is essential for your business, as it provides a consistent understanding of your target audience.

By doing so, you can offer your potential customers the most optimized products or services tailored to their specific needs.

Here are several ways in which an Ideal Customer Profile benefits your business (and customers):

1. Establishing a successful sales strategy

If your sales teams are struggling to effectively engage or identify high-value customers, it is essential to first gain a deeper understanding of those customers.

Before integrating the Ideal Customer Profile into your sales approach, take the time to understand your high-value customers better.

By doing so, you can refine your approach and tailor your sales strategies to better resonate with their preferences and needs.

2. Enhancing customer acquisition

Accurate data on your target audience empowers your marketing efforts.

By providing your marketing team with detailed insights on who their content and ads should target, they can refine their strategies and identify the most suitable channels for reaching potential customers.

3. Facilitating existing customer’s delight and retention

Many of your ideal customers may already be making purchases from your company.

By delving deeper into their preferences and requirements, you can continually meet their needs and enhance their customer lifetime value.

Anticipating their demands and providing solutions before they seek alternatives from competitors ensures long-term satisfaction and loyalty.

4. Promoting product development

A thorough understanding of your target market allows your product team to create offerings that precisely match customer needs.

Consequently, the products themselves become highly appealing to your audience, making them more likely to sell successfully.

What’s the difference between Ideal Customer Profiles and Buyer Personas?

You may find yourself wondering about the difference between ICP and buyer personas, and indeed, there are subtle nuances that set them apart. Let’s explore both concepts! 

(A) Ideal Customer Profile (ICP)

An Ideal Customer Profile is a comprehensive analysis of the attributes that define a company’s perfect client.

This analysis encompasses various aspects, from demographic information like age, gender, income level, location, and education to behavioral insights such as buying patterns, interests, and pain points.

The ICP acts as a strategic guide, enabling businesses to optimize their product, sales, and marketing approaches specifically for their most desirable prospects.

By tailoring their services or products to better suit the needs and desires of these ideal customers, companies aim to enhance their overall effectiveness.

(B) Buyer Personas

Buyer personas represent detailed and imaginative portrayals of the perfect consumer. By combining insights into customer behavior, interests, and motivations with real demographic data, businesses create an accurate representation of their ideal target audience.

These personas are essentially fictional characters that serve as reference points to ensure decision-making aligns with customer preferences.

Through buyer personas, businesses gain valuable insights into how their products or services meet the needs of their target customers and understand the unique challenges they face.

This knowledge helps form effective marketing strategies that directly address these challenges.

What questions should your Ideal Customer Profile answer?

Your customer profile should provide comprehensive answers to key questions, empowering your marketing and sales teams to gain a deep understanding of your target audience.

When crafting your ideal customer profile, consider addressing the following questions with relevant data:

  1. What are the defining characteristics of my target audience?
  2. What motivates and drives my audience’s purchasing decisions?
  3. Where is my target audience predominantly located geographically?
  4. What messaging and communication styles resonate best with my ideal customer?
  5. How does my target audience typically interact with businesses similar to mine?
  6. Which products and services does my target audience frequently purchase?
  7. What kind of purchasing journey is significant to my audience?
  8. What types of advertising channels does my audience prefer and engage with?
  9. What specific content formats and topics does my ideal customer seek and consume?

How to Develop an Ideal Customer Profile for a B2B?

In this section, let’s explore the step-by-step process that salespeople can follow to develop an ideal customer profile.

While some consultants and experts may complicate this task, it’s important to remember that the essence of defining your ICP boils down to a single objective: gaining a deeper understanding of your customers.

Step 1: Clarify the Purpose of Your Ideal Customer Profile 

Begin by defining the specific goals and desired outcomes you aim to achieve through customer profiling.

Having a clear purpose will help focus your research and ensure you fully leverage the benefits of customer profiling.

Step 2: Make a List of Your High-Value Customers

Create a list of your ten most valued existing customers. For each customer, determine two crucial figures:

  • The amount the customer pays for your solution.
  • The value the customer derives from utilizing your solution.

(It’s essential to avoid making assumptions about these numbers and instead directly inquire from your customers. You can reach out to them via phone, email, or surveys to gather this information.)

The value they mention should be a multiple of the price they pay for your offering. For instance, if your solution costs $100 per month, they should be receiving at least $200 worth of value from using it.

Emphasize that it is not sufficient for customers to pay for your solution; they must actively experience significant value from it and be aware of the benefits it provides.

Three Stages of Selling to Your Customers 

Don’t rely on the assumption that this value realization occurs automatically. Take the initiative in guiding this process by selling to your customers in three stages:

  1. Before the purchase: Convince them of your value proposition, illustrating how your solution can lead to success and is worth their investment.
  2. After the purchase: Encourage them to implement your solution effectively. It’s essential that they invest time and resources to leverage the solution and achieve the promised value.
  3. After value realization: Ensure they recognize that your solution is responsible for the value they have gained. Actively engineer and direct this awareness, particularly in larger organizations where multiple parties may claim credit for achievements.

Stay in touch with priority accounts, and identify opportunities to enhance the value derived from any CRM software that you may use.

Lack 10 ideal customers? 

If you currently don’t have 10 ideal customers, make it a top priority to acquire them. Focus your efforts on supporting existing customers to reach the level of success that aligns with your solution, or bring in new companies and ensure their success with your offering.

This process of securing 10 ideal customers is paramount to your business’s growth and success.

Step 3: Find Common Attributes

Now, examine the list of your ideal customers and ask yourself: what characteristics do they share?

This stage requires brainstorming and thorough research. Delve into your customer data and generate numerous attributes for each of the ten companies to identify commonalities later.

Be imaginative and approach this from various angles, even if some attributes initially appear irrelevant or insignificant. The primary objective at this stage is to create an extensive list of attributes.

For example, consider if they all operate within the same geographic area, target similar customer subsets, or have specific roles or departments that facilitate increased value from your product.

Gaining extensive insights into your most successful customers will prove invaluable in the subsequent step.

Step 4: Prioritize Key Attributes of Your Ideal Customers 

In the previous step, your focus was on creating an extensive list of shared attributes among your top customers. Now, it’s time to determine the ones that truly matter.

An effective ideal customer profile requires clarity. Overwhelming it with a vast array of 35 attributes won’t be helpful. This process should not be about memorizing company traits but rather providing everyone in your organization with a clear understanding and vision of who the ideal customer is, and who they are not.

Aim to identify between five to ten key attributes that will define your ICP effectively. These attributes could revolve around aspects like price, brand recognition, or other factors.

For instance, in a gym setting, you might compare the “frequency of gym visits” with the “desired feeling after a workout.”

Step 5: Ensure Mutually Exclusive Variables 

To avoid ambiguity and gain accurate insights, ensure that the variables you choose are mutually exclusive.

Avoid using multiple-choice questions, as they might lead to conflicting responses from respondents.

Step 6: Enhance Profiles with Demographic Filters 

Supplement your consumer profiles with demographic filters, such as age, gender, or location, to gain deeper insights.

Combining demographic data with behavioral and psychographic questions will provide a more comprehensive picture of your customer profile.

Step 7: Analyze and Compare Data 

Analyze the results to cross-tabulate key polarizing questions and observe groupings of answers across other variables. This analysis will reveal the fundamental characteristics of each customer profile.

Pay close attention to standout answers that significantly differ from the population average.

Pro Tip: Reevaluate your ICP data periodically, perhaps on an annual basis, to assess fit ratings over time. Stay updated on emerging trends and changes in customer attitudes, especially in the face of new competitors, influencers, and evolving market dynamics.


In conclusion, creating an ideal customer profile is essential for businesses seeking to thrive in today’s competitive landscape.

By understanding the attributes and needs of your best customers, you can optimize your marketing and sales strategies and deliver personalized solutions.

Remember, by attracting high-quality leads and responding promptly, you can drive success and upgrade your business to the top rapidly.