A description of the type of customer, usually a company in B2B, that gets the most value from you and is most valuable to you. It is used to decide whom to target and whom to ignore.
Example
A Pune B2B software firm defines its ICP as 'manufacturing companies in Maharashtra with 50 to 500 employees and their own sales team'. Sales and content focus on those companies; a five-person trading firm is politely declined.
How you'll hear it
“That lead is not in our ICP, so don't spend a sales call on it.”
Don't confuse it with
- Buyer persona: ICP is about the right company or customer type; persona is about the person who buys within it.