Late at night, three pesky letters are haunting your dreams. ICP.
The ICP – or ideal customer profile – is the lost ark for marketers. Many go on a mission to find it, but few have come back.
If you’re brave enough to embark on this journey, here are some useful tips.
💡The planning stage.
Select around a hundred companies from the industry you want to study. You’ll be looking into particular criteria about those companies. These may include team size, problems, and the buying committee for your type of services.
If you struggle to select the criteria, Andrei Zinkevich has one of the best templates.
💡 The execution stage.
Within your research, you’ll start seeing repetitive information. For example, team size could be always around 50 employees. Your champion is always the CMO. Jot those down.
💡 The sweet escape
Once you’re done, look back at your notes. You’ll notice patterns within the criteria you have studied that tend to repeat.
Those recurrences are your ICP.
And if you need extra help on your mission, reach out to TMF.
What baffles you the most about the ICP?
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