Glossary entry
ICP
Also known as Ideal Customer Profile
The defined shape of a company most likely to convert and retain — typically expressed as a combination of firmographics (industry, employee count, funding stage, geography), technographics (tools in stack), and behavioral signals (recent hiring, funding, tech changes). The single most consequential strategic document in a sales org: a sloppy ICP wastes 60-80% of SDR time. The best ICPs are written from closed-won data, not aspiration.
01Definition
TLDR
The defined shape of a company most likely to convert and retain — typically expressed as a combination of firmographics (industry, employee count, funding stage, geography), technographics (tools in stack), and behavioral signals (recent hiring, funding, tech changes). The single most consequential strategic document in a sales org: a sloppy ICP wastes 60-80% of SDR time. The best ICPs are written from closed-won data, not aspiration.
02Why it matters
Every other sales lever (territory, comp, sequencer config, brief threshold) flows from ICP. Get it wrong, nothing downstream works.
03Example
Worked example
'B2B SaaS, 200-2000 employees, post-Series B, US/EU HQ, modern data stack (dbt/Snowflake), VP Data in seat <12 months.'
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