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Building Your Ideal Customer Profile (ICP)
Learn how to define, validate, and operationalize your ideal customer profile (ICP). Explore quantitative and qualitative approaches to customer research, ICP development, and aligning sales, marketing, and customer success around your best-fit customers.
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Product Marketing's ICP Field Guide
An ideal customer profile (ICP) is really important to your go-to-market strategy. It requires defining, finding and understanding your best customers, and then pushing that understanding through your GTM plan. IIn this article, Matt Mehus, VP of Marketing at OpenVPN Inc., provides a comprehensive guide to the creation of ICP. He also shares some helpful tips on aligning your sales, marketing, and customer success efforts based on your ICP.
Read nowIdentifying your Ideal Customer Profile: Quantitative and Qualitative Approaches to ICP
To be a successful PMM, putting in the time to understand your audience, their challenges and their motivations is table stakes. You need to know your customer in order to craft effective messaging or give actionable guidance to your product team.
In this article, Ashley Litzenberger, Senior Director of Product Marketing at Betterworks, outlines two quantitative and qualitative strategies you can use to define your ICP and become an audience expert.
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