Glossary
What is an ideal customer profile (ICP)?
An ideal customer profile (ICP) describes the kind of customer who gets the most value from your product and is most valuable to you: industry, size, role, problem, budget and buying behaviour. It guides who you target, where you launch, what you write and which directories you list on.
What to include
| Field | Example |
|---|---|
| Who | Founders of B2B SaaS startups, 1 to 10 people |
| Problem | No time to get the product in front of buyers |
| Trigger | Preparing a launch |
| Budget | Small, prefers one-time costs |
| Where they look | Product Hunt, founder communities, AI assistants |
| How they buy | Self-serve, card |
ICP vs persona
An ICP describes the account or customer type; a persona describes an individual within it (their goals, objections and language). B2B teams often have one ICP and several personas.
How it shapes launches
The ICP decides which launch platforms and directories matter: a B2B finance tool belongs on review sites and finance directories, a developer tool on developer directories and Show HN.
Example
A founder narrows her ICP from "small businesses" to "independent dental clinics". Her directory list shrinks from 80 general sites to 20 relevant ones, and conversions rise.
FAQ
How specific should an ICP be?
Specific enough to decide where to find them and what to say.
Can I have more than one ICP?
Yes, but early on one primary ICP keeps focus.
How do I find my ICP?
Look at your best current customers: who stays, pays and refers.