Ideal Customer Profile

As our friends at PDAgroup write in their ebook on the ABCs of Enablement:

Criteria defined in the Ideal Customer Profile (ICP) describes the ideal customer who matches well to your products and services. Factors to consider when designing the ICP:

  • For which type of organization are your products and services built?
  • Which challenges are companies facing that you can help solve? Which desires do companies have that you can help achieve?
  • Who should be involved in the buying decision and delivery?