How To Identify Ideal Customer Profiles

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Mark Donnigan


June 20, 2023

Many startups I talk to aspire to expand their customer base to achieve faster growth. The idea of appealing to a larger market segment or user group sounds inviting. This path, however, is not without risks. Whether for an ABM program, or market segmentation purposes, properly identifying customer profiles is essential.

The saying, “The customer is always Queen/King,” is frequently heard in business. But, the truth is that not all are equal, and it is very important to identify and prioritize your core customers.

Understanding The Differences 

First, let’s clarify the differences between an Ideal Customer Profile (ICP), buyer personas, and target markets.

Think of the ICP as a blueprint describing the characteristics of companies that best fit your product or solution. It helps identify the ideal customers who will benefit most from what you offer.

Buyer personas are those individuals within the company who play a significant role in the purchasing decision. They reveal these key decision-makers’ specific needs, preferences, and behaviors.

Target markets help you identify and understand the broader customer segments that align with your products or services.

The Value of Ideal Customer Profiles 

Assume you’re a salesperson in the tech industry managing many customer prospects. Your time is your most valuable asset, and how you use it is critical for your success. This is where the ICP concept comes into play. It lets you wisely devote your time and resources to the accounts with the most potential for your company.

Creating an ICP is similar to creating a road map for your sales journey. You can use it to identify and prioritize the company’s most likely to become a valuable customer.

By defining your ICP, you can: 

  • Focus sales and marketing efforts on high-potential customers.
  • Sell to companies with the highest success potential in adopting your technology.
  • Create targeted shortlists and capitalize on buying signals specific to the industry or ecosystem they exist in.
  • Personalize marketing activities for maximum impact.
  • Identify model accounts in the tech industry for mutual value.
  • Utilize insights from open data to make informed decisions about key marketing, sales, and engagement messages and tactics. 

Crafting an Ideal Customer Profile

Creating an Ideal Customer Profile based solely on your gut instinct, or even pattern matching based on previous experience, can be misleading. Instead, you will want to utilize insights from open data to identify less obvious indicators that may signal ideal accounts. Keys to developing your ICP:

How to develop your Ideal Customer Profile 

  • Analyze your best customers: Review a sample list of top-performing customers and identify common characteristics that lead to higher success rates.
  • Utilize open data: Leverage insights from open data to build a detailed profile of your ideal customers, considering static data points and more subtle cues relevant to your product, like technology stacks deployed, social media presence, or even business changes such as shifts in headcount, fundraising news, or PR that could signal a positive positioning for your company and product.
  • Track buying signals: Monitor important buying signals from your ideal customer profile companies. Stay informed about the needs and challenges of your target audience. Pay special attention to the behavior of buying committees that you are dealing with. Are more people involved in the decision or less? Can you determine if their decisioning criteria continue with former/previous behavior, or is it changing? Note, too, that this can be valuable information if there are shifts in where the decisions are being made. For example, if suddenly your sales team is finding that they are meeting regularly with CFOs, it’s a pretty good sign that early economic and financial arguments should be presented.
  • Refine and update regularly: Recognize that your Ideal Customer Profile is not static. Continuously evaluate and refine your ICPs every 6-9 months to adapt to evolving market trends and customer preferences.
  • Align with account-based marketing: Utilize your ideal customer profile as a foundation for implementing an account-based marketing (ABM) strategy. ABM allows you to concentrate your resources on high-value prospective customers, delivering personalized campaigns tailored to their attributes.
  • Leverage AI-based industry classification: If you’re targeting specific verticals that may not align with standard industry classifications, utilize AI-based industry classification systems to enhance your account-based marketing campaigns.
  • Maximize time and sales efficiency: Developing your Ideal Customer Profile enables sales teams to prioritize their efforts and allocate time effectively. By focusing on accounts that align with your profile, you can increase sales efficiency and optimize resource allocation.

Remember, there is no such thing as a “universal” Ideal Customer Profile. As different companies experience varying levels of value from your product or service, the criteria for your ICP will evolve. Reevaluate your Ideal Customer Profile regularly to ensure your time is spent wisely in sales and marketing activities.

Avoid these mistakes when building your Ideal Customer Profiles

When building an ICP, there are still several common mistakes that can hinder its effectiveness. These mistakes include:

    • Not basing your ICP on current accounts

You risk developing an unrealistic or inaccurate profile that does not fit with your target audience’s actual demands and characteristics if you do not base your ICP on genuine consumer data. This might lead to misdirected targeting efforts and a mismatch between your messaging and your ideal customers’ expectations. Analyze your existing clients to determine which accounts best represent the success of your sales team.

    • Believing you don’t have enough customer data to get started

If you put off developing an ICP due to a perceived shortage of customer data, you will miss out on opportunities to focus and optimize your sales and marketing activities. Without an ICP, you may be forced to use generic targeting tactics that fail to engage your intended clients.

Don’t be discouraged by the absence of a large customer database. Begin by deanonymizing your site traffic and collecting insights from your target audience. This will allow you to get started even without extensive customer data.

  • Ignoring other departments

By excluding other departments from the ICP development process, you miss out on valuable perspectives and risk creating a narrow or incomplete profile. This can lead to misalignment between departments, ineffective customer interactions, and missed opportunities for cross-functional collaboration.

Don’t limit the ICP development process to just the marketing team. Include feedback from the sales team, customer service, and other departments regularly in contact with customers. Their viewpoints will enhance your profiles and ensure organizational alignment.

  • Relying solely on firmographic data

Firmographic data is indeed useful for developing an ICP. However, relying only on this data can be limiting. You may fail to fulfill the individual demands and preferences of your target clients if you ignore psychographic data. This can lead to misalignment between your services and customer expectations, resulting in low engagement, low conversion rates, and missed sales chances.

It is also critical to examine psychographic data, which includes client goals, difficulties, and pain points. Ignoring psychographic data might lead to an insufficient picture of your potential clients, resulting in less effective targeting and messaging.

  • Don’t be too narrow in your ICP definition 

While being detailed is important when defining your ICP, being too specific can limit your possible customer pool. If you define your ICP too tightly, you may remove potential customers who could benefit from your product or service but do not meet the indicated criteria.

Strike a balance between detail and inclusion to avoid making this error. Consider additional factors that may extend your target group without diminishing the efficiency of your targeting efforts. Identify the characteristics that make a consumer a great fit for your business. Review and refine your ICP regularly to ensure it remains relevant and inclusive.

Utilizing ICP in Marketing and Sales 

Once you define your ideal customer profiles, align your marketing and sales strategies accordingly. Tailor your content and campaigns to the specific needs of your ideal customers. Utilize targeted social media advertising to reach specific demographics. Extend your reach with data-driven marketing tactics that align your efforts with the preferences and behavior of your ideal customers.

Tailoring content and campaigns 

Buyers dislike campaigns that are not tailored for them because of:

  • Lack of relevance: Generic campaigns that do not address their specific needs and pain points are perceived as irrelevant, leading to potential disinterest or dismissal. Regretfully, this “stigma” is not easily forgotten. 
  • Missed opportunities: When campaigns fail to address industry-specific requirements or unique circumstances, buyers may overlook valuable features or benefits, leading them to seek alternative solutions.
  • Lack of trust: Buyers expect companies to invest in understanding their problems to bring solutions. When campaigns lack appropriate targeting and customization, it can erode trust and hinder the establishment of meaningful connections.
  • Inefficient use of time: Buyers receive numerous marketing messages, and irrelevant campaigns are considered a waste of time.

To avoid being disliked by your buyers, leverage the insights from your ICP. It will help you identify key messaging themes, content formats, and channels that resonate with your ideal customers.

If your ICP identifies early-stage tech startups as your ideal customers, create content that addresses the challenges and phases of their business. Write content helpful to startup founders in the early stages, and hold webinars with other founders who are ahead of the ICP stage, covering fundraising strategies, product-market fit, or growth-hacking techniques. Share this content through channels like startup-focused online communities, social media groups, or targeted email newsletters to effectively reach and engage your target audience.

Targeted social media advertising

Without targeted advertising and content distribution, startups could be: 

  • Wasting time 
  • Allocating resources inefficiently 
  • Limiting growth opportunities 
  • Struggling with market penetration 

To address this, identify the social media platforms where your ideal customers are most active and utilize the targeting features provided by the platforms to reach these segments.

Let’s say your ICPs are tech startup founders and CTOs. You should leverage platforms like LinkedIn Ads or Twitter Ads to target this audience segment. 

Create ad campaigns highlighting your technology benefits, such as scalability, efficiency, or cost savings. Focus on pain points (problems) that resonate with startups, such as product development challenges, technology stack decisions, or attracting early adopters. Use compelling visuals, concise copy, and clear call-to-actions to drive engagement and conversions.

Data-driven marketing tactics

If marketing tactics are not data-driven, the worst-case scenario is that businesses waste resources on ineffective strategies. This can lead to a lack of understanding of customer preferences, missed opportunities, and low engagement. 

Afterward, the business may experience a diminished brand reputation, decreased market share, and lost competitive advantage, making it challenging for them to thrive and grow.

The solution for this is to implement marketing automation tools and CRM systems to collect and analyze customer data. Leverage tools like Google Analytics, heatmaps, or A/B testing to gain insights into customer behavior, engagement metrics, and conversion rates. Utilize these insights to refine your marketing strategies, personalize your campaigns, and make data-driven decisions that optimize your overall marketing performance.

Extending your reach

When startups fail to extend their reach, they face several consequences. They will suffer from limited visibility and reduced brand awareness, missing out on potential customers and growth opportunities. It becomes challenging to attract new customers and establish themselves as industry leaders. 

If you don’t want your startup to experience this kind of failure, extend your reach. Research industry events, conferences, or trade shows specifically tailored for the tech or startup industry. Consider sponsoring or speaking at these events to establish your company as a trusted authority and expand your market reach by increasing visibility to the ICPs you are seeking to reach. Look for potential partnership opportunities with complementary businesses in the tech ecosystem. Collaborate on content, co-marketing initiatives, or cross-promotions that attract new customers and increase your brand exposure.

Identify tech conferences or startup summits relevant to your ICP. Explore opportunities to speak at panel discussions or host workshops on topics related to your product or industry expertise. 

These tactics will position your brand as a trusted authority and increase visibility among your ideal customers. Additionally, seek partnerships with complementary tech companies that share your target audience. Collaborate on co-branded content pieces, joint webinars, or co-hosted events to reach new customers, tap into each other’s customer bases, and amplify your brand exposure within the tech or startup ecosystem.

Here’s an example from a Streaming Summit 2023 session that I moderated with three complimentary companies in video streaming. The session was a lively discussion about the essential requirements of a video platform for scaling.

This technique has been one of the most successful that I’ve found for under-resourced companies. The place to start is to begin networking with conference organizers and trade association leaders. As relationships are built you can offer to help by organizing speaking sessions or panels.

These same organizers are also looking for speakers. It’s important to not be promotional in this as many conference organizers and trade events prohibit or greatly discourage stage selling. 

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