Defining Your Target Customer

Customer Definition for B2B Companies: Why and How


Understanding your customer is critical for any business, whether you’re a B2B company or even a B2C company. Knowing what characteristics and common traits they share can help your sales and marketing teams better grasp who they should be selling to, and how they should be driving your business’s products or services in the market. The downstream impact on your sales and marketing success is why it is crucial to define your Ideal Customer Profile, also known as an “ICP.”

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Your Ideal Customer Profile Template

ICP Template Below we have created an easy to use template for your business to utilize when creating and documenting your ICP: Important Firmographics to