ICP (Ideal Customer Profile)
A description of the company and contact type that gets the most value from your offer — prospecting's reference target.
The ICP defines who to target: industry, company size, geography, maturity, and the roles of your contacts. It focuses effort on the accounts where conversion rate and customer value are highest.
A precise ICP drives everything else: list building, enrichment criteria, scoring, messaging. Without it you prospect broadly and dilute sales effort.
Related terms
To go further, read our B2B data enrichment guide or try the free email verifier.
From theory to practice
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