Targeting & ICP
Defining who you sell to, so every list starts in the right place.
2 articles · 6 glossary termsICP vs Buyer Persona: The Difference That Matters
Your ICP describes companies, a persona describes people. Mixing them up is why lists look right and replies stay low.
What Is an ICP? How to Write One in 30 Minutes
An ideal customer profile tells you which companies to contact first. A one-page template and how to fill it from your best customers.
Terms in this topic
Account-based marketing (ABM)Treating a short list of target companies as markets of one, with outreach tailored to each account.
Buyer personaA description of the person who buys: their role, goals, daily problems and how they evaluate tools.
Decision makerThe person who can say yes to a purchase, or block it.
FirmographicsCompany-level facts used for targeting: industry, size, location, revenue and tech stack.
Ideal customer profile (ICP)A description of the type of company that gets the most value from your product and is most likely to buy.
Total addressable market (TAM)Every company that could, in theory, buy what you sell.