Sales & CRM
What is ICP (Ideal Customer Profile)?
ICP is the firmographic description of the customer that gets the most value from the product and closes fastest — the filter for the entire funnel.
ICP (Ideal Customer Profile) describes the target COMPANY (industry, size, geography, tech maturity), unlike buyer persona, which describes the PERSON inside the company.
Defining the ICP is the highest-ROI marketing/sales investment: without it, the team chases any lead; with it, every effort (content, ads, outbound) targets the same place.
Use it in practice
Lead prospecting with CNPJ filter
Frequently asked questions
Is ICP the same as buyer persona?
No. ICP describes the target company; persona describes the person who decides or uses the product inside it.
How do I discover the real ICP?
Look at your best current customers (high NRR, low churn, good ticket) and map common firmographic traits.