Ideal Customer Profile (ICP) Template
Clearly define your ideal customer profile and acquire more of them.
Click "Add to Cart" below. When you checkout, you will immediately receive an email with a link to download.
- Premium design
- Customizable files
Lifetime access from any device
Why use the template?
At one point, every executive at our SaaS company defined our ideal customer profile (ICP) differently. It was a big problem.
Our revenue was declining 30% year over year.
But we turned everything around using this Ideal Customer Profile template to align product, marketing, sales and customer success.
I designed it in Google Sheets to be easily modified and adapted for multiple industry verticals (depending on your business).
What’s inside the template
Inside the Google Sheet, you will find the following tabs (watch video above for details):
- Read Me: a quick start guide on how to most effectively use this template.
- Template (blank): a blank template for you to add your ICP characteristics and criteria. This includes Firmagraphics, Demographics, Technographics, Pain Points, Buying Behavior and Indicators.
- Example: an example to provide you with inspiration for "what great looks like."
- AI Prompt: a pre-built AI prompt to help you write a detailed ICP profile in seconds, just drop into Gemini or ChatGPT.
How to use the template
Here is the process I go through to define our ICP and get our team aligned around the definition:
- Make a copy - when you add to your cart and checkout, click "use template" to make a personal copy.
- Analyze current customers - identify the top segments (lowest acquisition cost, largest deal sizes, shortest sales cycles, highest retention rates). Consider these metrics and the dynamics of the market (is it growing vs. shrinking? low competition vs. high competition?).
- Select and document - choose the best fit customer segment and write down their characteristics. Use the best practices AI prompt I share to help you here.
- Gather feedback - get feedback internally from key stakeholders within your organization to confirm alignment.
- Commit and review - make a commitment to focus resources around your chosen ICP and review on a quarterly frequency to evaluate success KPIs.
It seems like such a simple exercise. And it is.
But, it's so easy to get wrong. It's all too common for teams to lose focus and stray from their core ICP profile. Keep your team focused on your ICP target!
Click “Add to Cart” on the right. When you checkout, you will receive a link to a Google Sheet of the Ideal Customer Profile (ICP) Template.
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FAQs
Q: Who is the Ideal Customer Profile (ICP) Template for?
A: Sales executives and sales leaders that need a clear definition of their ideal customer to prioritize inbounds and identify target accounts for outbound sales.
Q: What format is it in?
A: Google Sheets with 4 tabs for Read Me, Template, Example, and an AI Prompt - all ready to be duplicate and edit for your business.
Q: What's the difference between ICP and personas?
A: ICP defines the companies you target, while Personas define the people at your target accounts who play a role in purchasing your product or service.
Q: How often should I update it?
A: We often review our ICP definitions on a quarterly basis, but I'd suggest doing this anytime you make meaningful changes to your product and positioning.
VP of Sales Template Bundle
Everything you need to run high-performing B2B sales teams.
Click "Add to Cart" below. When you checkout, you will immediately receive an email with a link to download.
- Premium design
- Customizable files
- Lifetime access from any device
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“These are GOLD! I was having to build all of this from scratch.”
“This is exactly what I was looking for. A repeatable playbook I could plug-n-play for our business.”
“I feel more confident hitting our revenue goals now than I ever have.”
“My job just became so much easier! I’m all about working smarter, not harder.”
“These are GOLD! I was having to build all of this from scratch.”
“This is exactly what I was looking for. A repeatable playbook I could plug-n-play for our business.”
“I feel more confident hitting our revenue goals now than I ever have.”
“My job just became so much easier! I’m all about working smarter, not harder.”
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