Ideal customer profile (ICP)
An ideal customer profile (ICP) describes the type of company most likely to buy, succeed with and keep your product, in firmographic terms.
In practice
The ICP is the shared filter behind targeting, lead scoring, territory design and account research. If Marketing, Sales and Customer Success each hold a different version, they chase and keep different customers.
Build it from your best existing customers: those that closed, reached value and renewed. Express it as fields the CRM holds, such as industry, employee range, region and technology used, so accounts can be scored against it and the definition can be tested over time.