Glossary
What is ideal customer profile (ICP)?
An ideal customer profile (ICP) describes the kind of company and person most likely to buy and keep paying for your product: their role, the size and kind of company, and the problem they have now. It decides who you write to, and who you leave alone.
What goes into one?
- Who signs: the role that feels the problem and can say yes.
- What kind of company: its size, its field, what it already uses.
- Why now: a sign the problem is live, such as hiring for it or a new launch.
How specific should it be?
Specific enough that you could name ten real companies that fit, and say why. "Software companies" is too broad to write a personal email to; "two-person developer-tool teams that just launched a paid plan" is not.
How does Propel use it?
You describe who would pay in a sentence. Propel turns it into a search, finds people with your own Apollo key, and shows you a preview before anyone is added to your list. See Get customers.