What is an ideal customer profile (ICP) in B2B sales?
An ICP describes the companies you want to sell to - industry, size, location, stack and exclusions - so prospecting has a target.
Prosvera AI · 2026-09-21
An ideal customer profile is a description of the account, not of a single person. Buyer personas (CTO, Head of IT) live inside the ICP. If you only have personas, you will chase the right titles at the wrong companies.
What to write down
Include what you sell, industries, locations, size bands, technologies, roles, and who you will not serve. Ambiguous ICPs produce noisy discovery.
Tell Prosvera who you want to sell to.