Target Customer

A Target Customer — also referred to as an Ideal Customer Profile (ICP) — is a defined description of the type of organization or buyer that represents the best fit for a company's product: the companies most likely to buy, succeed with the product, renew, and expand. Defining the target customer profile with precision — by industry, company size, technology environment, organizational characteristics, and buying trigger — is foundational to effective CRM management: it determines how territories are designed, which leads are scored highest, which accounts are prioritized for outbound prospecting, and which pipeline opportunities receive the most coaching investment. CRM data from closed-won accounts is the richest source for validating and refining target customer definitions.