Ideal customer profile

Prerequisites

• A defined product problem and evidence-backed market summary.
• Enough customer or account evidence to distinguish stronger-fit and weaker-fit segments.

Permissions

• Editing the ICP requires atlas-strategy.access and active workspace membership.
• Customer information must follow the organization’s privacy, retention, and data-access rules.

Step-by-step

1. 1Name one priority segment using characteristics that affect buying behavior.
2. 2Describe the ideal organization, its operating problem, urgency, required capabilities, and constraints.
3. 3Separate the economic buyer, champion, operational owner, technical evaluator, and other stakeholders.
4. 4Record observable pains and events that create urgency.
5. 5Add explicit exclusions so low-fit accounts are not hidden inside broad targeting.
6. 6Check problem severity, urgency, capability fit, evidence, and reachability before proceeding.

Expected result

Another team member can consistently decide whether an account belongs in the priority segment and which roles must participate in the buying decision.

Troubleshooting

• ICP describes everyone: add exclusions and choose one buying situation.
• Persona and ICP are mixed: keep the ICP organization-level and list people separately as buyer roles.
• No urgency: identify a real trigger or treat the segment as a lower-confidence hypothesis.
• Unsupported fit: remove claims that exceed current product capability or evidence.