Ideal Customer Profile (ICP) Template

Fill in every field before this ICP is used to score inbound leads.

Firmographic

• Target industries: _______________
• Company size (employees): _______________
• Revenue band: _______________
• Geography served: _______________
• Growth stage (startup / scaling / mature): _______________

Technographic

• Required existing tools/stack: _______________
• Key integration dependencies: _______________
• Disqualifying tech (incompatible or competitive lock-in): _______________

Behavioral / trigger signals

• Buying triggers that predict fit (e.g., recent funding, new leadership hire, compliance deadline): _______________
• Pain signals from their current tools (e.g., manual workaround visible in job postings, public complaints): _______________
• Content engagement pattern of a good-fit lead (pages, assets, time-to-convert): _______________

Organizational

• Typical buying committee (roles/titles involved): _______________
• Economic buyer title: _______________
• Average deal size for this ICP: _______________
• Average sales cycle length: _______________

Anti-ICP (explicit disqualifiers)

• Company size below: _______________
• Industries excluded: _______________
• Geography not served: _______________
• Any other hard disqualifier (e.g., no budget authority reachable, incompatible procurement process): _______________

Tiering

• Tier 1 (best-fit): matches all firmographic + technographic + at least one trigger signal.
• Tier 2 (workable): matches firmographic but missing a trigger or technographic fit.
• Out-of-ICP: fails 2+ firmographic criteria or hits an anti-ICP disqualifier.

Validation step

Pull your last 20 closed-won deals. What percentage match this ICP as written? If fewer than 70% match, the ICP is miscalibrated — revise firmographic bands before rolling this out to the qualification scoring model.