Ideal customer profile
An ideal customer profile is a written description of the companies most likely to buy and succeed with a product, in terms of firmographic traits such as industry, size, revenue, geography, and technology.
What goes into an ICP?
- Industry, often finer than a standard industry code. If you sell into a specialized vertical, you’ll often draw the fit line inside an industry: target 1 specialty and skip its neighbor.
- Company size and revenue.
- Geography: the territories and regions your team serves.
- Tech stack: systems a buyer runs that signal fit.
These traits are firmographics. They describe the account. Who you reach inside it is a separate question.
Why does your ICP matter at events?
An attendee list holds more names than your team can work. Your ICP decides which of them get a rep’s time before the show. Write it down, and your whole team makes that call the same way.
Score and band it, and your ICP becomes the ICP tier on each account in your target account list.
What does an event-ready ICP look like?
Say your team sells scheduling software to multi-site healthcare providers. A useful ICP reads like a filter you could run on a list:
- Outpatient and specialty care groups, with hospitals left out.
- 200 to 5,000 employees, across 10 or more locations.
- Headquartered in the US or Canada.
- Running one of the two record systems your product connects to.
Each line is a trait a reader can check against a company. “Mid-market healthcare companies that value efficiency” is a slogan, and you can’t sort a list by it.
How does it tier an attendee list?
Take the show’s exhibitor and attendee lists, match them to companies, and score each company against the ICP. The accounts that match every trait go to the top tier, and your best reps book meetings with them first. The accounts that match most traits get pre-show outreach. The rest get a booth visit if they come by. Your reps see why each account landed where it did, so they trust the order and work it.
Where do you find it in FieldXM?
FieldXM’s ICP scoring uses weighted rules across industry, company size, revenue, geography, and tech stack. You set your own weights, and every score shows its reasons. Ask FieldXM remembers your team’s ICP. See account planning.
Related terms
- ICP tierAn ICP tier is a fit band derived from an account's ideal-customer-profile score, which sorts a long account list into a few ranked groups so the best-fit accounts get attention first.
- FirmographicsFirmographics are the descriptive facts about a company, such as industry, employee count, revenue, location, and technology in use, and they are the raw inputs teams use to judge whether an account fits.
- Target account listA target account list is the set of accounts a revenue team intends to engage at an event, which the team matches to the CRM, tiers by fit, and assigns to owners before anyone travels.
- Account labelAn account label is a single tag stating an account's current standing with the selling team, such as net-new, in an open deal, or excluded, derived from CRM data so each account gets the right owner and play.
- Coverage gapA coverage gap is a target account that will be present at an event and that your team hasn't given an owner or planned outreach for, visible in the account plan before the event.
See it in FieldXM
- Account planningSee each account’s ICP tier and why, its CRM status, and its owner. Then use your HubSpot sequences or Salesforce cadences to reach the ones your reps aren’t working.
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