Ideal Customer Profile
An Ideal Customer Profile is a defined description of the customers a business serves best, used as an operational filter rather than a marketing document.
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Glossary · ICP
Why it matters
Most businesses have written an ICP. Far fewer use one. The difference is whether it changes decisions.
An ICP that sits in a strategy deck describes an audience. An ICP that is applied determines which prospects you pursue, which partners you approach, and which opportunities you decline. In the Referral Marketing Formula it does a job most ICPs never do: it becomes the standard against which referral partners are selected.
Where it sits in the framework
RMF1, the first module of the Design phase. It comes first because every later decision depends on it. A partner program built without a defined ideal customer has no standard to qualify partners against.
Defined in Ideal Customer Profile Builder.