Glossary Term
Ideal Customer Profile (ICP)
A description of the type of company or person that gets the most value from your product and is most valuable to you in return. It comes from evidence about your best customers, not from who could buy, and it decides who sales chases and who the roadmap serves.
Example: A B2B startup finds its 10 best customers share three traits: 20 to 100 staff, a technical founder and no product manager. That becomes the ICP. Deals outside it are still welcome, but they stop getting custom features, and the roadmap stops being pulled in five directions.
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