---
title: OnTarget | Ideal Customer Profile
description: An Ideal Customer Profile (ICP) defines the type of company or individual that would benefit the most from your product or service.
---

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# Ideal Customer Profile (ICP)

An Ideal Customer Profile (ICP) defines the type of company or individual that would benefit the most from your product or service—and bring the most value in return. It’s a foundational element of go-to-market strategy, helping align sales, marketing, and service efforts toward high-potential, high-fit opportunities.

 

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---

**What Makes an ICP?**

An ICP is typically based on characteristics such as:

 

- **Industry and Market Segment**
  
   
- **Company Size and Revenue**
  
   
- **Geography or Operational Region**
  
   
- **Budget and Buying Power**
  
   
- **Decision-Maker Roles and Buying Process**
  
   
- **Business Challenges and Needs You Solve**
  
   

For B2B businesses, an ICP might be a mid-sized engineering firm in the maritime industry with operations in Europe and a focus on sustainability. For B2C, it could be a tech-savvy consumer aged 30–45 with high brand loyalty and interest in premium products.

 

 

Why It Matters:

- Focuses resources on high-fit leads
  
   
- Improves sales efficiency and win rates
  
   
- Shapes messaging and content that resonates
  
   
- Guides product development to meet real customer needs
  
   
- Reduces churn by targeting long-term, satisfied customers
  
   

With a clear ICP, businesses can scale smarter, not just faster—building relationships with customers who are aligned in goals, expectations, and value creation.

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